Selling Through NLP June 2011

7/28/2019 Selling Through NLP June 2011

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SELLINGthrough

Neuro-LinguisticProgramming


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The Magic Of TRUST People buy trust first, products next

Trust is crucial in successful sellingIf trust is present, a customer will

be open for suggestions have more time for sales person

be more likely to open up

discuss needs and buying habits and futureplans


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Mental Maps and Representational Systems

In 1970s Richard Bandler & John Grinder,Founders ofNeuro-Linguistic Programming (NLP), began studying theworking methods of successful therapists,hoping to provideuseful insights for all therapists to follow.

NLP is a collection of concepts and techniquesintended to understand and change human behavior-patterns.


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Mental Maps and Representational Systems

In this process they discovered 3 basic methods

people perceive the world around them:

VISUAL (sense of seeing): They See the world.

AUDITORY (sense of hearing): They Hear it.

KINESTHETIC(sense of smell, touch, taste): They Feel it.


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Predicates Eye Movement Visual CharacteristicsSeeShowBrightPictureClear Look ViewPerceiveIllustrateHighlightFocusReflectWatchPreviewSurvey/Perspective

Maintains good eyecontact

Good Visual Memory

Good with directions

UP Right (thinking aboutthe Future)

Voice High-Pitched, Fast

UP Left (Thinking aboutthe Past)

Unfocused/Straight(Synthesizing thoughts-

Converting words to

Visual Cues


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Eye Movements of a Visual

Up Right

Up Left

Unfocused


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Predicates Eye Movement Visual Characteristics

SayTellToneStaticTalk Talk to themselves.RingSoundSpeak Express

MentionAccentResonateRemark Ask InquireHear

Side Right(Thinkingabout Future)

Side Left( Thinking aboutthe Past)

Down Left( Synthesizingthoughts-Converting

words to sounds)

Lower- Pitched Voice,Rhythmic and Smooth

They try to sound good

Auditory Cues


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Down Left

Side Right

Side Left

Eye Movements of an Auditory


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Predicates Eye Movement Visual Characteristics

FeelGrabTouch

HandleRub Like to touch PeopleGraspAffectImpressHitSuffer TaklePressureKnowIntuit

Down Right(Synthesizingthoughts-Converting to

FEELINGS)

Feel hot or cold aboutyou

Frequent pauses in

conversation

Kinesthetic Cues


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Eye Movement of the Kinesthetic

Down Right


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What is your Mental Map /Representational System?

Rapport is the bridge that helpsthe person you arecommunicating with find

meaning & intent in the things yousay.

ReallyAllPeoplePrefer O thers to

ResembleThem


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Types of Listening:1. Active Listening

2. Reflecting andParaphrase Listening

3. Shared Listening

1.Effective Listening is the bottomline of TRUST

A smart sales person listens to emotions,not facts


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The 8 Steps of Active Listening:1. Value the Speaker

2. Listen to what is not said

3. Try to hear the truth

4. Limit the time you speak 5. Avoid the tendency to think about what you will say

after your customer stop talking

6. Listen to your customers point of view

7. Repeat your clients comments to make sure thatthey know you heard what they said

8. Dont take extensive notes while listening


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Using the KEY WORDS Marking Out

2.Verbal Techniques that build TRUST:If some one uses words that hold special meaning

for you, more than just information is conveyed.You instinctively feel that you have beenunderstood

Reframing Small Talk


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The 15 Most Persuasive Words:1. Discover

2. Good3. Money

4. Easy

5. Guaranteed

6. Health

7. Love8. New

9. Proven

10.Results11.Safe

12.Save

13.Own

14.Free

15.Best


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3.MIRRORING: Building TRUSTNon-Verbally

When you can learn to read others nonverbalsignals & communicate back to them in the same

way, you take rapport to a very deep level

Mirroring Calibrating

Crossover Mirroring

Matching Voice Patterns


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Eliciting Outcomes: Discovering your clientsbuying strategy

Through outcomes, People will Know it onlytell you what they hope to buy, but how youshould sell it to them

5 Steps to ELICITING Outcomes:1. Revealing your own interest

2. Find out your clients WANTS & NEEDS

3. Translating needs into Benefits4. Instant Replay

5. As If


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Pacing & Leading: Bringing your clients tothe point of BUYING

By understanding the Power of VERBAL & NON-VERBAL Pacing, you can lead your client togreater commitment and to the point of saying

YES to the sale.

Non-Verbal Pacing Verbal Pacing

Pacing a Group

Breaking Rapport Anchoring

Stealing Anchors


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Cashing Objections:Turning a NO into asales opportunity

Remember what objections really are: They providevaluable information whether you are satisfyingyour clients needs

Why do clients object?

1. The financial risk/Reward ratio is not great enough

2. Your client is afraid to make a decision

3. Your client is suspicious4. Your client wants absolute proof that your product is

what you have presented it to be.


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Cashing Objections:There is a 3 step process to it :

1. Pacing an objection

2. Uncovering the intent behind the objection

3. Resolving the objections with unconsciouscompetence

Psychological Sliding:1. It starts with matching your clients focus of attention

2. When you sense that your customer is blocking with an

objection slide as smoothly as you can to another sensory

Focus.

3. Try to help customers experience the new mode as

much as possible


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Buying Signals:Here are few specific non-verbal buying signals.

1. The slow head nod

2. Extensive pupil dilation

3. Gestures that show interest

4. Buyer possessiveness


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CLOSING TECHNIQUES:

1. The Assumptive Close2. The Alternate OR Choice Close

3. The I RECOMMEND Close

4. The Benefits Close

5. The Ultimate OR Last-Chance Close

6. The Recurrent YES Close


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Thank You

Happy Selling!

Documents

Selling Through NLP June 2011