SELLING

With

Compiled by :Dasu Rao

Basis :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
Suggestions
More time to sales person
More likely to open up
Discuss needs and buying habits and future plans.

Mental Maps and Representational Systems

In 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

See

UP Right (thinking about the Future)

Show
Bright

Maintains good eye contact

Voice High-Pitched, Fast

UP Left (Thinking about the Past)

Picture

Good with directions

Good Visual Memory

Clear
Look

Visual Characteristics

Unfocused/Straight (Synthesizing thoughts-

View
Perceive
Illustrate
Highlight
Focus
Reflect
Watch
Preview
Survey/Perspective

Converting words to images)

Eye Movements of the Visuals:

UP RIGHT
UP LEFT

UN FOCUSED

AUDITORY CUES :
Predicates
Say

Eye Movement

Visual Characteristics

Side Right(Thinking about Future)

Lower- Pitched Voice,Rhythmic and Smooth

Tone

Side Left( Thinking about the Past)

They try to sound good

Static

Down Left( Synthesizing thoughts-

Like Concerts and Music

Tell

Talk
Ring
Sound
Speak
Express
Mention
Accent
Resonate
Remark
Ask
Inquire
Hear

Converting words to sounds)

Talk to themselves.

Eye Movements of an Auditory:

Side Right
Side Left

Down Left

Kinesthetic CUES :
Predicates
Feel
you
Grab
conversation
Touch
Handle
Rub
Grasp
Affect
Impress
Hit
Suffer
Takle
Pressure
Know
Intuit

Eye Movement
Down Right(Synthesizing thoughtsConverting to FEELINGS)

Visual Characteristics
Feel hot or cold about
Frequent pauses in
Like to touch People

Eye Movement of the Kinesthetic:

Down Right

What is your Mental Map/Representational System?

R eally
All
P eople
P reffer
O thers

to

R esemble
T hem
Rapport is the bridge that helps the person you are
communicating with find meaning & intent in the things
you say.

1.Effective Listening is the bottom line of TRUST

A. Smart sales person listens to emotions, not Facts.

Types of listening:
1.

Active Listening

2.

Reflecting and Paraphrase Listening

3.

Shared Listening

The 8 steps of Active Listening:

1. Value the Speaker
2. Listen to what is not said
3. Try to hear the truth
4. Limit the time you speak
5. Avoid the tendency to think about what you will say after your
customer stop talking
6. Listen to your customers point of view
7. Repeat your clients comments to make sure that they know you
heard what they said
8. Dont take extensive notes while listening

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

Using the KEY WORDS

Marking Out

Reframing

Small Talk

Selling with Metaphors :

You will get the Attention

Simplify ideas

Touch the emotions

Memorable

THE 15 MOST PERSUASIVE WORDS:

1.

Discover

2.

Good

3.

Money

4.

Easy

5.

Guaranteed

6.

Health

7.

Love

8.

New

9.

Proven

10. Results
11. Safe
12. Save
13. Own
14. Free
15. Best

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.

o Mirroring
o Calibrating
o Crossover Mirroring
o Matching Voice Patterns

Eliciting Outcomes: Discovering your clients buying strategy

Through 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:

1. Revealing your own interest
2. Find out your clients WANTS & NEEDS
3. Translating needs into Benefits
4. Instant Replay
5. As If

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.

Non-Verbal Pacing
Verbal Pacing
Pacing a Group
Breaking Rapport
Anchoring
Stealing Anchors

Cashing Objections:Turning a NO into a sales opportunity

Remember what objections really are: They provide valuable information
whether you are satisfying your clients needs.

WHY CLIENTS OBJECT?

1.

The financial risk/Reward ratio is not great enough

2.

Your client is afraid to make a decision

3.

Your client is suspicious

4.

Your 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 .
1.

Pacing an objection

2.

Un covering the intent behind the objection

3.

Resolving the objections with unconscious competence

Price Myopia
Disassociation
Feel,Felt,Found
Psychological Sliding:
1.

It starts with matching your clients focus of attention

2.

When you sense that your customer is blocking with an objection slide as
smoothly as you can to another sensory Focus.

3.

Try to help customers experience the new mode as much as possible

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.

When & Why to Close:

There are 4 thumb rules to close.
1.

Close when your client wants to buy, not when you want to sell.

2.

The best time to close is after successfully handling an objection.

3.

Expect to close each sale a minimum of three times.

4.

Transfer a sense of urgency to your client into buying now.

Buying Signals:
Here are few specific non-verbal buying signals.
1. The slow head nod
2. Extensive pupil dilation
3. Gestures that show interest
4. Buyer possessiveness

CLOSING TECHNIQUES:
1.

The Assumptive Close

2.

The Alternate OR Choice Close

3.

The I RECOMMAND Close

4.

The Benefits Close

5.

The Ultimate OR Last-Chance Close

6.

The Recurrent YES Close

Thank You

All The BEST & Happy Selling