In this mini series NLP Techniques for the telephone we have discussed:
- Attitude and the impact on your behaviour
- Why building rapport is not always a good thing
- Questions that allow you take the lead and build rapport
TeleSales and NLP Questions
In this final post of the series we will look at sequences of questions to point your prospect in the right direction. But first let’s look at another part of Tim’s email:
So I’ve just developed a couple of new questions I’m going to try during the conversation. My new questions are: “lets assume you’re still in your home for many years to come and if you had the choice right now what would it be that you’d change or modify about your home?” And after they answer I’ll acknowledge it before replying, “what would it be like to not have to do all those changes and modifications because they were already there?”
I still need to work out a question to get them to re-focus from their own home onto the next step of seriously considering selling to be able to get what they want rather than make do with what they’ve already got.
Using NLP Presuppositions inherent in Language for Questions
You can read previous posts that will show you presuppositional questioning and you can see that Tim is right on track with what he is saying here. Here are some other ideas based on where we ended up from the last post which was asking questions about what they like about their home.
An obvious question might be what they don’t like about their home. This could lead you back to
“Can you imagine a home where (list all the things they don’t like are gone you have (all the things they said they liked) are there in spades?”
If this is working then you might even follow through with “What can we do today that will start you on the path to getting that dream home?”
A More Subtle Question
Whilst that last route works I often prefer a gentler road. My more favoured follow up question after discussing what they like about their home would be “And what would make your home even better than you have just described it?”
You can then follow through in the same way as the previous section.
Delivering pain to create motion
In the Advanced Persuasion Patterns Programme we discuss different personality types and how you can match your language to them to create motivation.
In this scenario some people might not want to sell up because it is too much hassle or they can’t be bothered. The motivation for getting a better place to live is not as high as the motivation to avoid the pain of moving. You might add in things like:
“What will it be like in five or ten years time, still living here and knowing you passed up the opportunity to have your dream home?”
And then you can follow through with “What can we do right now that will help you out of that situation?”
One thing that is useful in sales situations is a values based system. Values are deeply held parts of our personality that are held on an unconscious level and drive our behaviour.
Everything we do and how we feel about what we have done is driven by our values. If you had a way of easily and conversationally eliciting a person’s values all you would have to do is link your product to that value and two things will happen.
Firstly your client will have extremely strong motivation to buy and secondly so long as the product fulfilled that value they will feel deeply satisfied with the purchase. The advanced persuasion patterns programme shows you exactly how to do this…and believe me it is simple.
Finally, I want to say thanks again to Tim for allowing me this opportunity to deconstruct some ideas about telephone persuasion techniques.