Do your clients hear you?
Sensual Selling
Author:
Bradley B. Watkins
"The 1st step is to sound
wonderful"
As humans we are Visual, Auditory, or
Kinesthetic learners.
The quickest way to make rapport with
a new customer and gain new business is to be attentive to your customer’s
speech patterns and the “sensual” words
they use.
Visual Ques:
Picture this, looks like, imagine
this, or any other words that illustrate an image.
Tempo:
Speak very quickly to keep up with
the images in their mind.
Sample phrases these clients use:
“I can’t see a way out of this.”
“We are looking into using your
services.”
“Can you see what I mean?”
Auditory Ques:
Sounds like, listen, heard
Audio learners will verbally express
their interest and enthusiasm!
Tempo:
Typically slower and more melodic
than visual learners.
Sample phrases these clients use:
“It sounds like this would help me.”
“I heard what you said.”
Kinesthetic Ques:
Feeling, instinct, use of emotional
words
You must appeal to the emotional
motivations of these customers!
Tempo:
Varies depending on the emotional state
of the customer. This client lives in
the world of emotion.
Sample phrases these clients use:
“I go on my
gut feeling.”
“This feels right.”
“I’m just so nervous.”
Use this information to understand the deeper meaning of “putting
yourself in the customer’s shoes”.
