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 3 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. This article will share ideas on how to speak to those who prefer the Auditory.
Selling Strategies for the Auditory Person
Auditory people tend to be more centered. Their eyes tend to move with their ears. Auditory people love auditory information. They speak in auditory terms and they want you to do likewise. They love to hear about your product, not necessarily see it. What others have said about your product is very valuable information.
Record this information in your mind so you can tune in to your auditory prospects. Give them an earful of persuasion and listen to them so you can hear them ask you for more. Can you hear what we are saying? Are we beginning to sing the same tune?
1. Use auditory words and phrases like, “Does that sound good to you?” or “Are we in harmony on this?” and “Shall I speak more directly about the facts and statistics?” or “This machine is twice as quiet as the one you now have.”
2. Quote testimonials and endorsements with your auditory clients. Auditory people think in “words” rather than feelings or pictures. They love to hear what other people have to say about your products or services.
3. Use your voice to hold the Auditory’s attention. Change tone, volume, pitch, and speech rate to verbally emphasize and enhance your sales points. Auditory prospects will pay as much attention, if not more, to how you speak as to what you say.
4. Tell auditory customers lots of stories. Story telling in sales is powerful with everyone, and it is especially important with auditory prospects.
5. Be sure you have audio and video references on your website. Use all the verbal information you can to move the sale forward. If your company does TV or radio advertising, ask your auditory client if they have heard your latest ads.
6. Have frequent telephone conversations with your auditory prospects. Even a brief call will mean a great deal to them.
7. When summarizing agreements verbally after closing, use such a phrase as: “We are speaking about (summarize details.)” Remember, Auditory’s hear everything. Give them exciting and motivating words that will play in their internally driven tape player long after the sales call is over.
8. It is important to know that auditory people find it hard to look at you and listen to what you are saying, so give them subconscious approval for looking away by not demanding eye contact. They need to concentrate on what they hear and that’s why they look away from you. Also, don’t speak too rapidly or you will lose them.
My next article will delve into the final preference: Kinesthetic.