Persuasive Statements Based upon See, Hear or Feel Buyers

Now that you have your list of words as well as some understanding of how all these words help identify your buyer or decision makers thinking language, you are now ready to apply this knowledge.

So today I’m giving you some example statements for each of the three representational systems used by people – Visual (See), Auditory (Hear) and Kinesthetic (Feel) types.

I will start with the most common person you will find today – the Visual person.

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Are You Helping Your Buyer to See, Hear or Feel Your Solution?

Well, Are you helping your buyer to see, hear or fell your solutions? For that matter, are you truly communicating with your buyers or customers – the way they want to be communicating?

I have found most b2b sales people have no idea what I’m talking about when I discuss the importance of See, Hear or Feel. The technical terms for these are Visual, Auditory or Kinesthetic.

These items are critically important if you want to fully engage your customers during interviews, presentations and any other points of interaction. The key is to understand that everyone has a preferred method or language they use when communicating or just thinking about things in general.

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Rapport is About Listening to Their Words

Recently, I was coaching a sales person who could not understand why she was losing so many sales opportunities. She explained to me how see used the same sales process, basically the same techniques and methods, yet, she had major differences in her sales results.

Then she said the major words relative to her issue. She stated that sometimes everything flowed with no issues, while on other occasions – she felt a block to anything she said or the prospect would just look at her as if she was speaking a foreign language. This is important part. Even if you are both speaking the same language, if you using difference representational systems there can be total misunderstandings.

Here is what I’m talking about. People have three primary representational systems – visual, auditory and kinesthetic. Actually there are two others, yet, there are rare except for certain jobs. Getting back on track here, if you are speaking in visual terms and the other person is auditory – you can be mismatching and yes, you will have difficulty in understanding what is being said.

There are two primary methods to discover which representational systems are being used.

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