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 4 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 Kinesthetic dimension.
Selling Strategies for the Kinesthetic Person
Kinesthetic people are more low-key; typically they like to look down to connect with their feelings. Kinesthetic people love kinesthetic information. They react to kinesthetic terms and they want you to do likewise. They love to touch the goods, so let them get their hands all over the product. They must absolutely feel good about their decision, so help them get in touch with their feelings.
Grasp the important points in this section as I drive home the hard-hitting strategies that work long hours in putting deals together with the Kinesthetic. When these strategies sink in and you feel good about using them to nail down transactions with the Kinesthetic, you will have reached another plateau. (Can you feel all of the Kinesthetic messages in those words?)
1. Use Kinesthetic words and phrases like, “Are you comfortable with this?” or “How do you feel about that?” or “Do you need a more concrete example?” Talk about common interests, sports, family, etc., and let them know you care about their feelings. They want to know that you care about them and you are their friend.
2. Meet face to face with Kinesthetic clients. Don’t rely too much on phone calls or written communication. They crave the face-to-face feeling that only one-on-one, in-person communication can give. Match them: if they have their jacket off, their tie loosened, do the same. They typically like to dress comfortably.
3. Get Kinesthetics physically involved with your presentation. Have them mark up your brochure. Have them walk through your proposal. If you are demonstrating a product they can use, encourage them to test the product out to find how it feels. Encourage them to hold the product, use the computer, feel the car finish, touch the rock fireplace, walk around the yard, stroke the leather seats and get comfortable on the couch, etc. Make sure they are always physically comfortable. If they are not, they won’t stay with your presentation.
4. Tell moving, emotionally based stories about your product and, most importantly, about the impact of your product or service on people just like them. Strongly communicate your emotional commitment to your product, to what you are selling. Then link that commitment to your commitment to serving them.
5. Glance downwards occasionally. Kinesthetic people will intuitively pick it up and know that you are emotionally involved in your product. You can also guide them to access their feelings by glancing down and getting them to follow your lead. Typically, they are not comfortable with constant eye contact.
6. Kinesthetic people often like to be touched. They shake hands forever, often with the old “two-handed, let’s hold this contact for a long, long time” approach. Since this is so appealing to them, an occasional pat on the back will fire off strong positive feelings. When you close the sale or come to some major commitment, shake hands on it. That gesture means a lot to Kinesthetic people.
Your prospects want to know that you care about them. It is very easy for salespeople to sell their product or service based on their personal preferences and values. Your values are what sold you to sell your product. Your prospects’ values for buying may not be the same as your values. It is critical that you take the time to find out your prospects’ values, and what needs to happen in order for them to experience the value you place in your product.
Lastly, you want to attract sales, instead of chasing, selling, promoting, or seducing. Attraction is when people come to you. Selling, promoting, seducing, and chasing happen when you go after them.
