||Ever notice how some people have a
certain energy about them that naturally attracts
success. What is their magic secret? Who you are
personally shows up in your sales approach. It's a big
mistake to think that you can fool people when you are
not coming for the right place. It's the subtle
subconscious clues that you send your prospect that can
make or break your sale.
Let's face it - People buy from
people they trust. People trust people who are like them.
The more you behave like your prospect the more they will
trust you. This is the core of relationships.
research has been done on the determining factors of
creating rapport with prospects. It's not what you say
that counts, it's how you say it. These are the three
components in communication for developing rapport.
Words, Voice qualities and Physiology. These three
elements equal 100%. What's your best guess on the
words are only 7% of your communication. Your voice
qualities are 38% and your physiology is 55%. That means
that what you say is the least significant. How you say
it and how your carry your body are the most important
factors in your ability to create rapport with your
important to speak your prospects language. You already
know how to be who you are - it takes an elegant
persuader to care enough about the other person to enter
their world. Everyone wears different glasses to perceive
the world. Your job is to find out what glasses they are
wearing and speak to your prospect about your services
with their glasses on. When someone feels like you
understand them, their trust level goes up significantly
and are more likely to buy.
are three basic types of people Visual, Auditory and
Kinesthetic. Identify which one your prospect is and
enter their world. Keep in mind in different
circumstances people are all three. People tend to favor
one more than the others. You use both of your hands, but
tend to favor one more than the other.
Strategies for the Visual Person
Visual people tend to look upwards, speak rapidly and
have high levels of energy. They love to look good and
will usually dress to perfection. Visual people love
visual information. They speak in visual terms and they
want you to do likewise. They love to see the goods, not
talk about them. The look of the goods is vitally
important in assisting them to make a positive buying
Keep this overview in mind as we present you with a
picture on how to highlight your presentations to Visuals
in a way that is both illuminating and compelling at the
same time. Can you see what we are looking for?
1. For a visual prospect, a picture is truly worth a
thousand words. Use charts, graphs, photos, and slides.
Reinforce your presentation by using the blackboard.
Bring videos if you have them.
2. Use visual words to pace their information gathering
process. Develop beautiful pictures through your
language. Use phrases in summation and closing like,
"Is that clear to you?," "Imagine how this
will...." or "How does this look to you?"
3. Glance upward occasionally. If you want your customer
to imagine something or think visually, you can guide
them to access visually. Looking upward will enhance
their ability to form lasting mental pictures.
4. Write things down for your visual client throughout
the sales call. Write important points down as you
summarize. Encourage them to take notes. When you close
the sale with a visual client write everything down so
they can see the agreement.
5. Dressing professionally is important with any client.
It is especially important with the visual client who
will look for the "image" you have created with
your clothes and your briefcase.
6. Visual clients "notice" everything. Pay
attention to detail and the way things look. The package
is as important as the product
7. And last, but most importantly, paint vivid and
compelling pictures. The more vivid the picture, the more
powerful the influence.
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 tune in to
your auditory prospect. Give them an earful of persuasion
and listen to them to 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?", "Are we in harmony on
this?", "Shall I speak more directly about the
facts and statistics?" or "This plate stamping
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 the auditory customer lots of stories. Story
telling in sales is powerful with everyone, and it is
especially important with auditory prospects.
5. If you have to send them some information they often
will not enjoy reading a brochure, so send a cassette
tape outlining benefits, features etc. Use all the verbal
information you can to move the sale forward. Get audio
tapes into the hands and ears of your auditory leads
right away. If your company does TV or radio advertising,
ask your auditory client if they have heard your latest
6. Have frequent telephone conversations with your
auditory prospects. Even a brief call will mean a great
deal to them.
7. Summarize agreements verbally after closing, using
such a phrase as : "We are speaking about (summarize
details.)" Remember, the Auditory hears everything.
Give them exciting and motivating words that will play in
their internally driven tape player long after the sales
call is through.
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 to rapidly or you will lose them.
Selling Strategies for the Kinesthetic Person
Kinesthetic people are more low keyed, typically the 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
Grasp the important points in this section as we drive
home the hard hitting strategies that work long and hard
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.
