Selling with NLP and Mirroring

Neuro-linguistic programming (NLP) is a psychological approach that helps us to understand the behavior of the other person through patterns and gestures.

In sales NLP helps the salesperson to understand the customer, what he is thinking, whether he is positive or negative, what type of client he is without uttering a word from his side, you can predict through clients gesture and behavior.

Reading people and understand human nature help to build rapport with others. Rapport creates a feeling of trust. Trustworthy people attract others. it is true in all relationships from business to marriage.

Sell to the Visuals Client

Visual clients are those who love to see things visually what they are buying or planning to implement. Talking to someone in his way will build a rapport without knowing that person.

Sell to Auditory Client

When you sell to auditory , they love to hear. Always remember to stress the auditory qualities of your product. Auditory is deeply affected by what they hear.

Listening and putting yourself into the client’s shoes are very important.

Reflective listening is simply repeating some words of your client when you start to present the solution.

For example some says” I face a problem in hiring a candidate for my company” So, you respond” You face a problem in hiring a candidate”

This shows that 1)You pay attention 2) You understand what he is saying 3) You care for him.

Paraphrase listening is also important when a salesperson talking to the client.

Re-framing

Re-framing is taking a negative situation and turning it around into something positive.

Salespeople also use these techniques while doing their sales call.

When the salesperson goes for a meeting they ask “ How are you” or “ How you doing”.

The client listens to it and ignores because its a very common greeting.

It better to ask something different like “ How is your day going?” Make some subtle changes to it.

Small talk

Small talk is an important business ritual. It helps to generate rapport with the clients, talk about something which is not connecting with sales like about client’s office, weather or traffic.

Listening: The Trust builder

People used to tell me that I speak less. I used to think that this weakness but if you sitting on a call in front of your client then it becomes your strength.

I found that clients only care more about what they have to say than what I might be telling them.

Clients like to feel that they are important and this is how you make them feel good and develop trust.

Sometimes we don’t want to listen to the truth and cut in between when a client is saying something.

Mirroring

It means matching body movements, it develops a high rapport with the person sitting on the other side of the table. When client enjoying the your company he will lean towards you and to make things more egaging you also lean towards him. When engagement increases body also move along.

Mirroring also occurs in groups. When someone who is liked or highly regared by other person crosses arms, second person tends to do the same thing. Sales person should also try to match the voice pattern the other person so that their frequency matches and that is how we can also build rapport.

Discovering the your clients buying strategy

Sometime client don’t know that he wants. In case of services and digital marketing services, rather the selling something to the client ask them what help they want to grow their business be empathic to the customer or clients.

Help them to achieve their goal, that doesn’t mean you are selling anything.

Explain him:

What is your interest in it.

Determine your clients need, wants & desire.

Translating needs and wants into benefits.

Using “AS if” try to uncover your customers future expectations.

Bringing your clients to the point of buying:

When sales person and client is in conversation and sometime sales person disagree with him.

But rather going into the argument , First you say that “ you are right Sir..” but I have a different opinion on it. So first agree and then tell your side of the story.

Non verbally also you can cut short the closing time, if a client start following you and matching body movements then that will be the right time to take your call anywhere you like to take.

Verbally also you can speed up the closure cycle by guessing what the client is thinking about? If he is looking for a quality then talk about the composition of the product and services or if the person is price sensitive then talk the value.

Client love hear compliments, if a person is good in technical skils then appreciate him about this acumen and knowledge of technical aspects of the product and services.

Repeat those features and benefits which created positive expressions and happiness on the clients face.

When your client says “It’s too much money”

Your reply should be… I understand how you feel, other clients felt the same way until they realized the difference in benefits.