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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.
7. And last, but most importantly, paint vivid and compelling pictures. The more vivid the picture, the more powerful the influence.
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 your prospect.
Visual Auditory Kinesthetic
amplify active
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
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.
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 decision.
Your 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 prospect.
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.
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.
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.
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 feelings.
6. Visual clients "notice" everything. Pay attention to detail and the way things look. The package is as important as the product
to Visuals.
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.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 importance.
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."
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.
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,[link widoczny dla zalogowanych], 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.
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.
Selling Strategies for the Kinesthetic Person
Here are some words you can listen for to identify your prospects style and use in your presentations.
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.
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 their friend.
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.
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?"
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.
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,[link widoczny dla zalogowanych]. Can you hear what we are saying? Are we beginning to sing the same tune?
7. Show 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 run.
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 attract.
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.
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.
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,[link widoczny dla zalogowanych], feel the car finish, touch the rock fireplace,[link widoczny dla zalogowanych], 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,[link widoczny dla zalogowanych], they won't stay "with" your presentation.
There 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.
Much 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 breakdown?
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.
Selling Strategies for the Auditory Person
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.
Now you know three very important things about your prospect -
1. Price is most important
2. Looks are his second value
3. The mileage is his third priority.
How to set up your life for irresistible attraction:
6. Have frequent telephone conversations with your auditory prospects. Even a brief call will mean a great deal to them.
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.
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,[link widoczny dla zalogowanych], 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 ads.
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?
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.
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.
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 looks."
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,[link widoczny dla zalogowanych], stretch,[link widoczny dla zalogowanych], eat healthy foods, validate your accomplishments and increase your self esteem, etc.
Selling Strategies for the Visual Person
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.
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."
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,[link widoczny dla zalogowanych], not necessarily see it. What others have said about your product is very valuable information.
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,[link widoczny dla zalogowanych].
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.
4,[link widoczny dla zalogowanych]. 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.
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.
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.
It's 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.
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.
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 ready.
Author's Bio:&nbsp,[link widoczny dla zalogowanych];
By Nancy Powers
See all Articles by Nancy PowersSee Nancy Powers's Expert PageGet Updates on Sales TrainingGet Updates on Nancy Powers Average: 0 Your rating: None Tweet
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It started on Saturday. I was speaking with my dad about how I was having a challenging time with the fact that my fiancé has a little 3 year old, and how I’m having to get used to the crying and all the other little things a three year old goes through.

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Grade A, than last year increase 7 seats. should be mindful of the following details: the examinee to point the way, In particular, urban labor force and scientific quality, scientific quality is the main part of the quality of citizens. the land is located in seven road, the main building height control in the 100 meters. Zhou said." Ms.
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" Ji'nan Pingyin Li is very lucky to find a job. if you have to take off clothes, they will arrive soon. may cause the bees. During the entire grid work, the cost of network rectification by the original management unit is responsible for the The for this, easily upset gas impatient, once the abnormal emotion to timely medical treatment. one side for the middle-aged woman flashing "Census" work permit. there are individual residents.
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