1. Use Kinesthetic words and phrases like, "Are you
comfortable with this?", "How do you feel about
that?" or "Do you need a more concrete
example?" Talk about common interests, sports,
family and let them know you care about their feelings.
They want to know that you care about them and you are
2. Meet face to face with Kinesthetic clients. Don't rely
too much on phone calls or written communication. They
crave the head to head, belly to belly feeling that only
one on one 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 the kinesthetic 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 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 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 a Kinesthetic person.
Here are some words you can listen for to
identify your prospects style and use in your
Visual Auditory Kinesthetic
appears announce bearable
blurry articulate boils down to
bright ask callous
clarify audible chip off the old block
clear call cold
clear cut chime come to grips with
clue clear as a bell comfortable
conspicuous communicate concrete
demonstrate converse control
distinct describe in detail cool
dream discuss deep
examine divulge emotional
eye to eye earful experience
foresee exclaim feel
fuzzy express yourself firm
get a perspective give an account of firm foundation
glance at give me your ear get a handle on
hazy (idea) gossip get your goat
horse of a different color grant an audience grab
idea harmonize grasp
illustrate hear (me out) grip
imagine hold your tongue hand in hand
in light of listen hands on
in view of loud and clear hang in there
inspect noise hard-headed
look outspoken hassle
mental picture overhear hold
mind's eye pay attention to hustle
notice quiet intuition
obscure quoted involve
observe rings a bell lay your cards on the table
obvious roar lose
outstanding say lukewarm
paint a picture scream not following you
perceive shout pressure
picture shrill pull some strings
pinpoint silence push
read sing rough
read sound seized
realize speak sense
recognize squeal sharp
scrutinize state slipped my mind
see suggest soft
see to it talk solid
show tell stand out
sight to tell the truth start from scratch
sign tone stress
sparkling clean tongue-tied strong
stare tuned out support
survey unheard of tap
tunnel vision utter test
up front vocal tied up
vague voiced an opinion touch
view well-informed tough
vision whisper unbearable
watch within hearing range uptight
well-defined word for word warm
witness yell wear
Your prospect wants to know that you care about them. It
is very easy for a salesperson to sell their product or
service based on their 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
that value around your product.
1.How to determine someone's values. Ask your prospect
"What is most important to you about buying ______?
Request the top three values and put them in order of
2. How to determine someone's rules or evidence
procedure. Ask your prospect "What has to happen in
order for you to know you have that result."
For example let's say you are selling cars. You ask your
prospect - "What is most important to you about
buying a car? " Your prospect replies -"I want
a car that looks good, that is reasonably priced and gets
good mileage." You ask your prospect - "What's
most important the cars looks or the price?" He says
"price." You reply "What's more important
the mileage or the looks?" he say "The
Now you know three very important things about your
1. Price is most important
2. Looks are his second value
3. The mileage is his third priority.
Now you ask "How do you know when a car is
reasonable priced?" He says - "It's not more
than $20,000." You ask "How do you know if the
car looks good?" He says "When I get in the car
I picture how I will look in it." You ask "How
do you know when a car gets good mileage?" He says I
take long road trips and 25-30 miles per gallon is good.
Now that you have all that information about your client
you have eliminated all the guesswork and can appeal to
his real values. Your prospect feels like you care about
him because you took the time to ask a few simple
questions. This strategy is like playing a dart game and
scoring a bulls eye consistently, versus wishing and
hoping that you will find out what is most important to
With that information you know exactly what to focus on
with your prospect versus focusing on what you think he
values most. Not only is it clear in your mind you have
made it clear for them in their mind. Your prospect is
much more prone to say yes when he is more certain about
what he wants.
Speak to his values in the order he placed and pay close
attention to his evidence procedure for getting those
values met. He has given you the combination to unlock
his buying strategy. When your prospect indicates his
second value is looks is giving you a clue that he may be
visual. You would speak to him in visual terms.
Lastly, you want to attract sales, instead of chasing,
selling, promoting, seducing or going after it.
Attraction is when people come to you. Selling,
promoting, seducing and chasing is when you go after
them. When you set up your life for sales to come to you
invite effortless success into your life.
How to set up your life for irresistible attraction:
1. Eliminate Adrenaline . People relate adrenaline to
success. Nothing can be farther from the truth.
