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Articles & Ideas


EFT helps salesman double his sales

Important Note: This article was written prior to 2010 and is now outdated. Please use my newest advancement, Optimal EFT. It is more efficient, more powerful and clearly explained in my free e-book, The Unseen Therapist™.  Best wishes, Gary

Hi Everyone,

Here's a quality article by Jane Beard wherein she digs out the emotional issues behind a salesman's inability to ask for the order. This classic case applies to most salespersons.

Hugs, Gary

By Jane Beard

Dear Gary,

I loved today’s EFT Tip, in which you said that this work could change sales training.  I have been using it that way for a while now, and it is getting great results.

I had been coaching sales reps and managers in other ways before I introduced EFT.  So I thought I knew the basic constellation of issues we’d see with EFT, like … I deserve to make only X dollars … I can’t out-succeed my Dad … I don’t deserve to be really happy.

These are among the issues that do come up.  Safety, deservedness and forgiveness are common threads in many barriers to success situations.  But I was surprised to find an insidious aspect of safety that turns out to be part of the writing on the walls of many sales people, and that is safety for the customer!

I learned this from a man I’ll call Dean.  Dean sold cars, and he was terrific at selling the benefits of the cars on the lot.  He was a true believer in the extended warranty and service plans and could talk those up, too.  He just couldn’t close a deal.  In fact, unless the customer practically begged for a price and the paperwork, Dean couldn’t make the sale.  It made no sense to his manager, who saw how great he was with the customers.

I worked with Dean for three sessions.  In the first, we tuned into the only physical sensation Dean could identify - when it came time to close the sale he would get a dark, raw, gnawing feeling in his stomach.  We tapped:

Even though I have this raw, dark, gnawing feeling in my stomach when I close…

Even though I get this raw pain the closer we get to having to talk price…

Even though I believe these cars are worth every penny of their price, and more…

Within twenty minutes, Dean found other sensations that he had tuned out - sweaty palms, metallic taste in his mouth, pounding heart.  These felt like signals of danger to him.  But he couldn’t figure out what would be dangerous.  So we tapped:

Even though I have this sense that it’s dangerous…

Even though everything is telling me not to sell this car I know they want…

Even though I know I could lose my job if I don’t sell the car, it seems more dangerous to sell the car…

We had begun the session with a brief background about Dean’s family.  Dean grew up in a family of four kids, the son of a steel mill worker.  The family would deliberate over whether and when to buy a new car, or a new air conditioner, for the family.  Over time, the mill started cutting workers, and Dean’s family didn’t have the economic security that they wanted to have.  That’s when they started deliberating over purchases like shoes and prescription drugs.  The writing on Dean’s walls read, “Make sure you need what you buy.  And make sure you have the cash in hand to buy it.”

It sounds like smart money management, especially given the financial situation Dean’s family was in.  But these lessons had an impact no one could have predicted.  Dean was a nice guy.  Asking people to spend tens of thousands of dollars on a car – within 60 minutes of meeting them – felt to him as if he was asking them to do the most dangerous thing in the world: spend $15 to 30,000 on a whim.  We tapped:

Even though it seems like an impulse purchase, I’m open to consider that maybe these people thought about it before they got to the dealership…

Even though it is a lot of money, I’m open to consider that they are being responsible with their money…

Even though it might be dangerous for me to buy a car on a whim, I am open to consider that other people may be in a different situation…

With the situation reframed, Dean went back to the selling floor prepared to see what happened. He came to the second session with great notes on specific feelings he encountered at every step along the route to a close.

We spent the entire second session working on those sensations, and moving out that energy.  By clearing the writing on his wall about the circumstances under which HE could safely spend money, he cleared out unresourceful messages about when OTHERS could safely spend money.

I’d love to report that Dean became the dealership’s number one sales person.  He didn’t.  But he did double his sales, and did better than just keep his job - he was promoted to a manager track position.

You may recall that I said I worked with Dean over three sessions. What did we do in session three? We took his golf handicap down from twelve to six strokes.

Jane Beard


Explore our newest advancement, Optimal EFT™, by reading my free e-book, The Unseen Therapist™. More efficient. More powerful.