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Selling faith like it is

You can apply spirituality to sales spiel It intrigued me, when my students reported that they experienced euphoria and bliss during sales presentations, writes Matthew Ferry.

india Updated: Jul 01, 2006 12:44 IST

In a meditation it hit me like lightening: “The sales process is a spiritual process. It is an exchange of energy.” Being the son of US real estate sales training guru Mike Ferry in Orange County, California, I had studied with leaders in the fields of sales, marketing, NLP (neuro linguistic programming) and brain science. I studied many aspects of personal development, human development and spirituality. Yet, nowhere in my studies had anyone made the connection between business and spirituality. By the time I was twenty-four I was using a blend of disciplines to break long-standing sales records at our company’s call center. I was then invited to teach my methods to others.

After ten years of training people on my methods, the breakthrough happened. Sales and spirituality blended together into an integrated approach. At the time I was training 30 groups of four sales people each from all over the country on weekly teleconference calls. I was teaching them NLP, persuasive language and conversational hypnosis. It became increasingly apparent that this combination of techniques caused people to gain rapid trust and rapport with potential customers. It intrigued me, when my students reported that the process was intoxicating and that they experienced euphoria and bliss during sales presentations.

This was a tough reconcile at first be cause it didn’t fit the old sales model of achieving the numbers, cold calls and canned presentations. Yet the results were undeniable. When my students utilised spiritual principles like compassion, contribution, acceptance, appreciation and acknowledgement coupled with powerful hypnotic language patterns, their results tripled and their number of sales calls were cut in half.

When my advanced students entered a sales situation with the mantra “How may I serve?” with no attachment to the outcome, they often closed 100 per cent of their sales calls.

I soon noticed that mental barriers like fear of failure, the desire to win at all costs and the addiction to looking good prevented many people from being successful. These ego-based, habitual thought processes made people constantly experience frustration, uncertainty and poor re sults in their work.

In the end, business like any human activity, works best when run on spiritual principles.