Words to Identify a Kinesthetic Buyer

After writing about the three primary representational systems, it is time to give you a list of the words using by the different systems.

So, this is Part Three of the Three Part Series on words using by a visual, an auditory, and a kinesthetic.

The key is to ask a general question and then listen to the response identifying the word usage patterns. Here are two general questions to use for this purpose in B2B Sales… 

  1. “Describe to me…”
  2. “What would you change about…”

Fill in the blank in each question using your specific industry issues for a complete question.

Here are the Words for the Kinesthetic (Touch-Feel) Language

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Words to Identify an Auditory Buyer

After writing about the three primary representational systems, it is time to give you a list of the words using by the different systems.

This is Part Two of a Three Part Series on words using by a visual, an auditory, and a kinesthetic.

The key is to ask a general question and then listen to the response identifying the word usage patterns. Here are two general questions to use for this purpose in B2B Sales…

1.    “Describe to me…”
2.    “What would you change about…”

Fill in the blank in each question using your specific industry issues for a complete question.

Here are the Words for the Auditory Language

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Words to Identify a Visual Buyer

Okay, after writing about the three primary representational systems, it is time to give you a list of the words using by the different systems.

So, this is part one of a three part series on words using by a visual, an auditory, and a kinesthetic.

The key is to ask a general question and then listen to the response identifying the word usage patterns. Here are two general questions to use for this purpose in B2B Sales…

  1. “Describe to me…”
  2. “What would you change about…”

Fill in the blank in each question using your specific industry issues for a complete question.

Here are the Words for the Visual Language…

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Eight Words or Phrases Hurting Your Credibility

Okay, finally my world is getting back to normal after the lost of my computer. There appears to be bad people in many places. However, this is not the subject of the day.

In recent discussions with various buyer types I have learned they have “red flagged” certain words or phrases and immediately assume the b2b sales person is only trying to “sell” them a product or service. They go further and state these terms in their opinion is fluff or smoke for the b2b sales person’s mirrors.

So, I began to ask about the words they believe are negative relative to building a trust based relationship. Some of the terms are obvious and a couple truly surprised me, yet, I feel these buyer types were truthful and if it is their perception – then it is real for them.

Here are the eight words you may want to stop using when talking with your customers today…

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Sixteen Words that Motivate Buyers

You already know I’m big with word usage. The words you use can create a connection between you and the decision maker quickly. In fact, you need to understand word usage at the highest level to become one of the b2b sales superstars.

Now there are the sophisticated version of word usage which helps you actually niche or position yourself with different types of positions. Here we’re talking about researched words, phrases and methods to gain immediate rapport with different position types.

However, in this b2b sales tip, I’m really only using words designed to get the buyers attention and focus to want to know more about what you are offering or talking about. These words have been determined to create the most motivated responses from buyers and decision makers. Therefore, you need to be aware of these words and use them in your emails, texts and letters.

Here are the Big Sixteen…

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Building Rapport is the Starting Point for Building Trust

Rapport Building is one of the MOST IMPORTANT things you do as a B2B Sales person. Without the ability to gain rapport, you miss out on the things that really matter in the sales process. Think I’m kidding here?  More sales have been lost because the sales person working an account had no credibility with the decision makers. Why? Because they had lousy people skills and did not think that rapport building was important!

One of the major reasons that rapport building is critical to your sales success is rapport building is the starting point for building trust. And, without Trust, there is no sales, no business, and no renewal business.

Buying decisions are made over 80% of the time based upon this concept of trust. Let me put it another way, if a customer or prospect does not have any trust in you – they will not buy from you. It really is that simple.

Are you good at building trust? I find a number of sales people have become quite arrogant and believe that it is all about the product and service. This leads to competitors enjoying the success of winning sales – at your expense if you are one of the arrogant ones!

There are many things you can do to gain rapport. Here is a short list of rapport building steps…

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Expect Minimal Interest from Prospects

A large number of sales people have difficulty understanding that prospects will have minimal interest in them, what they are offering or the company they represent. Now this is really hard for some high ego sales people, who quite frankly feel the world needs to revolve around them! Do you know someone like this?

The reality is…You Should Expect Minimal Interest from Prospects.

Here are the reasons you need to expect minimal interest from a prospect:

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Do Your Customers Confide in You?

If you want to test the level of Trust you have built with a customer, ask yourself this question: How often does your customer confide in you? If the answer is never, then you have some series work to do in building a trust based relationship. If the answer shows that on many occasions a … Read more…