THE PSYCHOLOGY OF BUYING AND SELLING

How people buy : Seeing your client through his eyes

The Power of the Unconscious

Mental Maps and Representational Systems

Who are Visual customers

Eye Movements in the Visual Mode

Who are Auditory customers

                        Eye Movements in the Auditory Mode

Who are Kinesthetic customers

                        Eye Movement in the Kinesthetic Mode

What is your mental map

Establishing Rapport Instantly

Selling to Visual Customers

Selling to Auditory Customers

Selling to Kinesthetic Customers

Selling to Groups

 

TECHNIQUES FOR A SUCCESSFUL SALES STRATEGY

Effective Listening : The Bottom Line of Trust

The Eight Steps of Active Listening

                        Value the speaker

                        Listen to what is not said

                        Try to hear the truth

                        Limit the time you speak

                        Stop thinking what you will say next

                        Listen to your customers point of view

                        Repeat your clients comments

                        Don’t take extensive notes while listening

Reflective and Paraphrase Listening

Shared Listening

Verbal Techniques That Build Trust

Using Key Words

Using Marked Out Words

The Fifteen Most Persuasive Words

Reframing

Small Talk

Selling with Metaphors & Stories

6 Ways that Metaphors and Stories Help You Sell

Makes it more acceptable and eliminates resistance

Grabs the attention of your listeners

Simplifies Ideas

Touches the emotions of your listeners

Makes it Memorable

Enables customers to interpret it the way they want to

Building trust Non Verbally

Mirroring

Calibrating

Cross Over Mirroring

Matching Voice Patterns

Discovering Your Clients Buying Strategy

5 Steps to Discovering the Buying Strategy

                        Reveal Your Own Interest

                        Find Out Your Client’s Wants and Needs

                        Translating Needs into Benefits

                        The “Instant Replay” Technique

The “As if” Technique

Pacing and Leading : Bringing Your Client to the Point of Buying

Nonverbal Pacing

Verbal Pacing

Pacing a Group

Breaking Rapport

Anchoring

Stealing Anchors

Cashing Objections by Turning a No into a Sales Opportunity

Why Clients Object

                        Buying Something Represents a Risk

                        Client is Afraid to Make a Decision

                        Client is Suspicious

                        Clients Wants Absolute Proof of Product’s Claims

A 3 Step Process of Cashing Objections

                        Pace an Objection

                        Uncover the Intent Behind the Objection

                        Resolve the Objection with Unconscious Competence

Price Myopia

Dissociation

The Strategy of Feel, Felt, Found

The Strategy of Psychological Sliding

Closing Successfully

When and why to close

Four Rules of Thumb for Closing

                        Close When Client Wants to Buy

                        Close After Handling an Objection

                        Expect to Close a Minimum of Three Times

                        Instill Sense of Urgency of Buying Now 

Buying Signals

                        Making an  Affirmative Statement

                        Asking a Lot of Questions

                        Calling in Somebody for an Opinion

                        A Positive Change in Posture

                        Alertness and Paying Attention

                        The Slow Head Nod

The Slow Head Nod with a Smile

                        Extensive Pupil Dilation

                        When Eyes Get Bigger

                        Changing Voice by Raising it

                        Gestures that Show Interest

                                    Scratching a Part of the Head

                                    Rubbing the Chin

                                    Lost in Thought

                        Buyer Possessiveness

                                    Wanting to Hold on to Promotion Material

                                    Asking for More Copies of Promotion Material

Signals of Not Ready to Buy

                        Uncomfortable or Fidgety

                        Unfocussed

                        Leans Backward After Leaning Forward

                        Not Attentive

A Fast Nod and Trying to Hurry up

                        Returning a Sheet After a Quick Glance

                        Pushing a Sheet Aside

Closing techniques

                        The Trial Close

                        The Assumptive Close

                        The Alternate or Choice Close

                        The “I Recommend Close”

                        The Benefits Close

                        The Ultimatum or Last Chance Close

                        The Recurrent Yes Close

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