Sales Advice 
Observing and Understanding Clients Eye Movements (Pt. 3)
- Eye patterns were hard wired into us at birth and therefore are what I refer to as pre cognitive conditions. They give us the deeper inside track on what is going on deep within our clients. The best selling professionals are keen to get beneath the surface and work with the opportunities eyes offer. With a little knowledge, understanding and perseverance you will surprise and delight people with your unique observations and accurate in-sights.
- Deeper knowledge of eye patterns allows the professional to understand the whole process that a client follows on the inside leading to a “Yes, No or Maybe!” Once you have the process and can elegantly follow it, your results will improve exponentially.
- So knowing how to read an individual eye movement gives you an edge. Knowing how to follow the order of the eye movements and replicate a process gives you an even bigger edge. Are you ready to look deeper within?
- Understanding eye patterns gets deeper access into the lives of people you are supporting with your products and services. Reduce client attrition, deepen rapport and improve your overall results. Learn and apply the opportunities you are looking at.
- The eyes are the doorways to congruence and alignment. The eyes are an opportunity to create a more minimalist approach to selling. Say less and achieve more by watching, observing and honouring processes that have been available since the start of time.
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Observing and Understanding Clients Eye Movements (Continued)
- The mind has a magnificently effective library; I mean how else can I remember anything. To bring focus to a memory in a clients mind, simply ask a question e.g. What has been your most valuable lesson in life? So from all the millions of potential memories we now have focus on one or maybe several while they remember their most valuable memory internally. Watch a clients eyes as they move from memory to memory and stay respectfully quiet until they stop moving or answer.
- Bringing memories to mind is sometimes referred to as revivification. It triggers supportive sets of internal processes that give supportive reasons to buy when used well. When used badly it can drive prospects to faults, difficulties and fears.
- Pay attention to what you choose to direct a clients attention to, then watch the eyes move, are you creating lots of great, supportive positive associations and can you confirm this from the location of the eyes? Once you know the clients states are good, you can return to the same focal space as and when you need to. The optimal time for repeating what you effectively utilised during the introduction is at the point of purchase.
- Compulsive personalities have a one step strategy which is see then buy. The eyes would show you one movement before the person buys. As you can imagine whilst this helps retailers and therapists it is often painful, harmful and damaging for the client. On the positive side some entrepreneurial figures also follow this strategy when they see something they like they just buy it.
- A client with a one step see/buy strategy is also modelling elegantly the way our human system often demonstrates phobias. If someone instantly jumps and screams when they see a mouse, ask yourself do people see the same mouse every time? Is it the same color? Is it the same weight? Yet our brain function generalizes the experience removes the key distinctions and generates an automated set of responses. Knowing these unconscious processes and learning how to use them is vital knowledge for the selling professional.
Still more to come in the next updates. Visit Fast Forward Training and Development for more information regarding sales training courses.
Observing and Understanding Clients Eye Movements
Looking deeper into prospects eyes or just observing their natural, flowing and revealing movements. Three vital things to know about eyes, even if you forget everything else, 1. Location 2. Location 3. Location.
- The simple yet profoundly useful eye patterns often taught give you the primary opportunity to know how a person is processing information. Is your client seeing pictures, hearing sounds, feeling sensations and saying words internally? Once you know you can more accurately enter their World and sell to their specific processes.
- Have you ever noticed where a clients eyes focus at the actual point of deciding to buy a product. What is the focus of attention and where does the clients gaze come to rest? This location contains many secrets including the space in which they will make future buying decisions. So now think about the possibilities this space offers:
- When prospects eyes go to a particular location, complex cognitive process continue on the inside. Yet from a sales point of view are we really interested or could we even content with that amount of information? The key is to simply notice that the client is in the buying state as a consequence of visiting this location.
- So once you have found the location that a client focuses on when buying, what is the prospect typically constructing in their minds eye in the present moment? Well actually they are seeing pictures, hearing sounds, feeling sensations and saying words internally.
- Helping clients to see supportive pictures, hear appealing sounds, feel enjoyable sensations and say aligned words internally helps unlock the personal process and patterns that lead to aligned outcomes. All of this is contained within a customers eye patterns.
To be continued on up coming posts….
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Why Sales Training is Important
One question that is always in the mind of a sales person is “How to sell?” Certainly, knowledge of the product is crucial and is an essential part of selling but what’s the use of all that information when you can’t manipulate it to bring in prospects and to close deals with clients?
The process of selling is like taking your customer for a ride with you as the driver. Your client’s destination is to satisfy his needs. Your task is to take them there by maneuvering ups and downs, curves, speed bumps, detours, and roadblocks – situations that arise when talking with your client. The ride may be short or long but as a sales professional, you should do what you can to reach that destination of closing a deal. Driving involves skill and a lot more goes for selling.
