S E L L I N G With

N L PBY

Dasu RaoDasu Rao

The Magic Of “TRUST ”

People buy trust first,Products next.

Trust is crucial in successful selling.

If trust is present

Suggestions

More time to sales person

More likely to open up

Discuss needs and buying habits and future plans.

Mental Maps and Representational Systems

In 1970’s Richard Bandler & John Grinder,Founders of NLP,began studying the working methods of successful therapists,hoping to provide useful insights for all therapists to follow.

In this process they discovered 3 basic methods people perceive the world around them.

VISUAL : They See the world.

AUDITORY : They Hear it.

KINESTHETIC : They Feel it.

VISUAL CUES :

Predicates Eye Movement Visual Characteristics

See UP Right (thinking about the Future) Maintains good eye contact

Show Voice High-Pitched, Fast

Bright UP Left (Thinking about the Past) Good with directions

Picture Good Visual Memory

Clear

Look Unfocused/Straight (Synthesizing thoughts-

View Converting words to images)

Perceive

Illustrate

Highlight

Focus

Reflect

Watch

Preview

Survey/Perspective

Eye Movements of the Visuals:

UP RIGHT

UP LEFT

UN FOCUSED

AUDITORY CUES :

Predicates Eye Movement Visual Characteristics

Say Side Right(Thinking about Future) Lower- Pitched Voice,Rhythmic and Smooth

Tell

Tone Side Left( Thinking about the Past) They try to sound good

Static Down Left( Synthesizing thoughts- Like Concerts and Music

Talk Converting words to sounds) Talk to themselves.

Ring

Sound

Speak

Express

Mention

Accent

Resonate

Remark

Ask

Inquire

Hear

Eye Movements of an Auditory:

Down Left

Side Right

Side Left

Kinesthetic CUES :

Predicates Eye Movement Visual Characteristics

Feel Down Right(Synthesizing thoughts- Feel hot or cold about you

Grab Converting to FEELINGS) Frequent pauses in conversation

Touch Like to touch People

Handle

Rub

Grasp

Affect

Impress

Hit

Suffer

Takle

Pressure

Know

Intuit

Eye Movement of the Kinesthetic:

Down Right

What is your Mental Map/Representational System?

R

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Rapport is the bridge that helps the person you are communicating with find meaning & intent in the things you say.

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Types of listening:1. Active Listening

2. Reflecting and Paraphrase Listening

3. Shared Listening

1.Effective Listening is the bottom line of TRUST

A Smart sales person listens to emotions, not Facts.

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 customer’s point of view

7. Repeat your client’s comments to make sure that they know you heard what they said

8. Don’t take extensive notes while listening

• Using the KEY WORDS

• Marking Out

• Reframing

• Small Talk

• Selling with Metaphors :

You will get the Attention

Simplify ideas

Touch the emotions

Memorable

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

THE 15 MOST PERSUASIVE WORDS:

1. Discover

2. Good

3. Money

4. Easy

5. Guaranteed

6. Health

7. Love

8. New

9. Proven

10. Results

11. Safe

12. Save

13. Own

14. Free

15. Best

3.MIRRORING: Building TRUST Non-Verbally

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.

o Mirroring

o Calibrating

o Crossover Mirroring

o Matching Voice Patterns

Eliciting Outcomes: Discovering your client’s 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 client’s WANTS & NEEDS

3. Translating needs into Benefits

4. Instant Replay

5. As If

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

By under standing the Power of VERBAL & NON-VERBAL 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 client’s needs.

WHY CLIENT’S 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. Un covering the intent behind the objection

3. Resolving the objections with unconscious competence

1. It starts with matching your client’s 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

Price Myopia

Disassociation

Feel,Felt,Found

Psychological Sliding:

Closing Successfully: A matter of an attitude

The close is the last stage in the entire process of maintaining the rapport with your client & working towards the common goals.

When & Why to Close:

There are 4 thumb rules to close.

1. Close when your client wants to buy, not when you want to sell.

2. The best time to close is after successfully handling an objection.

3. Expect to close each sale a minimum of three times.

4. Transfer a sense of urgency to your client into buying now.

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 RECOMMAND” Close

4. The Benefits Close

5. The Ultimate OR Last-Chance Close

6. The Recurrent “YES” Close

Thank You

All The BEST & Happy Selling