How to Improve Sales Using NLP
How to Improve Sales Using NLP?
Use of specific NLP language patterns has been used by many who have been looking for an answer to the question, how to improve sales using NLP. It is widely used in sales and marketing to influence people by using Persuasive language. Needless to say, it may sound manipulative to a number of people, but this is where NLP may have been misunderstood. Many sales agencies and marketers, swear by NLP techniques, which they learn during an Certified NLP Practitioner Program. This is because sales can have a substantial impact with the use of the right techniques and strategies. Not only does NLP help you understand such techniques, it also gives you the chance to figure how to improve your communication skills to market or sell a product. Here are some ways to improve Sales, if you want to know how to improve sales using NLP:
- Creating Value Through Scarcity
The reason why we love diamonds is because they are scarce and it is difficult to procure them. That and the fact that they are beautiful and flashy, makes diamonds one of the most valuable things on Earth. When people sense scarcity, the chances of buying that product increases than when it is available in abundance.
This is an easy way of influencing customers to buying a product. The urgency created in their mind because of the fact that a product or service is limited, can coerce them into making the purchase. Nobody wants to be left out or miss on a great deal or a price.
I have just three of these left today, and you may not get it at the same price tomorrow. Imagine how you may feel about buying it at a higher price another day?
By telling the customer what they may be missing out on, you are making them lean towards making that purchase now instead of waiting for later. This creates value for the product and increase the chances of the customer purchasing the product. The language will be crafted in such a manner to elicit a response so that the customer will make the purchase.
- Talk About The Value Rather Than The Price
The price is an important factor during sales. But it is not as important as the value of the product for your customer. If you are selling a house, then sell its beauty, the comfort and the best features, instead of the price; if you are selling a car then sell its safety features, the power of the engine, the design and the mileage instead of telling your customers how they may end up paying lesser for a particular car.
If you talk (with your clients) about the value a certain product or service provides, it will make a huge difference when it comes to making a decision by your client. You may in fact have customers who end up choosing pricier products solely for their value. Listen to your clients, understand their need, and show the product that best matches their need (in this case their criteria), and you will have a client who got what they wanted, and you were able to make a sale based on showcasing value. If sales is being approached in this manner, you build trust, a long term relationship with your client, because they see you as a trustworthy vendor / service provider. A long term happy client is worth much more than 10 unhappy clients, who were duped into buying something.
- Be Observant
Your customers will like to communicate on a level that they are comfortable with. The words they use and the sentences they construct can give you an idea of their communication patterns. When you imbibe these patterns in your language and talk in the same flow, your customers begins to feel more comfortable and you will have the chance of explaining why they must buy a particular product or service effortlessly.
Customers usually use three different types of words in their communication:
- Visual words – They like to use words like see, looks and picture this. They are usually very illustrative with their words. These customers like to hear words that help them expand their visual communication.
Try words like. “You must take a look at it once before you decide”, “You see what I mean”, “Picture this painting on your wall”
- Auditory words – Like it says, these customers are good listeners. They will usually use words related to auditory communication like listen, hear, sounds like, etc.
When talking to these customers, you may want to use phrases like “It sounds like a great idea to try it before you make the purchase”, “You hear what I am saying right?”
- Kinaesthetic words – These customers like to focus on how it feels. They believe in experiences and using the product or touching and feeling it to find out how it is.
You would find the following phrases to be effective for them, “Do you get a feel for this?” “How good it will feel to live in a house which is comfortable, airy, has a swimming pool, well-guarded which provides a feeling of safety”
Communicating in the preferred language of the customers will help you sell more efficiently. It will increase your productivity and help you achieve your goals quickly.
- Build Rapport – Tell Stories, Ask Them About Previous Experiences
Customers like to talk. They may try to avoid it because they do not want to purchase anything by force or by being manipulated, but once you get them talking, there is a higher chance of making that sale. NLP Selling is also called using Persuasive language, or language of trance to sell.
So how do you make them like your product? Tell them stories which are layered with sales points that will help you get that sale. When you put it in a story, your customer does not realize that you are selling something. This makes it easier for you to get the sale done and your customer feels more comfortable making the purchase. Look for the best sales stories in your industry and use them to increase sales.
Similarly, when you get your customers to talk about their previous experiences, it floods their mind with emotions as they try to remember how they purchased the same thing the last time. It works well when you are selling a home or a car.
NLP can be very helpful in increasing the sales of products and gaining customers who are likely to like the product they purchased. This is because they do not feel tricked into making any purchase. Instead, you help them understand the value of the product, which means that they are going to be happy about the effectiveness of the product. Since it involves good communication, it helps salespeople create a rapport with their customers which increases overall experience.
This means that NLP not only helps in increasing sales, it also helps in increasing the number of loyal customers. Many sales professionals have found NLP to be an effective method of improving their sales targets. It also helps a salesperson become more confident, observant and a good listener. It sharpens their skills and makes them well-rounded individuals who can do better in many other areas in their life.