by Coffee News AUSTRALIA

To understand how your buyers are thinking, be sure to read their eye movement. When a prospect looks up and to the left, they are remembering images. In your presentation, did you use visual words? When they look up and to the right, they are creating new images in their minds, so again be sure to use visual words.

Suggest pictorial relationships between objects and ideas. Vivid mental pictures help you hold a buyer’s/prospect’s attention and close more sales.

Have you connected with mental “hinge” words? Tie persuasive suggestions to factual statements to sell your product - or yourself. Such strong mental hinges are words, such as ‘make’, ‘cause’, ‘since’, and ‘require’. These words can imply a necessary connection between one event and another.

People like to buy and do business with people like themselves. Observe the mood, speech rate, volume, opinions, and beliefs of your buyer. Then let your own demeanor reflect that of your buyer’s behaviour.

Don’t carry too much sales material with you to the table. When you are loaded down with sales materials, you are loaded down mentally as well as physically. Too much material makes you look more like an ATO auditor and might intimidate your customer. Also, excessive presentation points give the customer more things that he or she might find negative.

Back to Articles