SELLING

through
Neuro-Linguistic
Programming
The Magic Of “TRUST ”
•People buy trust first, products next
•Trust is crucial in successful selling

If trust is present, a customer will…

• be open for suggestions
• have more time for sales person
• be 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 Neuro-

Linguistic Programming (NLP), began studying the working methods of
successful therapists,hoping to provide useful insights for all therapists
to follow.
NLP is a collection of concepts and techniques intended to
understand and change human behavior-patterns.
Mental Maps and Representational Systems

In this process they discovered 3 basic methods people

perceive the world around them:

VISUAL (sense of seeing): They See the world.

AUDITORY (sense of hearing): They Hear it.

KINESTHETIC (sense of smell, touch, taste): They Feel it.

 Visual Cues
Pre d ic a te s Eye Mo ve m e nt Visua l Cha ra c te ristic s
Se e UP Rig h t (thin kin g a b o u t Ma in ta in s g o o d e ye
Sh o w th e Futu re ) c o n ta c t
Brig ht
Vo ic e Hig h -Pitc h e d , Fa st G o o d Visu a l Me m o ry
Pic ture
C le a r UP Le ft (Th in kin g a b o u t
G o o d w ith d ire c tio n s
Lo o k th e Pa st)
Vie w Unfo c u se d / Stra ig h t
Pe rc e ive (Syn th e sizin g th o u g h ts-
Illu stra te C o n ve rtin g w o rd s to
Hig hlig h t
Fo c us
Re fle c t
Wa tc h
Pre vie w
Su rve y/ Pe rsp e c tive
Eye Movements of a Visual
Up Right

Up Left

Unfocused
Auditory Cues
Pre dic a te s Eye Mo ve m e nt Visua l Cha ra c te ristic s
Sa y Sid e Rig h t(Th in kin g Lo w e r- Pitc h e d Vo ic e ,
Te ll a b o u t Fu tu re ) Rh yth m ic a n d Sm o o th
To n e Sid e Le ft( Th in kin g a b o u t
Th e y try to so u n d g o o d
Sta tic th e Pa st)
Ta lk Do w n Le ft( Syn th e sizin g Ta lk to th e m se lve s.
Rin g th o u g h ts-C o n ve rtin g
So u n d w o rd s to so u n d s)
Sp e a k
Exp re ss
Me n tio n
Ac c e n t
Re so n a te
Re m a rk
Ask
In q u ire
He a r
Eye Movements of an Auditory
Side Right

Side Left

Down Left
Kinesthetic Cues
Pre d ic a te s Eye Mo ve m e nt Visua l Cha ra c te ristic s
Fe e l Do w n Rig h t(Syn th e sizin g Fe e l h o t o r c o ld a b o u t
G ra b th o u g h ts-C o n ve rtin g to yo u
To u c h FEELING S) Fre q u e n t p a u se s in
Ha n d le c o n ve rsa tio n
Ru b Like to to u c h Pe o p le
G ra sp
Affe c t
Im p re ss
Hit
Su ffe r
Ta kle
Pre ssu re
Kn o w
In tu it
Eye Movement of the Kinesthetic

Down Right
What is your Mental Map /
Representational System?
Really
Rapport is the bridge that helps the
All person you are communicating with find
People meaning & intent in the things you say.

Prefer
Others to
Resemble
Them
1.Effective Listening is the bottom line of
TRUST
A smart sales person listens to emotions, not
facts

Types of Listening:
1. Active Listening
2. Reflecting and
Paraphrase Listening
3. Shared Listening
The 8 Steps of Active Listening:
1. Value the Speaker
2. Listen to what is not said
3. Try to hear the truth
4. Limit the time you speak
5. Avoid the tendency to think about what you will say after your
customer stop talking
6. Listen to your customer’s point of view
7. Repeat your client’s comments to make sure that they know you
heard what they said
8. 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 • Reframing

• Marking Out • Small Talk
The 15 Most Persuasive Words:
1. Discover 9. Proven
2. Good 10.Results
3. Money 11.Safe
4. Easy 12.Save
5. Guaranteed 13.Own
6. Health 14.Free
7. Love 15.Best
8. New
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

• Mirroring
• Calibrating
• Crossover Mirroring
• 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:
1. Revealing your own interest
2. Find out your client’s WANTS & NEEDS
3. Translating needs into Benefits
4. Instant Replay
5. As If
Pacing & Leading: Bringing your clients to the
point of BUYING
By understanding 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 do clients object?

1. The financial risk/Reward ratio is not great enough
2. Your client is afraid to make a decision
3. Your client is suspicious
4. 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 :
1. Pacing an objection
2. Uncovering the intent behind the objection
3. Resolving the objections with unconscious competence

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
Buying Signals:
Here are few specific non-verbal buying signals.
1. The slow head nod
2. Extensive pupil dilation
3. Gestures that show interest
4. Buyer possessiveness
CLOSING TECHNIQUES:
1. The Assumptive Close
2. The Alternate OR Choice Close
3. The “I RECOMMEND” Close
4. The Benefits Close
5. The Ultimate OR Last-Chance Close
6. The Recurrent “YES” Close
 Thank You

Happy Selling!