Post on 03-Apr-2018
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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!