If you’re in marketing and sales, you know that selling anything ultimately boils down to how good you are with communications.
Some people think they can naturally make a connection with their prospects, while the once who are savvy know that it is something that can be learnt and practiced. This is where training which makes use of neuro-linguistic programming (NLP) comes into play. NLP is not just a passing fad, rather it is a methodology which sales professionals have been using for years now.
NLP can help you grasp invaluable insights about your customers and people in general. Leveraging NLP approach would definitely up your game in marketing and sales.
Here are 5 Neuro-linguistic Programming tips which will help you win more sales
Tip #1: Listen carefully & pay attention to non-verbal signals
Listening intently to what your client or prospect is saying is extremely critical as this can help you build a rapport with them. In fact, active listening can help you build a relationship with your client. Again, it can help you clearly understand your client’s needs and prepare a sales pitch accordingly.
Watching out for non-verbal signals such as tone of voice, gestures and posture too can help you understand your client needs better. Both these things do matter a lot and would ultimately help you increase your sales figures.
Tip#2: Choose your words wisely
You need to be very particular with the words you use while speaking with your clients. Words evoke emotions therefore it’s preferable to use ‘Power words’ or ‘Magic words’ which overcome customer objections and close a sale.
Use words to invoke positive emotions for example use words like: believe, change, success, happy. And if you want to pique your client’s curiosity use words like imagine, truth, secret etc.
Tip#3: Mirror your customers
You know how important it is to build a rapport with your customers. Therefore the techniques that help you do this quickly is for sure invaluable. One such NLP technique is ‘mirroring’. In this method you imitate the behaviour and language of others to quickly establish rapport. According to research, we are drawn to people who are like us, so subtly mirroring a customers body language, tone of voice, gestures, opinions and choice of words, will make them feel more comfortable and your chances of closing a sale could increase.
Tip#4: Know your customers better
You have to find out whether your customer is visual, auditory or kinaesthetic. Once you know this then you can gear your selling strategy as per their prefered way of buying.
If you have a customer who is a visual person then show them pictures as a part of your presentation. Whereas if your customer is auditory then try infusing some kind of sounds in your presentation. At last if your customer is kinesthetic then let them touch your products. Even handing them a brochure may do the job sometimes.
Understanding your customers’ buying preferences this way can help you close a deal.
Tip#5: Always stay positive
To be a successful salesperson, it is very important for you to have a positive mindset.There will be days when you’re having a hard time selling, at such times keeping a positive frame of mind and remotivating yourself can really help. Again, a technique known as ‘reframing’ could work very well for you for overcoming bad selling experiences. There are other NLP techniques like ‘a pattern interrupt’ and ‘anchoring’ which can be used to keep you positive always.
These are some of the simplest NLP techniques to get you started.
Are you keen on learning NLP techniques? Do check out Zingformation’s NLP workshops for individuals and organisations
Know someone whose life can change for the good because of these techniques? Do share this article with them on social media?
Zingformation’s main aim is to make individuals and organisations more productive and help them live the life they desire. We’ve counselled more than 3.5 lac individuals and conducted more than 10,000 workshops and training sessions. Learn more about Zingformation here.
