"Neuro-linguistic programming (NLP) is an approach to communication, personal development, and psychotherapy created by Richard Bandler and John Grinder in California, United States in the 1970s." -google definition
Here are a couple techniques for sales, you might learn something useful! I apply these tactics to my sales and have seen a definite increase after application. I can only speak for myself when I say that I have seen such a difference in the way people act towards me when I apply these "tricks". This will be worth your read. These tips could potentially make you a lot more money in your sales, or just make your sales easier in general.
1). Once a decision has been made it it really hard to change. They say that the first 5 seconds of an interview is where they rally make the decision about whether or not you're going to get the job or not. The rest of the interview they are justifying their decision by giving themselves reasons. The moment somebody makes a decision to buy what you're selling, (you haven't even brought up costs, contract or anything fine print yet), but they said in their head they are going to buy, it might be uncomfortable to bring up contract terms etc. but it won't be a deal a breaker. If you can inspire someone to make a decision very quickly it is a lot easier to talk about the details afterwards. Get people to make a decision fast, then battle the rest.
2). "Premium Number" means an embedded high premium number. What ever number we hear, our brains correlate it to the next number stated whether they are related or not. Here's an example.
"How much is your cell phone bill every month?"
-too much man I pay $175.00
"Okay perfect that is high. Our system is really cheap it's only 49 bucks"
Anything you do, whatever premium number you have put into someone's head, whether they are related or not, will correlate to the first number. The first number is anchor which can be very helpful in making a customer make an easy decision on price.
3). Scarcity principle. Anything that there is less of we want more. Anything. Whatever there is only a few of is worth more. If you can effectively use this concept without coming off as too "salesy" you will see your sales become easier. People are very scared of losing a good deal. Someone will buy something even if they don't need it at that moment just in case later on they might really need it. "Good thing I got a good deal on it!"
4). Authority principle. People will listen to authority. Even when you need to take your car to a mechanic you always want to go to the person that knows the most about it. People say that telling isn't selling, but in my sales I overload my customers with information so they feel like I am the biggest authority in my industry. People listen to authority more than anything, whatever industry you are in, make yourself the authority, because they are going to want to listen to you. People want to be told what to do it is embedded in us since we were kids. Being told what to do by authority in a sales atmosphere makes it extremely easy to make a decision.
5). Reciprocation principle. If I do something nice for you, by the law of reciprocation you are bound to do something nice for me. Now of course this is not 100% but if I invited you to a party of mine, you're probably going to invite me to yours. This can be a very powerful sales technique if used correctly. One of my customers was still having trouble validating his decision, so I asked him how much he was paying for his cable bill every month. He said "$130 for cable and $50 for internet, too much". Since what I just sold him was $54 a month I offered to call in to at&t and try to lower his bill. I was actually able to negotiate and lower his at&t bill $52 a month and in return he signed a contract with my service. Now he will never cancel with me because I went the extra mile and did something nice for him.
6). Liking principle. We all know that people buy from people they like, it's a fact. But what people don't know is how do you make people like you? And I'm talking quick.. like if you're on a date with a girl for example. First of all, obviously jokes. Breaking the ice is always a good thing. Second of all, similar interests. We like people that have similar interests to ourselves. If you and your friend are both in to basketball you have something to talk about for days on end. Third, compliments. People are not used to getting compliments throughout their day. "Wow I really love the hat you have on!" If we get a compliment we feel good, that's extremely important! Give someone a genuine compliment about what you like about them and they will like you. Fourth, common goals. People who work towards common goals tend to like each other. If your customer wants to save money, and you're there to help them save money you're working towards a common goal. Fifth, personal stories. People want to get to know you as well. Stop for a second and share something about yourself, especially if it is an embarrassing story. They feel like they are really getting to know you because you are confident enough to tell them something embarrassing or funny that happened to you. It shows confidence as well when you can open up to somebody. These by the way are all subliminal effects. They're not going to say , wow I really like you! But they will think, "wow I really like him" and not even know why. That is the power of NLP.
Lastly, asking questions. But how do we ask questions? There is a rule to asking questions with three steps.
You start generalizing (like location), then you move to passion (what do you like and love), then move to identity.
The NLP power of this is that when people are talking about what they like they feel good. Secondly if they are talking about what they like while looking at you, their subconscious mind is automatically making an association between what they like in life and you. That really helps create a connection.
Create an association between what they see and what they talk about.
The last trick is repeating back to them what they said to you. This is powerful in establishing a connection, they won't even realize what you are doing all they think is "wow this dude really gets me" lol
This stuff WORKS please try to apply this to your sales or even next time you're on a date (mainly the liking principle). It's all these little things that if you master you can really effect someone's feeling towards you. And that's it!