Use NLP Selling Techniques to boost your sales rate

People who are in sales would love NLP selling techniques. Though NLP techniques are generic and can be used in any area of one’s life, many of the methods are very effective when directly applied to sales. NLP is about effective internal and external communication as well as influencing change in states. That is exactly what successful sales people do, communicate well and influence the customers’ state.

There are so many NLP selling techniques that can help you close the deal that it would take pages and pages of info to get it all in. So I’ve only included what are the more high impact techniques. Bear in mind that there are other NLP selling techniques out there.

The NLP selling techniques into split into 2 groups; using NLP in what you communicate to the customer and how you communicate it to the customer.

1. Building rapport

We all know that half of the reason we buy something is because of the quality of the product, while the other half is because we like the person selling it. We are more willing to buy from someone we like than someone we don’t like. So as a salesperson, the first thing you need to do is make your customer like you and you do that by quickly building rapport with them.

NLP allows you to do that with a technique called mirroring and matching. This method simply involves mirroring your customers’ gestures, habits, words that they use, talking style, anything that can be picked up. They will unconsciously pick it up and find themselves liking you more and more. Why? It’s because people like people who are just like them. Mirror and match your customers in an elegant and subtle way. When you do that the person you are mirroring will feel a connection to you because you appear similar to them.

Sound weird? Well, don’t worry about it because we are unconsciously doing it every single day. Studies have shown that couples and long time friends mirror and match each other all the time. They do it naturally and elegantly, like a dance.

2. Anchoring

Anchoring is associating a state or feeling to a unique trigger. more about anchoring if you are not familiar with it. With this technique, we start by anchoring good positive feelings to a unique trigger. We then associate those feelings to our product by repeatedly firing the trigger when we are talking/demonstrating the product.

Here’s an example. Anchor happy secure feelings to the snapping of your fingers. Then, while talking about your product, snap your fingers repeatedly. Snap your fingers when asking the customer to make the purchase.

1. Magic words

There are a series of words that our brain accepts more easily without analysis. When you say these words, the listener is more receptive to accept what you say. Try to easily and naturally incorporate these words into your conversation with customers or non-customers alike. These words are ;

Easily

Naturally

Unlimited

Aware

Realize(ing)

Experiencing

Expanding

Beyond

Before

After

Now

Because

2. Eliciting states

People buy on impulse and desire more than on necessity. People don’t buy what they need, they buy what they want. When someone feels good about a product, there’s a higher chance that she will buy it. So that’s what you need to do, make them feel that buying the product will make them feel great. Don’t bore the customer with the technical specifications of the product or what it can do. Rather make them feel good about buying the product.

How do you do that? To get them to feel good about it before they buy the product, literally tell them what they will feel. Don’t tell it straight to their face that purchasing it will make them feel good. Imply that to them instead. Say something like….

‘Well I don’t know about you, but for me I would feel really excited & proud if I had this (Product) to help me do ____. I can get things done faster and spend more time with my family, and when I get to spend time with my family, I just feel like the most blessed man in the world’.

You just implied to the customer that he would feel excited, proud & blessed if he had that product. And as you’re describing those feelings, guess what, the customer is imagining it and feeling those emotions too.

For an even better effect, make the description of experiences in visual terms, auditory terms and feelings too. The more senses involved the stronger the effect.

3. Eliciting values

Not everyone purchases a product for the same reason. The last thing you would want to do is give the customer your reasons for wanting to purchase it. Don’t do that. Instead, find out what is important for them, then use that knowledge as a leverage to get them to purchase the product.

Find out about their values by asking the customers. First ask a series of questions to elicit the values, only then proceed to introduce your product. Here’s an example;

*Start with friendly chatter to break the ice before proceeding to the questions.

Sir, what would you say is most important to you as a parent?’

Well it’s certainly to give my children love and teach them about life.

I see. Is there anything else that you feel is important?

Making sure my children are well supported financially and taken care of. To give them financial security.

Which would you say is more important?

Definitely giving love and passing wisdom to them. Money is important, but without love, all the money in the world is meaningless.

(Now then you tailor the introduction & description of your product to suit his values)

I’m glad you feel that way sir because that is exactly what I and all of us here at (company name) believe as well. We have a product that teaches effective communication with children. Blah blah…....(relate the product to his values)

This is a great technique, though it requires the right setting to really make use of it. Obviously it’s hard to elicit someone’s state when you’re doing door-to-door sales or sales on the street. Use it when the environment is right & there is time to engage in meaningful conversation.

4.Ask questions that customers must answer with ‘Yes’

In our society, people place high value on remaining consistent. If today I said I hate riding roller coasters, then tomorrow I shouldn’t be riding one. Or else others will call me a… liar. Fickle minded, someone who changes his mind often and can’t be trusted upon.

Well if that is the case, why not use it to our advantage. People will do all they can to avoid being or looking inconsistent. Here’s how you do it, ask a series of questions that you know the answer would be yes (those blatantly obvious yes questions). Then link the things you asked to your product. Here’s an example ;

Sir, is health important to you?

Yes

How important is it?

Well, very important. It’s my priority.

Would you do all that you can to make sure that you are in good health?

Of course

Then that’s great to hear. I’ve got this product which blah blah blah.

This opens your customer to buying your product because they have proclaimed that it is something they want. When a person makes a statement about something, they are pressured internally to remain consistent with it. That is great news for sales people.

So those were some useful NLP selling techniques. As mentioned earlier, this is just a very quick and brief description of the NLP selling techniques. I have described the main idea behind each method and how to use it. If you got the essence of it, I have no doubt it can be very useful and make you a better salesperson.

Having said that taking an NLP selling class is a good idea. You can gain so much more from watching and experiencing the application of the methods live.

Anyway this is a great start. So use it and have fun with it!

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