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Your sales results depend largely on your ability to build personal and emotional value for your prospects.
I have made countless purchases based purely on emotional appeal, while very few of my purchases in life have been based wholly on logic. If you think about your past purchases, you’ll probably say the same.
Neuro-Linguistic Programming (NLP) is the study of influencing the subconscious mind through every-day conversation...
Because of NLP, we know that questions are some of the most influential language patterns, because they must be contemplated by the subconscious mind in order to be answered. (Statements, on the other hand, can often be rejected by the conscious mind on their face value without any contemplation.)
When you ask powerful questions, you engage the client at a deep subconscious level. This will often make the difference between losing the sale and closing the sale.
Questions like the ones below will help you build value toward a purchase, but only if you allow the client to fully associate and answer.
These will build strong motivation, both toward what they want and away from what they don’t want (both types of motivation are needed in sales!), compelling the client to want, desire and ultimately purchase your offering.
All of these questions should be asked from a place of rapport. Without rapport, the sales process is mechanical and unemotional. Rapport is something that is covered in other blog articles and in my NLP sales training.
In the following sample questions, I’ll be using a weight-loss program as the example product/service for sale, but these questions can be applied to any product or service in any niche. This is not a “script,” but rather a collection of questions to have in your tool-belt. Practice them until they become second nature.
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These are all just examples, but I know you can see the theme. These are open-ended questions that associate the client to their OWN personal motivations and values, rather than the rehearsed values and benefits of the sales person.
Most sales-people mind read that the client has the same vales as they do, and talk, talk, talk. The key to sales is to SHUT UP. Let the client sell themself.
For these questions to be most powerful, do not allow the client to respond with surface answers. If they’re not digging deep, help them dig by asking some of these questions to draw out real, personal, emotional answers:
If you put these value building questions into action in your sales encounters, my opinion is that you’ll see immediate results that will grow the better you get at building value.
If this has been useful for you, I want you to know that this only 1% of sales. It’s an important 1%, but still just a piece of the puzzle. You can learn more about how to close sales with NLP by downloading my ebook, Ultimate Sales Closes, ($19.99 value) for free below.
Get My Book, The Ultimate Sales Closes FREE! ($20 value)
You’ll learn NLP closes from the best sales pros in the world!
Tags: course, home study, NLP, sales
Michael is a best-selling author, business coach, success coach, and international speaker with impressive credentials and experience.
He has helped nearly 200,000 people around the world learn to use the power of the mind to turn off the "autopilot," take hold of the controls, and create the life of their dreams.
Michael started Transform Destiny in the year 2000 with a deep passion for helping people transform their individual destinies, after transitioning from an unsatisfying field in computer programming.
Now, he heads Transform Destiny, the top NLP, hypnotherapy, and coaching training company in the world, and our trainers teach these valuable skills all over The United States of America, as well as other countries.
You can read more about Michael on his bio page.
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