THE FIVE STEP SALES PROCESS! Setting Up and Completing The SALE! While Not Actually Selling?
by Tad James
SETTING UP AND COMPLETING THE SALE!
Setting Up and Completing The SALE While Not Actually Selling?
The Meaning of Selling:
The word sell comes from the Norwegian ‘selje’, and it means ‘to serve’.
Successful selling is about serving the client:
It’s not about the salespersons need to sell.
It requires listening to find out what the client really wants and providing this to them.
The beauty of the system is that it allows you to focus on deepening rapport,
while your own unconscious mind creatively applies proper elements picked from the library of NLP techniques like:
* Anchoring (your own and customer’s states),
* Modelling real-time buying decisions and strategies, and
* Language Patterns (from binds, agreement frames and conditional close, etc.),
to get most out of the interaction.
Tad James points to the fact that selling (i.e. serving) is about not “actual selling” but giving the customer “reasons” (not just rational but also emotional and sensory based) to make a decision to buy.
In line with this model, the customer, when approaching you has already generated an internal representation of the product or service he or she wants to buy.
Your job as a “seller” is to connect your product or service with this representation.
This may have to happen on the logical level with leverage and find which leverage works for this customer.
Do not try to mind read the customer here, the leverage may be either product feature (physical attribute) or the ego boosting benefit (status or prestige generating product) or something completely different.
It is up to you to collect this information and get to what the customer really wants and connect this to your product or service as a best way to satisfy this need.
Connecting on the values level would take care of most objections.
About the Author
Tad James, M.S, Ph.D is a pioneer in the field of Neuro Linguistic Programming (NLP). As a successful Personal Success Coach and NLP Master Trainer, Tad is the creator of a revolutionary new paradigm for human change known as the Time Line Therapy techniques. He is the author of 7 books and numerous audios and videos in the field of NLP, including the Best Seller “The Secret of Creating Your Future”.
"I expect to pass through life but once.
If therefore, there be any kindness I can show,
or any good thing I can do for any fellow being,
let me do it now, and not defer or neglect it, as I shall not pass this way again"
~ Stephen Grellet
"Faith and Fear Share The Same Definition.
Believing that what you cannot see will surely come to pass.
Faith Attracts The Positive while fear attracts the negative."
~ Author Unknown