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As the recession bites we share sales objection techniques that will give you the edge. Browse around the Sales Training. See which ones grabs your interest. Try them out and add them to your other sales skills.

Not all selling techniques suit everyone.Sometimes you just have to see which ones will give you the edge. As always our aim is to give you ways to:

Make more money from sales

Develop your career

Enjoy selling

And, build a fantastic lifestyle for yourself because you have been willing to take action and increase your sales career skills.

All the sales training and sales tips you see here have been developed and proven by working sales people. I'm a working sales manager and the sales teams I manage and train depend on these selling techniques to make a good living, gain real job security, and enjoy selling.

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And no acronyms or complicated sales techniques that don't work.

If you want to achieve the best lifestyle you can, by getting the best return on your time at work, you're in the right place.

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In this issue of The Sales Buzz

In Last week's Sales Buzz we looked at the 3 ways your buyers process the information you present them.

There was the Visual modality where buyers took in what you said and made pictures in their minds.

Some buyers used your words and repeated them internally. Perhaps adding their own self talk as they listened.

Others relied on feelings to make decisions and process the information. They would buy if it felt right.

Often there is a combination of more than one, such as pictures creating feelings. But usually one dominant modality surfaces during the sale.

Think of the advantage you can gain if you know how to spot the way your buyer is taking in what you are showing or telling them

Picture knowing how they are processing the information you are giving them and how they are making their decisions as you try and influence them to buy.

This NLP sales training is a simplified explanation of a sales skill that can be built upon to give you great communication skills that will increase your sales.

But remember, every one of us is different. When we discuss eye movements, breathing, speech pace, these are typical examples of buyers with dominant modalities.

Watch and read your buyers. When they are obviously forming pictures where are they looking. When they are feeling, considering, thinking, has their breathing slowed down.

Visual
Your buyer is forming internal pictures to take in and process the information you are presenting

The buyer listens to you and looks at what you are showing them. They form internal pictures of the future consequences of buying, of how they will use the product, the reaction from others, positives they may gain, and many other related thoughts about the product.

NLP sales training helps you spot the visual buyer.

They will talk fast, because they are thinking in pictures not words.

Their eyes may look upwards as they see the internal pictures.

Breathing will be shallow and sometimes hurried.

Most of all their words will tell you they are thinking in pictures. They will use words related to visual imaging.

They use words and phrases such as:

I can see, Show me, I get the picture, Give me a snapshot, frame, If I look closely, I'm not clear, It appears, can I point out.

A good NLP sales training tip, many phrases will not make literal sense. For example; I don't see what you're saying.

Absolute rubbish, but it tells you everything about what's going on inside their mind as you try and sell to them.

Hearing
How to tell when the buyer is hearing your information

A buyer that thinks in words and auditory modality will take in your words, add self talk and their own commentary. The process is slower than the visual modality and this shows, ..or sounds.. in their speech.

Internal Questions may play a big part in their decision process. They ask themselves about the future consequences of buying. What if this happens, what will others think.

They will have a normal talking speed, as if reading. Eyes will usually stay at normal level, neither up or down.

Breathing is not noticeably fast or slow.

Their words will be hearing and auditory related:

Hear, listen, read, tell me more about, rings a bell, it shouts at me, on the same wavelength, I want to ask, talk more about, the final say.

I've heard your demonstration and decided....

Feeling
When the buyer uses their feelings to make a decision

The buyer relies on how something feels, or makes them feel, to decide if they should buy.

Often they will use internal self talk and pictures to form their feelings. decisions will be based on what they think, and how they feel. Not just about the product, but about you and your company.

To generate these feelings, and then pick up on how they feel, takes the buyer time. Let me give you an example.

I was with a young salesman that was very much in a visual modality. He was presenting the service we offer at a fast speed, and using visual language patterns.

The buyer was predominately feeling, thinking, kinestetic. He would take in the information, take a deep breath, look downwards as he repeated the words internally, then look upwards as he saw some internal pictures, and then take a second to contemplate how he felt.

The seller and the buyer were modalities apart. Nothing matched, different speeds, no rapport, no connection, and no sale.

The buyer relying on feelings breathes deeper, often will look down, pauses for thought. and talks slowly with feeling.

The words of the buyer using feelings:

I think, I will get in touch with you, on reflection, I want something firm, I'm warming towards this idea.

When you know how the buyer is thinking you can match their processes.

NP sales training can make it easy for them to take in your sales information. You can buld true rapport with the buyer.

Get it wrong and you break, or stop, the connection. Your presentation, sales pitch, sales objection answers, just don't get received by the customer.

...It's like trying to pick up TV pictures on a radio...

To learn how to use and build on the NLP sales training you've seen ..heard..or understood.. so far, make sure you read the next edition of The Sales Buzz.

On the Sales Training Sales tips website you can ask questions that will help you to succeed in sales, overcome obstacles to success, and move your results forward.

You can make comments on what you see on the site and how you have put it to use. For those looking to gain recognition, you can send in sales ideas and selling techniques that have been successful for you and could help others.

If accepted we publish your entry on the website, and send you the link so you can show colleagues, friends, and even potential employers, that your serious about your chosen career.

To start writing now just open Learn sales skills scroll down to the entry box and start typing. It's that easy.

Mike from New York has sent in sales objections that are really topical in today's sales climate. With homes losing value, investments plunging, and job security on every buyer's mind, these sales objections can come up in any market.

Open the help overcoming objections page and put your sales sklls and experience to the test.

Sales appointments are the start of the sale. The start of you earning your commission payment

Get in front of customers and you can use your selling skills. Fail to make enough sales appointments and it doesn't matter how good you are at selling, you can't sell without making the opportunity first.

Take a look at the refurbished Sales Appointment Section and give yourself more opportunity to sell, and make more money.

You can read what processes the buyer is using but how do you make use of that information to make the sale.

In 3 short NLP sales training lessons:

You have understood the modalities and processes buyers use.

Learned how to recognize the different patterns and indicators of the modalities.

Now it's time to put this information into practice.

That's my aim with The Sales Buzz Free Newsletter and with all the selling and career techniques on the sales training website. You can learn sales skills without spending huge amounts of money or ploughing through long boring books.

Pick up sales techniques and sales skills from wherever you can. You do not have to spend huge amounts of money to get the learn sales skills that are right for you. I present sales techniques that are:

Easy to learn sales skills
Short and to the point
Simple to put into action

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The Sales Buzz is the free newsletter for all sales people in all sales roles. If there is a topic you would like to see covered here use the contact form on the website and I'll get the best information, from working sales professionals, to learn sales skills and pass them on to you on this newsletter.

Wishing you the very best with your sales career.