Improving sales performance with EFT Tapping

Category: Coaching Notes

Why does one salesperson get great results while others fail to hit the mark?

In a recent survey by Nightingale Conant, 2663 organisations were questioned and 41.48% of sales directors said their sales staff are performing below expectations. Research conducted with over 100 recruitment companies also confirmed that three in five salespeople have limiting beliefs about their ability and income potential. Most interviewed claimed they formed beliefs from reading their school reports: ‘could do better’ ‘bright but lazy’ ‘talks too much’ ‘easily distracted’ and the list goes on.

These limiting beliefs learnt many years ago dictate the person's performance now and determine the individual's success in life. Like everyone, salespeople hold private beliefs about themselves, clients, market, competition, economy - beliefs that can have an enormous impact, either positive or negative, on their sales performance.

While most sales directors understand the concept of managing activity levels, skills development and product knowledge, only the top performing sales directors understand the importance of the right mindset. And far too many feel powerless to help their salespeople turn their negative beliefs into positive ones. Those sales directors who do tackle such negative beliefs have found an unbeatable path to success.

The answer lies in the underlying feelings of the person. Most salespeople have a whole bunch of limiting beliefs about what is possible for them. Most formed these beliefs at school and these are still running their lives as adults and affecting their results. Skills training will always miss the mark if there is an underlying emotional block or limiting belief that doesn’t support them or the training.

So, how do you change beliefs quickly? Much has been happening in the field of performance psychology in recent times and several new belief change techniques have been developed that dramatically cut the time necessary for effective change.

Top 3 tips for tackling limiting beliefs

Tip 1: Identify the limiting beliefs - ask questions, send an email survey to all staff.

Examples of questions:

Q1: Do you believe you can hit target consistently every month?

Q2: Do you believe in yourself?

Q3: Do you believe you are a success?

Q4: Do you believe you are intelligent?

Any 'no' answer indicates a limiting belief that is sabotaging current performance and success.

Tip 2: Qualify the limiting beliefs - when did you learn these beliefs and who from?

Examples: Parents, teachers (school report), siblings, people in authority, etc...

Next, question the limiting beliefs and ask if they are still true today? If the limiting beliefs still ring true today they will be negatively affecting current performance. For example, if the answer to Q1 is NO, the belief that ‘you can’t hit target every month’ will determine your success or current lack of it. If this is your belief, your brain will unconsciously sabotage your behaviour so that you always under perform and miss your target every month. The brain's job is to simply deliver the belief, whatever it is. So, if we change the belief to ‘I believe I can consistently hit target every month’ the brain stops sabotaging and allows the individual to succeed.

Tip 3: Remove limiting beliefs quickly using the EFT TAPPING technique

Limiting beliefs can be easily removed using the EFT Tapping technique. EFT is a unique form of 'psychological acupuncture' that rebalances the energy and belief systems using a 'tapping' procedure that stimulates designated meridian points. Balancing the belief system ensures the beliefs are programmed for success.

You can learn the EFT tapping technique for clearing limiting beliefs below:

The EFT basic set up procedure

Clearing limiting beliefs using EFT

STEP 1: Choose a limiting belief to work on.

STEP 2: Rate the limiting belief.

Decide how much of a true statement it is on a scale of 0-10 (where 0 = "I do not believe it" and 10 = "I believe it 100%") when you think about it right now. (How much do you believe it?)

STEP 3: Perform the Set-Up as follows:

The Set-Up: While tapping on the Karate Chop Point, name the limiting belief you have chosen to work on, followed by an affirmation of yourself. Below is an example of a good affirmation statement:

"Even though I believe ....... (name the limiting belief), I now choose to let this belief go"

Repeat the affirmation three times and then tap each tapping point five or six times (in the order of head, body, hand) whilst repeating:

"I believe ..... (name the limiting belief) and I now choose to let this belief go"

Remember to rate your issue on the 1 - 10 scale and repeat the tapping until it reduces to zero. Only then are you finished.

When your rating reduces to a zero, you need to 'tap' in a new empowering belief as follows:

"I now choose to believe ...... (name the empowering belief)

Examples:

I now choose to believe I am confident

I now choose to believe I can hit my targets every month

I now choose to believe I am successful

Repeat tapping the affirmations as many times as possible or until you really believe it to be true.

David Childerley is a performance coach with over 10 years experience who

works with leading recruitment companies to maximise sales performance.

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