Adrenaline is a source of energy. Humans will go to any
length to get the quickest easiest source of energy.
Adrenaline produces energy - not the healthiest source,
but it is continually available. It is not attractive to
always be on the go and looking at your watch for your
next appointment. People want to feel that you are 100%
present with them. Stop rushing and speeding to get to
your next client. When you show up harried with too many
things on your plate, you take away from your ability to
2. Bump Your Self Care Up To First Class. Take
extraordinary care of yourself. People spend more time
and money on their cars then themselves. Do things daily
that add to your vitality and energy. ie. walk, drink
more water, breathing exercises, stretch, eat healthy
foods, validate your accomplishments and increase your
self esteem, etc.
3. Eliminate Incomplete's and Tolerations From Your Life.
Resolve your problems. Set up your life so that you stop
creating more problems. Begin to solve problems for a
lifetime. Stop putting out the fire of the day and
eliminate the fires from ever starting again. Restore
your integrity. Be 100% responsible and accountable for
your life. Eliminate the holes in your life. Where are
you being depleted? By whom? Plug up the holes in your
life. Attraction can't find you until you're ready. Get
4. Communicate Constructively. Communicate constructively
in every communication. Say nothing but the very best.
Eliminate gossip from your life. Let people know you are
really listening to them. Let people you know you
"get them". Listen to who they are not just
what they are saying. Always tell the truth. This means
more than not lying. There is a level of telling the
truth that will truly set you free and attract others to
you. Increasing your awareness, language and reserves
will afford you any consequences of telling the truth.
5. Create Reserves In Every Area Of Your Life. When you
have reserves you are always at choice. When you have
reserves you can fully respond to your life versus
reacting. Reserves of money, prospects, time, energy,
opportunities, love, etc. You need much more then you
think you need. The process of creating reserves will
strengthen you. When you have abundant reserves, you'll
become an even stronger magnet for what you want -
because you won't need it.
6. Deliver It All. Always under promise. Even under
promise what you know you can deliver. Deliver 20% more.
Be anticipatory. Start fulfilling needs others haven't
even thought of yet. Open up conversations for service in
areas other's haven't thought of. Create demand. Add
value to whomever or whatever you encounter. We all have
something to add. Add it. When you add what you have to
other's lives, you become much more attractive.
That You Care.
Want a lot for others, perhaps even more than they want
for themselves. Then share it. Tell people who they are
no just what they do. Remind them if necessary. Give
genuine compliments. Release your attachment to the
outcome. Be gracious and caring. Don't be in a situation
where you need business to survive--buyers smell this and
8. Have A Strong Community. Have a strong professional
network. Have resources that you can refer. Surround
yourself with positive people that believe in you.
Eliminate toxic people from your life. Be careful who you
let into your tribe.
9. Be a Model. Be a walking example of the benefits of
your product or service. Credibility can be instantly
established when your prospects learns how much you
personally enjoy your products or services.
10. Attitude Of Gratitude . When you are grateful for
what you have, you get a whole lot more. Seek to serve
instead of just seeking to sell. Lastly, Remember the
mission and forget the commission.
Nancy M. Powers is a professional success coach, writer,
and captivating keynote speaker who leads seminars on
personal development and communications. She specializes
in coaching CEO's, Entrepreneurs and small business
owners to get results. Having a coach is like having
someone take a helicopter view of your entire life. It's
easy to give advice and suggestions to others, but when
it comes to your life you may have difficulty seeing
things clearly. A coach can help you identify where you
want to go, what's in the way and strategize an action
plan to move you forward. Nancy provides the tools,
structure, accountability and support you'll need every
step of the way towards your success. Drawing on her
experience and dedication to research, she responds with
training that produces solid, quantifiable, bottom-line
results. Some of her firm's clients include, Allstate,
New York Life, IDS American Express, Prudential Real
Estate, Prudential Securities, Paine Webber, etc. She has
been featured in Newsday and published in several
national magazines. She is the author of "Coach
Yourself to Success!" She is certified in Neuro
Linguistic Programming, and Hypnotherapy. You may contact
her by phone at (305) 653-8833 for an introductory
coaching session or write to Nancy for a free trial subscription of her
can E-mail her at: ICoachU@netrox.net