Selling With Nlp

S E L L I N G With N L P BY Dasu Rao

The Magic Of “ TRUST ” People buy trust first,Products next. Trust is crucial in successful selling. If trust is present ,[object Object],[object Object],[object Object],[object Object]

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 A P P O R T Rapport is the bridge that helps the person you are communicating with find meaning & intent in the things you say. eally ll eople reffer thers to esemble hem

[object Object],[object Object],[object Object],[object Object],[object Object],1.Effective Listening is the bottom line of TRUST A Smart sales person listens to emotions, not Facts.

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[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],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

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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. ,[object Object],[object Object],[object Object],[object Object]

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. ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

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. ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

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. ,[object Object],[object Object],[object Object],[object Object],[object Object]

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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. ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

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Thank You All The BEST & Happy Selling

Selling With Nlp

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