SELLING

With

N L P
BY
Dasu Rao
 The Magic Of “TRUST ”

People buy trust first,Products next.

Trust is crucial in successful selling.

If trust is present

Suggestions
More time to sales person
More likely to open up
Discuss needs and buying habits and future plans.
Mental Maps and Representational Systems
In 1970’s Richard Bandler & John Grinder,Founders of
NLP,began studying the working methods of successful
therapists,hoping to provide useful insights for all therapists to
follow.

In this process they discovered 3 basic methods people perceive

the world around them.
VISUAL : They See the world.
AUDITORY : They Hear it.
KINESTHETIC : They Feel it.
VISUAL CUES :
Predicates Eye Movement Visual Characteristics
See UP Right (thinking about the Future) Maintains good eye contact
Show Voice High-Pitched, Fast
Bright UP Left (Thinking about the Past) Good with directions
Picture Good Visual Memory
Clear
Look Unfocused/Straight (Synthesizing thoughts-
View Converting words to images)
Perceive
Illustrate
Highlight
Focus
Reflect
Watch
Preview
Survey/Perspective
Eye Movements of the Visuals:
UP RIGHT

UP LEFT

UN FOCUSED
AUDITORY CUES :
Predicates Eye Movement Visual Characteristics
Say Side Right(Thinking about Future) Lower- Pitched Voice,Rhythmic and Smooth
Tell
Tone Side Left( Thinking about the Past) They try to sound good
Static Down Left( Synthesizing thoughts- Like Concerts and Music
Talk Converting words to sounds) Talk to themselves.
Ring
Sound
Speak
Express
Mention
Accent
Resonate
Remark
Ask
Inquire
Hear
Eye Movements of an Auditory:
Side Right

Side Left

Down Left
Kinesthetic CUES :
Predicates Eye Movement Visual Characteristics
Feel Down Right(Synthesizing thoughts- Feel hot or cold about
you
Grab Converting to FEELINGS) Frequent pauses in
conversation
Touch Like to touch People
Handle
Rub
Grasp
Affect
Impress
Hit
Suffer
Takle
Pressure
Know
Intuit
Eye Movement of the Kinesthetic:

Down Right
What is your Mental Map/Representational System?

R eally
All
P eople
P reffer
O thers to
R esemble
T hem

Rapport is the bridge that helps the person you are

communicating with find meaning & intent in the things
you say.
1.Effective Listening is the bottom line of TRUST
A. Smart sales person listens to emotions, not Facts.

Types of listening:
7. Active Listening
8. Reflecting and Paraphrase Listening
9. Shared Listening
The 8 steps of Active Listening:
2. Value the Speaker
3. Listen to what is not said
4. Try to hear the truth
5. Limit the time you speak
6. Avoid the tendency to think about what you will say after your
customer stop talking
7. Listen to your customer’s point of view
8. Repeat your client’s comments to make sure that they know you
heard what they said
9. Don’t take extensive notes while listening
2.Verbal Techniques that build trust:
If some one uses words that hold special meaning for you, more than just
information is conveyed. You instinctively feel that you have been
understood

• Using the KEY WORDS

• Marking Out
• Reframing
• Small Talk
• Selling with Metaphors :
 You will get the Attention
 Simplify ideas
 Touch the emotions
 Memorable
THE 15 MOST PERSUASIVE WORDS:
2. Discover
3. Good
4. Money
5. Easy
6. Guaranteed
7. Health
8. Love
9. New
10. Proven
11. Results
12. Safe
13. Save
14. Own
15. Free
16. Best
3.MIRRORING: Building TRUST Non-Verbally
When you can learn to read others’ nonverbal signals & communicate back to
them in the same way, you take rapport to a very deep level.

o Mirroring
o Calibrating
o Crossover Mirroring
o Matching Voice Patterns
Eliciting Outcomes: Discovering your client’s buying strategy
Through outcomes, People will Know it only tell you what they hope to buy,
but how you should sell it to them.

5 Steps to ELICITING Outcomes:

2. Revealing your own interest
3. Find out your client’s WANTS & NEEDS
4. Translating needs into Benefits
5. Instant Replay
6. As If
Pacing & Leading: Bringing your clients to the point of BUYING
By under standing the Power of VERBAL & NON-VERBAL Pacing, you can
lead your client to greater commitment and to the point of saying “YES” to the
sale.

Non-Verbal Pacing
Verbal Pacing
Pacing a Group
Breaking Rapport
Anchoring
Stealing Anchors
Cashing Objections:Turning a “NO” into a sales opportunity
Remember what objections really are: They provide valuable information
whether you are satisfying your client’s needs.

WHY CLIENT’S OBJECT?

2. The financial risk/Reward ratio is not great enough
3. Your client is afraid to make a decision
4. Your client is suspicious
5. Your client wants absolute proof that your product is what you have presented
it to be.
 Cashing Objections:
There is a 3 step process to it .
3. Pacing an objection
4. Un covering the intent behind the objection
5. Resolving the objections with unconscious competence

Price Myopia
Disassociation
Feel,Felt,Found
Psychological Sliding:
1. It starts with matching your client’s focus of attention
2. When you sense that your customer is blocking with an objection slide as
smoothly as you can to another sensory Focus.
3. Try to help customers experience the new mode as much as possible
Closing Successfully: A matter of an attitude
The close is the last stage in the entire process of maintaining the rapport with
your client & working towards the common goals.

When & Why to Close:

There are 4 thumb rules to close.

4. Close when your client wants to buy, not when you want to sell.
5. The best time to close is after successfully handling an objection.
6. Expect to close each sale a minimum of three times.
7. Transfer a sense of urgency to your client into buying now.
Buying Signals:
Here are few specific non-verbal buying signals.
3. The slow head nod
4. Extensive pupil dilation
5. Gestures that show interest
6. Buyer possessiveness
CLOSING TECHNIQUES:
2. The Assumptive Close
3. The Alternate OR Choice Close
4. The “I RECOMMAND” Close
5. The Benefits Close
6. The Ultimate OR Last-Chance Close
7. The Recurrent “YES” Close
Thank You

All The BEST & Happy Selling