Know the Language of Sales to guide you to SUCCESS!

To be a successful realtor - agent, it is critical to learn the Language of Sales. To master selling such that your words can cause instantaneous action in others, to build rapport or to have a positive frame of mind at all times will guarantee your long term survival as a great salesman.

NLP otherwise known as Neuro-Linguistic Programming is just that. NLP is the study of how words affect the brain to get an outcome. It provides strategies which will cause your customers to be more inclined to work with you and allow you to build rapport more quickly. NLP is a study of collection of "people skills" based on a deep understanding of how the mind works and how humans create an understanding of reality in their brains. It is the study of how words affect the brain to get an outcome. It is how the brain analyzes what's going on around you, looks for a time you have experienced similar items, searches for repetitious patterns which in turn creates an "I've been there.....done that feeling."

In NLP there are three pivotal skills. They are:

1. Influencing Skills - Which is used for teaching, leading, negotiating, mediating and persuading.
2. Self Management Skills - Used to move from motivation to learning to decision-making to self-fulfillment
3. Healing Skills - Used for resolving conflict to healing trauma

The Language of Sales really only uses influencing skills.

When using NLP to its optimal use on a prospect/client, one must consider how the other learns. There are basically 3 ways that people learn:

1. Visually - by seeing it
2. Auditory - by hearing it
3. Kinesthetic - by feeling or doing it

To determine how your prospects learns, you must ask them questions and listen to their responses, or simply just listen to what they are saying.

For example, if a prospect says something like, "I hear the market is picking up." They are an Auditory person. If they say, "I see the market is starting to move." They are a Visual person. Finally, if they say, "I feel the market is getting better." They are obviously a Kinesthetic person.

Knowing what type of ways people learn, will make a tremendous difference in say for example, how you deliver your Listing Presentation. If they are an Auditory Person, a Listing Packet is of no use to them. They want to hear you speak and find out that way what you are going to do for them. If they are a Visual Person, they will then want to see a Listing Packet with how you are going to sell their home. And if they are a Kinesthetic person, they will want to be made to feel good about what you are going to be able to do for them in order to sell their home and they will want to be interactive with the process.

Here are some important things to remember with each profile type:

Visual

• They have difficulty with verbal instructions
• Their mind might tend to wander
• They want to see it to learn it

Auditory

• They learn by hearing
• They are distracted by noise
• They talk to themselves
• They repeat back easily
• They like to be told what to do
• They like praise, music and talking on the phone

Kinesthetic

• The move/talk slowly
• They stand close to you with eyes down
• They memorize by doing or walking through it
• They are less distracted by nose
• They must experience it
• They must be given directions as they do it
• They like physical rewards

There is no right or now wrong way to be. We are all HARDWIRED differently which is why we as humans are all unique. Remember this if you are an auditory person with a HIGH D behavior and you come across a person who is Kinesthetic with a HIGH C behavior. The latter will probably not be that quick to absorb what you are telling them. They would prefer you slow down and let them absorb it so they can focus on the people element and situations.

For more information, please feel free to contact me.