The business owner can use Neuro Linguistic Programming Techniques (NLP) and people’s dreams and emotions to dramatically increase his conversion rate.
Use Neuro Linguistic Programming Techniques (NLP):
NLP stands for Neuro Linguistic Programming and was developed by John Grinder and Richard Bandler. It’s a big enough subject and can be covered in several books. It’s all about communication modalities and understanding how people think, make decisions, learn and understand.
There are so many NLP skills you can use to build rapport with people.
For example, by ‘matching and mirroring’ (that is, copying the body language of your prospect), you will be able to start building instant rapport. You will instantly seem more trustworthy and familiar.
Also the skills of using your prospects communication modalities- visual, auditory or kinesthetic will make you win the sale.
There are plenty of good books you can read on the subject.
Here are some useful hints and tips for using the NLP technique to gain maximum advantage:
- Monitor and mirror the body language of your prospect.
- Match their words and the tonality, pitch, pace and volume of their speech.
- Read as much as you can on the subject.
People tend to make their decisions based on emotion, not logic. In fact, emotion represents 88 per cent of most purchasing decisions. Don’t be afraid to get emotional with them- not in a teary-eyed way, but just by tapping into what makes them want the item. What are they going to use it for? How are they going to feel when they hold it in their hands tonight? What will their wife/husband think?
Here are some useful hints and tips for selling based on people’s dreams and emotions:
- Emphasize how the product is going to change their life.
- Focus on the emotional benefits of the product.
- Spell out the benefits; don’t trust people to make the conclusions for themselves.
- Ask emotionally-focused questions.
Brad Sugars founded the brand Action International in 1993 when he realized there was a disconnect between business advice and implementation. The answer was Action! Brad Sugars created a business coaching company so that business owners throughout the world can realize their goals in business. Today the company is known as ActionCOACH. To learn more about business, visit Brad Sugars Review blog!