With sales training, you can learn and improve skills that are essential in the art of selling. The simple but elegant skill of greeting a customer properly can make a good first impression on your clients. How you manage and overcome objections will keep you in control of the sale. Selling involves a lot of skills and it is always evolving to match how businesses are conducted. As businesses take on new ventures and media, sales training is needed to equip sales professionals with the proper skills to satisfy customer needs.
Failure to notice the importance of sales training can be devastating to a business. When clients are beginning to say “no” often, this is a bad sign. One reason why customers aren’t satisfied is because a sales person was not properly trained to meet their needs. You can present and talk about your product intelligibly but if the client does not see the product’s significance in their life, you’re just wasting their time. It is a good time to train or re-train sales people when this situation comes.
Selling basically boils down to the skills involved when trying to make a sale. With proper training, observance and implementation of these skills, a sales person can close a deal which can satisfy both the seller and the client.
Visit our main site at www.uksalestrainingcourse.co.uk to find out more information on sales training.
Persuading: by Pain or by Pleasure?
Pain and pleasure — these are the most common motivators for most people, if not, for all people. When we think about the result or consequence of what we are about to do, we often come up with accomplishing a goal or avoiding something bad.
Consider this situation wherein a month long project is about to end and requirements are to be submitted by the next day. An employee motivated by pleasure may have this thought in mind, “Finally, I can show the results of a job well done.“ On the other hand, an employee motivated by steering away from pain might be thinking like this, “Finally, I’m just glad that I finished this project before the deadline… or else I might get fired.” Looking at their thoughts, it is clear that they are motivated differently. Applying this concept in persuading clients would be a great tool for any sales person.
Know what motivates your client by asking specific questions that when answered you would know if they’re leaning towards pleasure or fleeing from pain. Work on pointing out the benefits (pleasure) or the things they would miss out on (pain). Sometimes, a delicate balance is needed when appealing to your clients.
Always remember your satisfied customers.
Always keep a record of clients who have been happy to buy a product or service from you. Let them give you a testimonial that they are satisfied and keep those messages as a record. This will help you in convincing future prospects that what you offer to them is quality products and/or service. Some people need to hear the recommendation once, others twice, and many more three times. Some people are never convinced at all. By having a record of the testimonials of previously served clients, you can show it as proof and it will give your clients peace of mind.
Know more in our Sales Training Course by visiting www.uksalestrainingcourse.co.uk.
Why is appealing to your client’s core values important.?
Have you ever watched a film or read a book that moved you? The reason is that somehow it appealed to your core values and beliefs, you found yourself connecting deeply to the main themes and linking it to your identity as a human being.
When you, as a sales professional, learn this ability to connect and motivate a client, you can pretty much sell anything. Values operate on a hierarchy so if you find the top one, all the others will follow. When a person really finds that their values are being satisfied they will buy!
Learn more about this by taking a Sales Training Course. Details can be found at www.uksalestrainingcourse.co.uk.
Put yourself in your client’s position.
People like people who are like them, that is really like them, use their words and phrases, gesticulate like them and really take the time to enter their world. “Wear your client’s shoes.” — Immerse yourself in their environment and think, act and speak like them.
With this form of communicating, your client sees that you can relate to them and understand their situation. Therefore, they are more likely to be open to suggestions by you and will eventually end up buying your product or service that you are offering.
When you take a Sales Training Course, you can find out more information on how to think more like a customer. Feel free to visit www.uksalestrainingcourse.co.uk to try one.
Influencing clients by how you speak.
As a sales person, your communication skills is your main asset. The way you talk to a client can definitely affect their decision to finally say “yes” or “no” to your sale.
The impact of spoken words in a sentence dramatically increase or reduce your chances of total success. Visual people really do respond better to visual words and then even better still to their own visual words. Use specific adjectives that can properly describe your product and better yet, use words that your client can relate to and easily understand.
Then there is the pace of or speed of the spoken word, if you speak quickly it’s known to be far more motivational and appeal more to a visual audience. Yes, the more motivated a client is the more likely they are to buy.
Slowing down will bring the touchy feely types along, mix the snails pace with feely words to enter their world and guess what, not only will they be touched by your approach they will buy more.
With our Sales Training Course, you can learn more techniques to improve your sales. Visit us at www.uksalestrainingcourse.co.uk.
Increase your sales by studying your client’s behaviour.
Wouldn’t it be great if you can read your client’s mind? –Know what they want and what they need right now? Well, all sales people would really want this superhuman ability but unfortunately we’re only human.
But by learning to read your client’s body movements, like studying their eye patterns and certain mannerisms, you’ll be amazed at how much you can discover about a person.
When I first learned to read “yes!” and “no!” client signals I found it hard to believe that they were so obvious and that I’d chosen to consciously miss them.
Now, what do you do when you know that your client is consciously saying “Yes” and unconsciously says “No!” Firstly how do you know and secondly how do you respond?
Learn about our Sales Training Course in our website www.uksalestrainingcourse.co.uk and discover a lot more!