SELLING

through

Neuro-Linguistic Programming

The Magic Of TRUST

People buy trust first, products next Trust is crucial in successful selling

If 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 future plans

Mental Maps and Representational Systems

In 1970s Richard Bandler & John Grinder,Founders of Neuro-Linguistic Programming (NLP), began studying the working methods of successful therapists,hoping to provide useful insights for all therapists to follow. NLP is a collection of concepts and techniques intended to understand and change human behaviorpatterns.

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.

Visual Cues
Predicates
See Show Bright Picture Clear Look View Perceive Illustrate Highlight Focus Reflect Watch Preview Survey/Perspective

Eye Movement
UP Right (thinking about the Future) Voice High-Pitched, Fast UP Left (Thinking about the Past) Unfocused/Straight (Synthesizing thoughtsConverting words to

Visual Characteristics
Maintains good eye contact Good Visual Memory Good with directions

Eye Movements of a Visual

Up Right Up Left

Unfocused

Auditory Cues
Predicates
Say Tell Tone Static Talk Ring Sound Speak Express Mention Accent Resonate Remark Ask Inquire Hear

Eye Movement
Side Right(Thinking about Future) Side Left( Thinking about the Past) Down Left( Synthesizing thoughts-Converting words to sounds)

Visual Characteristics
Lower- Pitched Voice, Rhythmic and Smooth They try to sound good Talk to themselves.

Eye Movements of an Auditory

Side Right Side Left

Down Left

Kinesthetic Cues
Predicates
Feel Grab Touch Handle Rub Grasp Affect Impress Hit Suffer Takle Pressure Know Intuit

Eye Movement
Down Right(Synthesizing thoughts-Converting to FEELINGS)

Visual Characteristics
Feel hot or cold about you Frequent pauses in conversation Like to touch People

Eye Movement of the Kinesthetic

Down Right

What is your Mental Map / Representational System? Really Rapport is the bridge that helps All the person you are communicating with find People meaning & intent in the things you say. Prefer Others to Resemble Them

1.Effective Listening is the bottom line of TRUST

A smart sales person listens to emotions, not facts Types of Listening:
1. Active Listening 2. Reflecting and Paraphrase Listening 3. Shared Listening

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 that they know you heard what they said 8. Dont take extensive notes while listening

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 been understood

Using the KEY WORDS

Reframing Small Talk

Marking Out

The 15 Most Persuasive Words:

1. Discover
2. Good 9. Proven 10.Results 11.Safe

3. Money
4. Easy 6. Health 7. Love 8. New

12.Save
14.Free 15.Best

5. Guaranteed 13.Own

3.MIRRORING: Building TRUST NonVerbally

When you can learn to read others nonverbal signals & communicate back to them in the same way, you take rapport to a very deep level Mirroring

Calibrating
Crossover Mirroring Matching Voice Patterns

Eliciting Outcomes: Discovering your clients buying strategy Through outcomes, People will Know it only tell you what they hope to buy, but how you should 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 Benefits

4. Instant Replay
5. As If

Pacing & Leading: Bringing your clients to the point of BUYING

By understanding the Power of VERBAL & NONVERBAL Pacing, you can lead your client to greater commitment and to the point of saying YES to the sale. Non-Verbal Pacing Verbal Pacing

Pacing a Group
Breaking Rapport Anchoring Stealing Anchors

Cashing Objections:Turning a NO into a sales opportunity

Remember what objections really are: They provide valuable information whether you are satisfying your 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 suspicious

4. Your client wants absolute proof that your product is what you have presented it to be.

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 unconscious competence

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

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

CLOSING TECHNIQUES:
1. The Assumptive Close 2. 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

Thank You

Happy Selling!