How You Can Use NLP Techniques Today To Easily Make More Money
If you’ve ever bought something, or sold anything, or used anything that was either bought or sold, then you are aware of the incredibly massive flow of money that surrounds sales. Every single day millions upon millions of people buy stuff that they need, stuff they want, and stuff they may never even use.
And in many of those cases, there is a salesperson making a commission on the sale. It could be a face-to-face sale, it could be a sale made over the phone; it could be an affiliate sale over the Internet. No matter how you slice it, every day billions of dollars change hands.
Ever since Krosus of Persia came up with the idea of coins, the world has never been the same. You could earn this magical thing called money through your efforts, and with this called money, you could buy pretty much whatever you wanted.
Indeed, historians have noted that the first two industries that popped up soon after Krosus’ coins were casinos and houses of ill repute. The world’s oldest profession is twofold.
And in every transaction, everybody is making their cut. Here in Japan, if you want to go down to the Kimono shop and buy yourself a decent silk kimono, you’re gonna be set back at least ten thousand dollars. That is a prime example of everybody getting a piece of the pie.
Starting with the silk worm, the silk is somehow transformed into a piece of cloth, then dyed, then cut, then carefully stitched together into an exquisite pattern, then sold by a happy shopkeeper to a happy customer for ten thousand dollars, or more. And every step along the way, somebody is getting paid. A lot.
So how do you get your piece of the pie? How do you get in the game and get paid, just like everybody else? Learn to sell. And believe it or not, that is much easier than it sounds. People have been buying and selling for hundreds of thousands of years. Even other animals use a form of barter. The bee pollinates the flower in exchange for the raw material to make honey. The bee doesn’t give a whit about the survival of the particular species of flower, and the flower isn’t concerned with how the bee is going to use its nectar.
But nature has provided them the basis for a mutually agreeable business relationship. All that is required is that each participant holds up its end of the bargain.
And therein lies the biggest roadblock to selling. Whenever we humans we a salesperson, we are immediately on guard. We sometimes feel as if they are trying to con us out of our hard earned dollars. So we have this resistance. Once that resistance is overcome, our natural inclination of buying and selling can flourish.
How is that done? Through the art of rapport. When you build rapport with a client, they will trust you with their money. They will trust your opinion and recommendations, and they will likely buy from you.
How do you create rapport? Many sales techniques will teach you to make small talk, find areas of similarity, and compliment them on their shirt or their watch. Use their name several times in the conversation. While this may work it is not nearly as powerful (or as easy) as rapport building techniques taught in NLP.
How do you do this? By simply noticing their model of the world, and matching it as much as you possibly can. This starts with matching their body language. If they are crossing their legs, you cross yours. If they scratch their nose, you scratch your cheek. If they take a deep breath and lean back, you do the same.
If they speak slowly, so do you. If they put extra emphasis on certain words, you do the same. And never, ever paraphrase. Nothing kills rapport faster than paraphrasing. Especially if they are using words that are vague. For example, if they say they are interested in “safety,” don’t change their word to “protection.” These may be two completely different words with two completely different meanings in their mind.
If they say “I want a car that will provide safety to my family,” they key phrase is “..provide safety to my family.” The only change you should make is changing the “my” to “your” when you feed it back to them. So when you are describing your best model:” And another thing people really like about this car is that it provides safety to your family.”
It can take time to master this, because you have to let go of your fears and ego and get out of your head and actually pay attention to the person you are talking to. But just like with any other skill, the more you practice, the better you’ll get.
When you can sit down with a client, and match their world, they will feel at a deep level that you really understand them, and their needs. And you will able to sell them almost anything.
Of course it goes without saying, but I’ll say it anyways, that you should never ever sell something to somebody that they really don’t need or want, or isn’t in their best interests. This will create all kinds of bad karma that will come back to haunt you, in some way.
One way around this, and something salespeople don’t usually think about, is referrals. If you have a client in front of you that you have developed considerable rapport with, and you honestly don’t have a product that suits them, or your services just aren’t right for them, be the first to acknowledge that. Most people have a hard time saying no. When you, as a salesperson, tell your client that you really can’t help them, and even provide them with some alternatives, you will create a huge amount of trust, and respect. And that usually means a ton of referrals.
In sales, trust and respect will earn you more money than you can possibly imagine. If you focus on earning trust and respect through rapport, then the money (and the honey) will inevitably follow.