A special thanks to today’s sponsor, Mixmax - nail outbound sequencing with their free masterclass.
Good Morning! It’s Nobel Prize Day, so here’s a fun fact. Dr. Alfred Nobel is the inventor of dynamite, and when a magazine accidentally published his obituary titled: “The Merchant of death is dead”, while he was still alive… he had an epiphany. Determined to rewrite his legacy, Alfred created the Nobel Prizes, transforming his reputation from dynamite dealer to global peacemaker. Now let’s get into today’s Follow Up. 👇
The NLP method 🧠
Moving objections to a call 📞
Being too helpful is hurting your sales 👀
Sales jobs & a meme 😂
Using NPL To Change How Someone Thinks
What if you could hypnotize a prospect into saying yes to whatever you want….
Would it be effective? Yes. Would it be ethical? Probably not.
There’s an old methodology discovered in the 70’s called Neuro-Linguistic Programming (NLP for short), that helps explain why people think and behave the way they do.
It is often used to treat things like anxiety and depression and is associated with hypnosis because it can change the way people think and act.
So… if it’s powerful enough to change people’s behaviors, what if we applied it to sales?
Today, we’re breaking down Neuro-Linguistic Programming (NLP), and how you can start using it in sales. 👇
Master Your Words & Phrases
The specific words and phrases we decide to use can change how someone reacts to a piece of information. Which is why copywriting is an entire profession.
Words can be used as psychological triggers when used correctly.
NLP calls these ‘magic words’ or phrases you can use that evoke a feeling in someone.
Phrases like imagine, picture this, and believe can trigger emotions of inspiration or positivity. While words like guarantee, protected, and proven can make people feel a sense of safety and trust.
By carefully selecting phrases that trigger positive emotions and create a sense of possibility, you can shift how prospects perceive your solution.
Build An Instant Connection
Humans are naturally drawn to people who are similar to them.
And mirroring your prospect's communication style is one of the quickest ways you can accomplish this.
This includes things like:
Talking at a similar speed.
Using that same lingo or industry specific words.
Swearing when they swear. 👀
This technique creates an unconscious sense of trust and rapport that makes everything easier in your sales cycle.
Anchoring & Linking Emotions
Humans are emotional creatures. This explains why researchers estimate 95% of purchases are made with emotions (and then justified with logic).
If you can link your product or service to positive emotional experiences, you can create an unfair advantage over your competition.
But how do you actually do that? Align your product to how it will help your prospect reach their goals.
Will it help them get a promotion?
Get recognized by their boss?
Make them a bunch of money?
Find a way to link your product to a positive outcome for your prospect, that creates a positive emotion.
Pro tip: NLP isn't supposed to be manipulation (or hypnosis). It's about speedrunning genuine human connection to show how you can solve a prospect’s problems.
Have you ever been trained on NLP?
Nail outbound sequencing with this masterclass
Sales pros Florin Tatulea (Common Room) and Jack Wauson (Mixmax) share the secrets to scaling outreach in this on-demand Outbound Sequencing Masterclass.
Learn how to:
✅ Segment like a pro
✅ Write emails that get replies
✅ Automate follow-ups
✅ Optimize with data No fluff. Just actionable tips.
Sales Tip of The Day 💡
When you get hit with an objection over email that is holding up the sales process, push it to a call.
Prospect: If we were to move forward, how quickly can we actually start to see results?
You: Great question - what’s a good time to give you a call? This one’s usually easier to answer over a quick phone call.
Switching the conversation to a call can save you days of going back and forth, and allow you to get a concrete next step planned.
Sales Around The Web 🗞
🤝 Why being too helpful hurts sales & 5 tactics you need to avoid, according to an amplitude sales director.
📈 A new study of 1,900 B2B decision-makers found that 56% of buyers have purchased AI software in the last 3 months, and 52% said they plan to spend more on software in 2025.
👀 Salesforce is planning to deploy over 1 billion AI agents within a year.
😂 If you can say ‘Is there anything we can do to get this thing moving forward?’, you too can become a VP of Sales or CRO.
Cool Sales Jobs 💼
Scaled Sales Associate @ Atlassian
Account Manager @ 15Five
Strategic Account Executive @ GitLab
Senior Sales Operations BP @ LastPass
Sales Meme of the Day
