Those who prefer auditory words, such as: listen, hear or sounds like, would possibly rephrase the sentence above into: ‘Can you hear what I'm saying?'

Finally, a sentence phrased in a kinaesthetic way focuses on how we feel about something; for example, ‘Do you get a feel for this?'

Listen to the words people use

Do your customers focus on visual words? For example: ‘It looks lovely; I really like the colour and style; I can just see myself using it'? Maybe they prefer more auditory expressions. ‘I like what I'm hearing, it sounds great.' Or do you get the feeling they may be kinaesthetic because many verbs are integrated into the conversation, ie ‘It feels the right choice. It is so easy to handle.'

Once you identify someone's style and their communication system, respond to them by using their preferred language and words. It is unconsciously flattering to the receiver and they will be able to understand you better. As a result, rapport is built much faster which creates a solid foundation for any sale.

Match your sales strategy to your prospects

During your sales pitch show pictures and samples to stimulate the imagination of the customers who are the visuals. Allow the kinaesthetic customers to handle product samples - they need to get a feel for them. Auditories are motivated by sound, so be aware of the words you use. If your products can be switched on, these customers will be able to ‘hear' their quality and comment on their actions.

Ask your consumers: Would they prefer to see products working or simply have a conversation about their features and benefits? Would they like to make a decision on the day? If not, how long they wish to take to think about it? Consider: how much information they need to be able to make a decision.

The NLP Meta Model

A real winner in the sales process is the principle of the NLP Meta Model.  It is a series of questions that provides more information or leads to an alternative thought process about something stated. It is an absolute must for anyone wanting to cut to the chase in a sale when answering questions or being faced with the anticipated ‘objection'.  For example: ‘This feature is no good to me, I'd only use it occasionally'. Well, occasionally may just be often enough to make the feature cost effective or worthwhile. The salesperson can choose to accept the statement or challenge it: ‘Exactly how often is occasionally?'

Using questions in this way allows you to identify any missing information your customer may omit from their answer or to clarify a general statement. In the sentence ‘That's no good for me I'd never be able to use it', the generalisation can be accepted or challenged: ‘What's never? We could show you how easy it is to use' The Meta Model will help you to drill down for the information you need to be able to respond accurately and with speed to questions, objections or levels of interest. Try using the phrases ‘what exactly do you mean' or ‘how much exactly?' Such questioning techniques will help locate the missing content which you need to identify in order to help your customers find best solutions for their needs.

‘Towards' and ‘away from'

If your customer tells you what they want - they are ‘towards' types. If they are specific about what they don't want - they are ‘away from' types. This is a great clue as to how they process information. If they are ‘towards' types, ie focused on what they want, explain the benefits of the products. eg low energy use or peace of mind. If they are ‘away from' customers, tell them what they won't have to do or get by owning the product, eg they won't have to worry about changing filters etc.

It's likely that your unconscious mind is directing you to operate in this way anyway. However, how much better your sales results are likely to be if you consciously use these techniques in the future.

For more information on Beyond the Box and the range of services, go to www.beyondthebox.co.uk or call 0845 270 6520

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