Silva training beats sales training

One reason Sharon was so impressed with my results is because she knew I had never taken a sales course. "If you ask her what kind of 'close' she uses when she's selling, she'll probably talk about what she's wearing," she wrote.

Sharon wasn't quite sure what I was doing, but she saw the results: "Kathy has a way of sensing just the right thing to say, in order to persuade people to buy. She projects a sincerity and enthusiasm - even over the telephone - that people respond to."

Sharon concluded her letter this way: "Kathy said it was a program called 'Silva Mind Control' that helped her become such a persuasive sales person, and I believe her because I can't account for her outstanding success in any other way."

The caseworking part of the Silva course - where you mentally detect what kind of problems people have, and then after confirming that you were accurate in what you detected, you imagine correcting the problems - opened up my intuition where I could tell quickly whether to spend time trying to sell to that person, or to move on to another call.

The Silva techniques gave me a way to relax quickly when I needed to, and to stay focused on my goals.

One thing I noticed is that a lot of our sales reps stayed on the phone too long. I guess they were trying to avoid being rejected by the person they called. They probably are not in too big a hurry to call somebody else, who might reject them.

But the way I see it is that the more calls you can make, the more chances you have of finding people who will accept your offer. Sure, you may get rejected by more people if you make more calls, but you will also find more people who accept. As soon as I got the feeling that the person wasn't going to accept my offer, I thanked them, and moved on to the next call.

It really helped me to be able to sense whether the person was going to buy or not. That sensing ability has helped a lot of telephone sales people.

Outstanding examples

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