How to use NLP sales skills and discover what's going on in your buyer's mind.

Consider the ideas on using these selling techniques, adapted from the world of NLP and therapy. Take the first step towards using them and be ready for some really powerfull techniques next week that could make a massive difference to your income.

Read the buyer's mind and
Communicate in the most effective way

There is a way you can learn how to determine what’s going on in your customer’s mind, and use that information to help you make the sale.

...Think what an advantage that would give you..

Is your customer Seeing, Hearing, or Thinking, as they communicate with you.

We take it for granted that everyone uses the same processes to form and receive communication as we do. It’s only when we really take an interest in reading and understanding our customers that we start to see the differences.

…Or is that hear the differences ..You’ll understand what I mean as you read this page...

Your customers take in your spoken words and understand them by: Making internal pictures

Repeating your words or talking to themselves

Having internal feelings about the meaning of your words

This last one is often preceded by Visual pictures or self talk that leads to the creation of feelings. Feelings normally come from our internal pictures or words, and sometimes a combination of the two.

In your mind you are remembering the words you were trained to use to sell the product. These are good words that have proven very effective when selling life insurance. They tell the prospect about the cover their family will receive if anything should happen to them.

Because you are forming your communication as verbal sentences you are using phrases that contain words such as: Tell, phrase, explain, sound, read, and many more that are related to what’s happening in your mind as you form your communication.

You are using a really effective sales pitch that explains all the negatives about not having good life cover, and all the positives your policies offer. But the prospect isn’t showing any buying signals. They are using phrases that contain words like: Feelings, thought, think, consider.

…A common objection, or put off, in this situation is; ‘I’ll think about it.’…

The prospect is using their feelings to sort and understand the incoming communication. When you say, ‘Let me tell you about the benefits…..’
They find this verbal / hearing communication difficult to take in using their feelings.

Think, tell yourself, or see, the 3 different ways of taking in information …Visual, Hearing, Feeling… as modalities.

In the above example of selling life insurance you would match the prospect’s modality. Instead of using words related to the hearing modality you step into their preferred communication style. You communicate in Feelings.

Instead of, ‘Tell me what would happen if you were no longer around to provide for your family.’
You ask, ‘Have you thought about what would happen….’ Or, ‘How would you feel if you were no longer able to provide…..’

You are now talking in the prospects language. You have read how their mind is working, how they are sorting, understanding, and forming, communication. When you know what’s happening in their mind and you match their modality, you are communicating at a new level.

The Benefits to you are:

Many of the common put offs and objections will not occur.

They will take in what you are transmitting to them.

They are more likely to buy from you.

So how do you read what’s happening in their mind?

You read next week’s newsletter where we look at ...talk about ...and think.. how to spot the tell tale signs that indicate which modality you’re customer is using. Make sure you read next week’s Sales Buzz and start to use this great sales skill.

To use sales skills to their best effect you have to have a sales process that you are confident and happy with. Selling techniques, such as the above NLP Sales Technique, can only be added to what you already know and use when you have a sales process that you can easily follow.

Compare this way of adding sales skills and being able to use them, to the alternative method of forever changing your sales method. Many sales courses teach you to drop what you’re doing, forget all that you have learned, and use the latest sales skills.

My opinion, sales training that ask you to completely change the way you sell doesn’t work. It’s like telling you to dump all your past sales experience and start again. My advice, Keep all that experience, and add new sales skills to it.