S E L L I N G With N L PCompiled by :Dasu RaoBasis :Book written by Nepolian Hill

The Magic Of TRUST

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

If trust is present

SuggestionsMore time to sales personMore likely to open upDiscuss needs and buying habits and future plans.

Mental Maps and Representational SystemsIn 1970s 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 CharacteristicsSee UP Right (thinking about the Future) Maintains good eye contactShow Voice High-Pitched, FastBright UP Left (Thinking about the Past) Good with directionsPicture Good Visual MemoryClearLook Unfocused/Straight (Synthesizing thoughts-View Converting words to images)PerceiveIllustrateHighlightFocusReflectWatchPreviewSurvey/Perspective

Eye Movements of the Visuals: UP RIGHT UP LEFT UN FOCUSED

AUDITORY CUES :Predicates Eye Movement Visual CharacteristicsSay Side Right(Thinking about Future) Lower- Pitched Voice,Rhythmic and SmoothTellTone Side Left( Thinking about the Past) They try to sound goodStatic Down Left( Synthesizing thoughts- Like Concerts and Music Talk Converting words to sounds) Talk to themselves.RingSoundSpeakExpressMentionAccentResonateRemarkAskInquireHear

Eye Movements of an Auditory: Down Left Side Right Side Left

Kinesthetic CUES :Predicates Eye Movement Visual CharacteristicsFeel Down Right(Synthesizing thoughts- Feel hot or cold about youGrab Converting to FEELINGS) Frequent pauses in conversationTouch Like to touch PeopleHandleRubGraspAffectImpressHitSufferTaklePressureKnowIntuit

Eye Movement of the Kinesthetic: Down Right

What is your Mental Map/Representational System? R A P PO RTRapport is the bridge that helps the person you are communicating with find meaning & intent in the things you say.eallylleoplerefferthers toesemblehem

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Types of listening:Active ListeningReflecting and Paraphrase ListeningShared Listening

1.Effective Listening is the bottom line of TRUSTA Smart sales person listens to emotions, not Facts.

The 8 steps of Active Listening:Value the SpeakerListen to what is not saidTry to hear the truthLimit the time you speakAvoid the tendency to think about what you will say after your customer stop talkingListen to your customers point of viewRepeat your clients comments to make sure that they know you heard what they saidDont take extensive notes while listening

Using the KEY WORDSMarking OutReframingSmall TalkSelling 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:Discover GoodMoneyEasyGuaranteedHealthLoveNewProvenResultsSafeSaveOwnFreeBest

3.MIRRORING: Building TRUST Non-VerballyWhen 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 strategyThrough 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:Revealing your own interestFind out your clients WANTS & NEEDSTranslating needs into BenefitsInstant ReplayAs If

Pacing & Leading: Bringing your clients to the point of BUYINGBy 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 PacingVerbal PacingPacing a GroupBreaking RapportAnchoringStealing Anchors

Cashing Objections:Turning a NO into a sales opportunityRemember what objections really are: They provide valuable information whether you are satisfying your clients needs.WHY CLIENTS OBJECT?The financial risk/Reward ratio is not great enoughYour client is afraid to make a decisionYour client is suspiciousYour 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 .Pacing an objectionUn covering the intent behind the objectionResolving the objections with unconscious competence

It starts with matching your clients focus of attentionWhen you sense that your customer is blocking with an objection slide as smoothly as you can to another sensory Focus.Try to help customers experience the new mode as much as possiblePrice MyopiaDisassociationFeel,Felt,FoundPsychological Sliding:

Closing Successfully: A matter of an attitudeThe 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.Close when your client wants to buy, not when you want to sell.The best time to close is after successfully handling an objection.Expect to close each sale a minimum of three times.Transfer a sense of urgency to your client into buying now.

Buying Signals:Here are few specific non-verbal buying signals.The slow head nodExtensive pupil dilationGestures that show interestBuyer possessiveness

CLOSING TECHNIQUES:The Assumptive CloseThe Alternate OR Choice CloseThe I RECOMMAND CloseThe Benefits CloseThe Ultimate OR Last-Chance CloseThe Recurrent YES Close

Thank YouAll The BEST & Happy Selling