Seductive
Selling Secrets...
by
John
James Santangelo C.Ht.
Have
you ever been in an . . . . intimate relationship? Yes,
INTIMATE!
And,
“HOW do you know?”
I know, strange question and what does this have to
do with sales anyway? Well, nothing really, unless you’re
a mover and shaker who understands the psychology of
seductive selling. And seductive BUYING!
So,
were you able to answer the question, “How do
you know? “ The answer is, “you feel it!”
You know because you have a feeling deep inside about
what it is that you’re so sure about, the same
way people BUY! They just KNOW because they’re
sure about what they feel about the product or service.
They can’t explain what that ‘thing’
is but if you ask the right questions, eventually you’ll
get an answer like, “I told myself this is the
one!” or “I just saw it in my mind!”
or “ I had a feeling it was the right decision!”
These are the real keys to selling, how people buy!
And believe you’ll be successful because you’re
a people person, engaging, know your product, and how
to close, you are truly mistaken and will leave mounds
of money on the table. Don’t get me wrong; you
must know all those things as well. Yet if that’s
all you have in your tool box, you’ll never be
able to create a buying environment for your clients.
The
Communication Model
Have you, like me, found that most sales courses teach
you to rehearse and regurgitate closing scripts, listen
more intently, and speak the “clients” language?
The truth is if you don’t know HOW, not so much
WHAT to say, you’re doing yourself (and your clients)
a disservice - more harm than good. Did you know that
the actual words we speak have an effectiveness factor
of only 7%, however, “professional courses”
will have you believe the words we speak are the primary
source of our communication. A study conducted by Dr.
Ray Birdwhistle from the University of Pennsylvania
was discussed in his breakthrough book “Kinesics
In Context” stated that 93% of our communication
is on a non-verbal level, 58% is our physiology or body
language and 37% is our tonality or how we say the words.
So your power to communicate ideas and concepts lies
in your ability to use body language and how you speak
so they can and will comprehend you. Think about that,
93% of your communication with others is non-verbal!
Let’s
take a deeper look inside at some of the main factors
in how people buy products and services. I promise,
if you incorporate one or two of these simple skills
into your tool box, you’ll be able to construct
an exciting ambiance for your clients to feel good about
who they are and decisions they make about their buying
strategies... buying more of you!
In the past 30 years Neuro-Linguistic Programming, a
new model of communication and excellence has risen
in the field of human behavior, a science that enhances
the components between what we think, understand, and
how we communicate to ourselves and with others. Successful
sales people know this, because they’re flexible
and change their presentation style to match the needs
of their prospects, which they will influence. When
you have the ability to influence anyone, anywhere,
at anytime your business and income will soar through
the roof.
Neuro-Linguistic Programming or (NLP) was developed
from a model of change and success – HOW people
do what they do to produce successful results. NLP offers
anyone the ability to model an individual’s behavior
or state of mind. If someone is exhibiting a particular
successful behavior we can model or duplicate the very
same behavior by watching, listening and internalizing
their strategies and produce the same results.
In
sales, as with any form of communication, it’s
all about the response! In NLP, “it’s the
response we receive back from the client, not our given
intention.” Meaning; when you’re paying
attention to the clients non-verbal signals, (which
is usually volumes of data) you‘ll gain more information
than simply asking questions alone.
Human
beings have a propensity to act in a way consistent
with our past behavior. We are creatures of habit, and
do what has consistently worked in the past, what feels
comfortable, what feels good! We respond or act as if
we are on auto-pilot, because 90% of our behavior is
driven at the unconscious level, outside of our conscious
awareness. And that is exactly the response you’re
looking for from a client; unconscious behavioral patterns.
When you are able to match and mirror those unconscious
behavioral strategies you begin to establish an environment
of trust and understanding, to respect and honor the
other person’s world. Your ability to create rapport
with a prospective client will give them the freedom
to fully express their ideas and concerns and to know
that they will be respected by you.
What
Is Rapport?
Rapport creates the space for the person to feel listened
to, and heard, which doesn’t necessarily mean
they have to agree with what you say or do. You each
can appreciate the other’s viewpoint. When you
have rapport with another person, you have the opportunity
to enter their world and see things from their perspective,
feel the way they do, get a better understanding of
where they are coming from. And as a result, enhance
the whole relationship. This will allow them to feel
good about themselves, you and the relationship you’ve
started.
The
key to establishing rapport is an ability to enter another
person’s world by assuming a similar state of
mind. The first thing to do is to become more like the
other person by matching and mirroring the person’s
unconscious behaviors -- body language, voice, words
etc. Matching and mirroring is a powerful way of gaining
an appreciation of how the other person is seeing/feeling/experiencing
their world.
Noticing
The Clues
The simplest way to help build rapport is to match the
micro-behaviors of those you wish to influence. Any
observable behavior can be mirrored, for example:
