Have you heard about NLP, Neuro-Linguistic Programming?
Do you know that by using NLP, you can see through the eyes of your prospects and talk their language, and lead them more!?
This is Part 2 of a 4 part series.
In my previous posts, I introduced the concepts of NLP, Neuro-Linguistic Programming, and how people can use these concepts to effectively connect with other people and build promising relationships (professional or personal).
Remember the three basic types of people? Visual, Auditory, and Kinesthetic. Let’s begin to explore the subtle, yet critical differences in each type.
Selling Strategies for the Visual Person
Visual people tend to look upwards, speak rapidly, and have high levels of energy. They love to look good and will usually dress to perfection. Visual people love visual information. They speak in visual terms and they want you to do likewise. They love to see the goods, not talk about them. The look of the goods is vitally important in assisting them to make a positive buying decision.
Keep this overview in mind as I present you with a picture on how to highlight your presentations to Visuals in a way that is both illuminating and compelling at the same time. Can you see what we are looking for?
1. For visual prospects, a picture is truly worth a thousand words. Use charts, graphs, photos, and slides. Reinforce your presentation by using the blackboard, whiteboard, or flip chart. Bring videos if you have them.
2. Use visual words to pace their information gathering process. Develop beautiful pictures through your language. Use phrases in summation and closing like, “Is that clear to you?” or “Imagine how this will …” or “How does this look to you?”
3. Glance upward occasionally. If you want your customers to imagine something or think visually, you can guide them to access visually. Looking upward will enhance their ability to form lasting mental pictures.
4. Write things down for your visual clients throughout the sales call. Write important points down as you summarize. Encourage them to take notes. When you close the sale with a visual client write everything down so they can see the agreement.
5. Dressing professionally is important with any client. It is especially important with the visual client who will look for the “image” you have created with your clothes and your briefcase and/or handbag.
6. Visual clients “notice” everything. Pay attention to detail and the way things look. The package is as important as the product to Visuals.
7. And last, but most importantly, paint vivid and compelling pictures. The more vivid the picture, the more powerful the influence.
Stay tuned for the next article, which will explore strategies that will appeal to the Auditory person.