The world of sales has never been for the faint of heart and the pressure is always there for those who need that one sale that can change their lives forever. Unfortunately, sales is not for everyone, but what everyone can do is learn more about their customers and use the right techniques to get them to close the deal. This is where NLP comes in.
Although there is nothing new in sales, per se, the power to make your prospective client choose your product over others has been pretty elusive. The knowledge of the signs you have to watch out for while pitching your product will not only get you the deal, but also build a strong relationship with the client that would last for years to come.
What is NLP?
Neuro-linguistic Programming utilizes the clear connection between the neurological processes (neuro-), language (linguistic), and behavioral patterns from personal experiences (programming). With NLP, you can actually model the desirable skills of successful people and allow other people to imbibe them and their success. It also gives you a unique insight on how a person thinks and tells you how you can react to it to succeed with your goal on that person. This is particularly valuable to people who are sensitive enough to notice the nuances of a buying customer. Below are signs that you have to watch out for when giving your important presentation.
Verbal Signs
As you give your presentation, the questions come in and you start building rapport with the client. If you are on the right track, there's a big chance that the words used by the client would ultimately mean the sale that you need.
Approval
Watch out for words that mean approval like “right” as well as other positive decision indicators. The brain cannot really stop itself from showing interest if it wants to.
Price
Words leading to the price are also good indicators as well as the questions for the usage of your product. You would like to be as accommodating with your answers and may begin by asking how much the client is willing to spend. That would give you a good idea of what kind of buyer the client is and the kind of package that would fit his or her need.
Schedules
Timeframes are also good to hear because that means they are already planning your products use in their scheme of things. Do not forget to watch out for positive noises. Laughter is always a good sign unless it is because you said or did something embarrassing.
Details
When someone goes for the nitty-gritties, the interest is definitely there and you just have to fill in the blanks for the customer. This is your chance to shine and show how well you know your product so be confident, and detailed with your way of answering their questions. A good way of knowing how to react to the client is to ask specific questions and gear towards the strengths of the product, followed by the less significant ones. By getting the cue from client, you give them the eagerness that that they expect from you and the sophistication of a salesperson who knows what he is doing.
Two Heads are Better
If the client is with someone else and begins to ask his or her companion, take it as your cue to be as helpful as possible. Let the client finish whatever concern he has and let the companion give his two cents worth. Then you move in for the kill and act like the only authority on the planet who can supply him with the answers he terribly needs.
It’s Mine!
There are some clients who just cannot help but blurt out how the product shall be used in his possession and acts like already owns your stuff. Indulge the client by asking more questions on how the product shall be used. However, do not overdo it and run the risk of sounding desperate or patronizing. Maintain your cool and composed tone, but continue to show your earnestness with the smile on your face and that warm voice of yours.
Body Signals
Body language is considered to be more potent than words because they are undeniable and come out unexpectedly. Your NLP background will make it easier to discern what the moves of the client really mean.
Acts of Positivity
There are actions that show positivity, including nodding, and smiling. When the client leans forward, that could mean that you have said something that really made the client feel that he or she is talking to the right person.
Eager Speed
Another typical sign would be the increase in the speed of the client's speech. Such a gesture shows the intent of the client to get your product.
That Awed Look
Now when you see the client longingly gazing at your product that means the client is already imagining ownership in his head. And that’s the kind of longing you would love to look at.
Signals with Actions
There are particular actions that are dead giveaways to the seller. When you find the client reading your literature and taking the time to do it, it shows how really interested the client is.
Focusing on One Product
Another situation could also involve the client zeroing in on a very specific product in a big product range. It is almost certain that you have made the client realize how much he or she wants your product. As soon as you notice this, do not forget to give a quick follow-up that answers all the questions about the product without forcing the issue.
Owner in Mind
And when the client just acts like the owner of the product, the client certainly wants to take it home. However, among these actions, asking people to view the product tells how interested the client is and just wants confirmation from other friends or colleagues he trusts.
Looks for the Answers
When the customer looks around in your direction for answers, be sure to raise your eyebrows to show them that you are more than welcome to handle their queries.
Body Changes
Notice how a person’s movements change when they are excited and full of anticipation. Such changes are very noticeable and should not be just disregarded as mere “good sign.” This is because such changes normally herald the change in the person’s mental state that can be accurately read as an indication of the persons’ readiness to make that purchase. When you notice such changes, keep on presenting, but know that the client is already caught by your selling and is just waiting for you to make your move. As always, continue to be professional and ooze with confidence by choosing your words correctly.
Money in my Hands
The most successful sight a salesman can get from the client is when he dives his hands into the pockets to bring out his wallet or checkbook. It is almost as if the client is waving the white flag and with you as the victor. During such moments, do not show over excitement, lest you ruin the moment and your chances of getting that sale.
These subtle signs are what every successful salesperson must take heed.
Personal Branding Workshops — You May Want to Try.
