One of the core principles you learn first about selling is that it’s about building a relationship with the prospect. The greater the rapport you can build then the more likely they will be to trust what you say and listen more to what you are selling. You can do this many ways; relate with them about their interests, ask them questions about their lives or empathise with their situation. As well as these there are more subtle ways to build a great rapport with someone. One of those ways is understanding whether they are a ‘seeing’, ‘feeling’ or ‘hearing’ type of person.
This is known as someones V.A.K. rating; this stands for visual, auditory or kinaesthetic. This allows you to understand whether they see the world, hear the world or feel the world. Everyone has a footprint of this and you can identify this and use it to help build a relationship with them by talking their language. Let me outline how you can recognise each and how you can use it to help you sell.
People who are visual take things in very rapidly and move on. Not surprisingly images help them to understand and anything heavy in writing i.e. too much detail, is a hindrance to them understanding things. They are not big on detail. They will often use phrases such as “I see what you’re saying” or “that looks right to me.” Some of the other clues include they look up or straight ahead, their voice is pitched higher and prefers visual communications. When you identify this in your prospect it is key to use the same language that they are using. By doing this it helps them relate to you and understand what you are saying thereby building trust. You can also use images and visualise your ideas to help them understand better.
Someone who experiences the world on a auditory level will often look towards their ears and their voice will flow. they prefer to talk and repeat what others have said. They will often use words like “hear”, “sounds”, “tell”, “talk’, “chat’ and “listen.” Again the way to help build rapport with an auditory prospect is to mirror their language helping build trust. They often prefer things like bulleted lists. By relating to an auditory in this way you will help them understand what you are saying easier.
Kinaesthetic people often create a feeling of well being in teams and make people feel comfortable in their presence. They’re often very thorough and have an eye for detail. They have characteristics such as they look down at their “writing” hand, their voice is lower, they prefer hands on or face to face contact and often require more time to understand things. Again some of their language includes “understand”, “get”, “work” or “build.” Kinesthetics often require more of your time to understand what you are saying. Again understanding this will help you “speak their language” thereby making the sale easier.
By identifying with the way people are in a sales situation it will help you build a rapport by talking and acting in a way that they can relate to.
There are other important, key steps that will help you make the sale; communication, questioning and closing the sale. If you would like to know more about how you can use this knowledge to increase your sales then we would love to see you at our next Sales BluPrint. You can find out all the info right here on our Evenbrite page. Or just sign up below and come and enjoy the morning here at Bluko HQ (Leeds).