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| Bob Hafer,
MIRM, CSP |
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Selling to people the way they want to buy
A revolutionary sales technique based on dynamic communication principles is gathering momentum with new-home sales teams around the nation. This process teaches in mere hours how to advance personal performance, improve communications, perk up sales, develop referrals and increase income.
Right about now you are probably asking, “What is this revolutionary sales technique and where can I learn it?” I don’t blame you for asking – it’s the natural thing to do. After all, as a salesperson you are naturally curious. It is your curiosity that allows you to be successful. If you don’t ask questions you won’t know what is important. You won’t know what your prospect needs and wants.
I want you to focus on your curiosity and understand that my intention is to use that inquisitiveness to teach you new skills. Once you understand the power within these new skills you will hear information your prospects provide in new ways. You will be amazed at the amount of information that now is available to you. Information to close more sales, earn more money and gain more referrals!
The focus of this newsletter and many to follow is to introduce you to the power of Neuro Linguistic Programming (NLP). When salespeople apply NLP technology sales and customer satisfaction increases. This approach enables salespeople to make sure that a product is matched to a customer’s precise needs. And the customer becomes aware of how carefully the salesperson is attending to what is important. In other words you begin to 'sell to people the way they want to buy'.
This behavior positions a salesperson differently in the mind of the customer. The salesperson is no longer just another ‘sales rep’ in the customer’s mind – the salesperson becomes someone-to-be-consulted and a valuable resource rather than a nuisance-to-be tolerated.
This issue of Building Results introduces you to NLP and provides an NLP exercise to complete. I can almost hear you sigh – I know you are saying to yourself, “What exercise?” Don’t worry, I promise that each exercise will be painless and important.
Keep this thought ‘in mind’, what you hear you forget – what you see you believe – what you do you understand – and what you practice you learn. If you want to learn new skills you have to hear, see, do and practice differently. Open your mind and get ready – you are about to embark on a success journey that will increase sales and income now and in the future.
Robert E. Hafer Seminars
To learn more about Robert E. Hafer seminars and workshops and purchase Building Results – The Ultimate How-To Guide For New Homes Sales, visit click here, email Bob at Send Emailor call 972-795-5926.
Please share this newsletter with your builder, sales manager, marketing director, training department and other new home salespeople. Just click on 'Send to Friend' and follow the simple instructions.
Good Luck and Good Selling!
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What is NLP?
In a nutshell NLP can best be described as follows:
1. NLP is a method of personal development – a tool for improving performance.
2. NLP is a method of effective communication – a practical and pragmatic collection of insights and methods that enables people to improve communication with themselves and others.
3. NLP is a means of modeling – or creating models of human behavior that can be learned and duplicated
What Do The Letters NLP Mean?
The letters NLP stand for Neuro-Linguistic Programming. The following describes each letter:
N – Neuro refers to how the mind and body interact.
L – Linguistic refers to the insights into a person’s thinking that can be obtained by careful attention to their use of language.
P – Programming refers, not to the activity of programming, but to the study of the thinking and behavioral patterns or programs which people use in their daily lives.
Owners Manual for the Brain
NLP is like an owner’s manual for the brain. In school people were taught many things but were never instructed on how to develop effective interpersonal relationships. That's where NLP comes in. NLP is a set of insights and skills to improve communication with another person.
Becoming skilled in NLP enables people to do whatever they already do reasonably well, even better. It allows people to acquire new skills and attitudes and it enables people to manage their thoughts and behaviors more effectively and efficiently.
The Study of Success
NLP has been described as the technology of the mind, the science of achievement, and the study of success. NLP is based upon the search for and the study of the factors which account for either success or failure in human performance.
For over a quarter of a century NLP experts have studied or modeled the behavior and thinking styles of particularly effective and successful people.
The results of this work provide shortcuts to more successful living - people learn in hours what may have taken experts years to discover by trial and error.
NLP is, in effect, the study of what accounts for these types of performance. It is the practical and pragmatic study of the ingredients of excellent performance and the transfer of these ingredients to others.
NLP Sales Model
To apply NLP in selling it is necessary to model or extract the key ingredients of successful selling – what follows are two important chunks in the sales process.
First - salespeople are taught to make sure a customer recognizes product value or service – and then buys. Most sales training courses and books focus on teaching this type of selling.
Second - salespeople are instructed to give minimal attention to developing a relationship with customers. Which explains how tough a field selling is becoming – salespeople are not equipped to deal with an increasingly sophisticated, better informed and more demanding customer base.
To counter this trend sales people must look for ways of becoming more skilful at being ‘customer friendly’ – instead of simply becoming ‘friendlier with their customers’.
Yet, many salespeople dislike selling. They actually fear their customers – because they see selling as a ‘numbers' game’ instead of a ‘people game’.
When good salespeople are modelled it is discovered that they actually like people. And people pick up on this and, if the product and terms are right, they become customers.
What Has Been Said About NLP
Science Digest said that NLP 'could be the most important synthesis of knowledge about human communications to emerge since the sixties.'
Training & Development Journal reported that NLP 'offers the potential for making changes without the usual agony that accompanies these phenomena' and that it 'allows for increasing options, flexibility, creativity and therefore greater freedom of action than most of us know.'
Anthony Robbins said that NLP is 'an incredibly effective and enjoyable way to access more of the true potential of your brain.'
Robert E. Hafer Seminars
To learn more about Robert E. Hafer seminars and workshops and purchase Building Results – The Ultimate How-To Guide For New Homes Sales, visit click here, email Bob at Send Emailor call 972-795-5926.
Please share this newsletter with your builder, sales manager, marketing director, training department and other new home salespeople. Just click on 'Send to Friend' and follow the simple instructions.
Good Luck and Good Selling!
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Sales success depends on getting the little things right
I ask you to accept a fact: You are continually communicating to the rest of the world who and what you are - you cannot not communicate.
Your car, dress, posture, hairstyle, and vocabulary all communicate who you are. And it is not just the brand of car you drive, but whether it is old or new, and whether it’s interior is neat or messy. If your car is new, it communicates success. If your car is clean, it communicates attention to detail. Likewise, if your office is neat and organized, it says you care. Customers choose to buy from successful people who attend to these details.
March’s NLP exercise
We human beings communicate through physiology, tonality and words. This month I want you to focus on these three channels of communication.
I want you to focus on your physiology - what prospects perceive you to be as they meet you for the first time. Be purposeful in the way you position and carry yourself. Be mindful of posture, dress, hygiene and hairstyle.
I want you to focus on your tonality - speak with enthusiasm and confidence. Be conscious and selective of your tone of voice, also pitch and timbre, the rise and fall of your voice. Make certain it is natural and not stilted.
I want you to focus on your words - make certain your words communicate your desire to serve in an ethical manner? Do they communicate a “service ethic?” Do they communicate you have the customer’s interests at heart?
You cannot not communicate
Prospects are continually and often unconsciously picking up cues from your physiology, tonality and words. They’re using those cues to decide whether they trust you and want to work with you.
You'll be amazed how easy it is to achieve rapport when you align yourself with the customer through physiology, tonality and words. The most successful salespeople I know do everything possible to immediately achieve this alignment or balance. They leave nothing to chance. They choose to attend to all three channels of communication. You can, too!
Robert E. Hafer Seminars
To learn more about Robert E. Hafer seminars and workshops and purchase Building Results – The Ultimate How-To Guide For New Homes Sales, visit click here, email Bob at Send Emailor call 972-795-5926.
Please share this newsletter with your builder, sales manager, marketing director, training department and other new home salespeople. Just click on 'Send to Friend' and follow the simple instructions.
Good Luck and Good Selling!
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