3 Steps of Sales Techniques NLP
Posted by Ben TienJun 12
Sales Techniques NLP will help you to change the meaning of your products in the eyes of a client. This NLP technique would be extremely useful to sales professionals.
This article outlines the basic of sales techniques NLP sales in 3 steps:
1. Talk their language
Depending on the key words and predicates they use, you will be able to determine which representational system is their favorite and how do they need to be talked to in order to ‘get what you are saying’.
- Visual People
Visual people imagine what they want and learn by seeing. So you need to show them your product, send them brochure with graphs and pictures. They will use words such as see, picture, clear, look, illustrate, watch, preview. If you talk to them in visual terms, they will smile, comprehend.
- Auditory People
Auditory people respond to sounds better than people who use other modes of thinking. Your tonality will be important to them. They will use words such as talk, hear, say, tell, sound, mention, and ask.
- Kinesthetic People
Kinesthetic People will respond best to touch, emotions, and gut instinct. They make frequent pauses in their conversations and often use words such as feel, touch, grasp, affect, pressure, grab, cold. Do not rush in conversation as they need slightly longer to process information than visual or auditory people.
2. Uncover price at the end of conversation
People who are interested in your product or service will often start with that question: “How much will it cost?” If you answer there and then, you have nowhere else to go. Unless they already made their mind up before they ask you, you just lost your opportunity to get to know your client.
When you are presented with question about the price at the beginning of conversation, ask your client: “Sure, and to answer that, may I ask you what got you interested in our product / service?” Tell them about price towards the end of your conversation, once you know you built value of your product or service enough. Your customer only needs to know what they are paying for. Shortly after this point, it is a good idea to ask for objections.
3. Integrity
Sell with integrity! If you have win-win outcome in your mind and genuinely care about your client, you will find it very easy to build relationship and sell your product or service. Start building relationships instead of selling.
However a written word can’t replace live NLP training and practice, hope you may get a much better idea of what you can do to increase your sales.
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Nice technique, nicely explained. Thanks for sharing!