Step 3: Be a Better Listener
Listen for NLP indicators. Everybody has a primary basic learning strategy: visual, auditory or kinesthetic (feeling). While people use each of the three strategies in different learning environments, most favor one strategy. Determine your customers' preferred strategy by listening to the kind of words they use. Talk with them in their NLP-favored terms to quickly build rapport. For example, the customer who asks, "I wonder how this will look on me?" is most likely a visual learner. Talk to that person in visual terms. An appropriate response might be: "Just picture yourself..." This is called direct or matched communication; in other words, you are mirroring your customer. If you responded with: "Feel this fabric," there would have been a communication mismatch. The more rapport you have with prospects/customers, the more they will tell you exactly how to sell to them.
- People:
- Ed Rigsbee