Marc Savage asked:
They say sales is essentially a battle of wills, in that whoever has the most certainty in a situation will come out on top.
Thankfully then there are a lot of subtlesales techniques you can use to weaken any thoughts of skepticism in your prospects mind and make them more likely to make a purchasing decision in your favor.
The following sales techniques come from the areas of hypnosis, NLP and general persuasion methodologies. Feel free to incorporate them into your own sales process to get better results.
1) Embedded commands from hypnosis-under the radar sales techniques
The conscious mind can only concentrate on a few things at once, while the subconscious has evolved to take care of most of what we are doing every second of the day or night.
Because of this, we can use the hypnotic techniques of “embedded commands” to plant buying seeds in our prospects sub-conscious mind to get them to buy.
We do this by planting suggestions and buying key words in our subjects mind that are casually dropped into conversation without them knowing it. These words bypass the conscious mind and go straight to the subconscious where the two meanings of a word are processed and influence the buying decision.
This is one of the most powerful sales techniques that you can use assuming you get the timing right and are subtle in its use.
You could say something like “by now lots of customers are seeing the benefits of investing in this type of technology”. Notice that the word “by” can also be “buy”. The subconscious mind now has to accept both meanings as accurate. This little word when used correctly at the right moment can influence a buying decision.
2) NLP sales techniques
One of the best sources of powerful mind changing sales techniques comes from the world of NLP.
There are a whole variety of sales techniques that you can employ to help you with closing a sale, but the one I want to mention here that can work really well is based around the idea of rapport.
The NLP guys soon realized that all sales techniques are based around rapport building between the sales person and the prospect.
Rapport is a name given to the process where the prospect feels that the sales person is like them, that they have a relationship together and that the sales person has their best interest at heart.
One of the key NLP sales techniques to get to this stage is simply to mirror the body language and postures of the person you are selling to. We will naturally do this with someone we are getting on well with.
The key thing to remember as with other sales techniques is not to make it too obvious. You may even find that if you are genuinely getting along with the person and feel relaxed around them that you will naturally start to mimic their body language. When they feel more comfortable with you they are more likely to buy.
3) Knowing what they value
One of the best sales techniques that you can use to turn your prospects thinking towards buying is really getting to know what is of value or what is important to the prospect.
You can use this as a powerful persuasion technique to close that prospect by focussing on the benefits of your product in terms of how it relates to what is important to your client.
This is one of the sales techniques that is frequently overlooked by sales people because they focus on the benefits of their product but forget to find out what is meaningful and important to the client.
The only way to find this out for sure is to ask questions of your client and find out what it is that they are looking for and what causes them the most “pain” in their business.
Once you have done this you will be in a position to leverage this pain in your sales presentation. This is one of the most crucial sales techniques there is and it’s very lacking in most salespeople’s sales process.
There are many more techniques you can discover through hypnosis, NLP and persuasion.
Create a video blog…instantly.
They say sales is essentially a battle of wills, in that whoever has the most certainty in a situation will come out on top.
Thankfully then there are a lot of subtlesales techniques you can use to weaken any thoughts of skepticism in your prospects mind and make them more likely to make a purchasing decision in your favor.
The following sales techniques come from the areas of hypnosis, NLP and general persuasion methodologies. Feel free to incorporate them into your own sales process to get better results.
1) Embedded commands from hypnosis-under the radar sales techniques
The conscious mind can only concentrate on a few things at once, while the subconscious has evolved to take care of most of what we are doing every second of the day or night.
Because of this, we can use the hypnotic techniques of “embedded commands” to plant buying seeds in our prospects sub-conscious mind to get them to buy.
We do this by planting suggestions and buying key words in our subjects mind that are casually dropped into conversation without them knowing it. These words bypass the conscious mind and go straight to the subconscious where the two meanings of a word are processed and influence the buying decision.
This is one of the most powerful sales techniques that you can use assuming you get the timing right and are subtle in its use.
You could say something like “by now lots of customers are seeing the benefits of investing in this type of technology”. Notice that the word “by” can also be “buy”. The subconscious mind now has to accept both meanings as accurate. This little word when used correctly at the right moment can influence a buying decision.
2) NLP sales techniques
One of the best sources of powerful mind changing sales techniques comes from the world of NLP.
There are a whole variety of sales techniques that you can employ to help you with closing a sale, but the one I want to mention here that can work really well is based around the idea of rapport.
The NLP guys soon realized that all sales techniques are based around rapport building between the sales person and the prospect.
Rapport is a name given to the process where the prospect feels that the sales person is like them, that they have a relationship together and that the sales person has their best interest at heart.
One of the key NLP sales techniques to get to this stage is simply to mirror the body language and postures of the person you are selling to. We will naturally do this with someone we are getting on well with.
The key thing to remember as with other sales techniques is not to make it too obvious. You may even find that if you are genuinely getting along with the person and feel relaxed around them that you will naturally start to mimic their body language. When they feel more comfortable with you they are more likely to buy.
3) Knowing what they value
One of the best sales techniques that you can use to turn your prospects thinking towards buying is really getting to know what is of value or what is important to the prospect.
You can use this as a powerful persuasion technique to close that prospect by focussing on the benefits of your product in terms of how it relates to what is important to your client.
This is one of the sales techniques that is frequently overlooked by sales people because they focus on the benefits of their product but forget to find out what is meaningful and important to the client.
The only way to find this out for sure is to ask questions of your client and find out what it is that they are looking for and what causes them the most “pain” in their business.
Once you have done this you will be in a position to leverage this pain in your sales presentation. This is one of the most crucial sales techniques there is and it’s very lacking in most salespeople’s sales process.
There are many more techniques you can discover through hypnosis, NLP and persuasion.
Create a video blog…instantly.