4 NLP Sales Keys for Closing the Sale

Closing the sale isn’t always easy.

But having these 4 NLP sales keys to the secret back door of the mind is a terrific advantage.

Secret “Back Door” NLP Sales Key 1:

The art of persuasion has numerous nuances – meaning many tricks and techniques.

But when you compare those who succeed to those who fail miserably, you’ll find it’s not the one who knows more NLP sales tricks and techniques that succeeds.

It’s the one who knows which tricks and techniques hold most power … and when to use them.

Quiz Time:

So, you have a prospect in front of you.

What’s the first key to start the sales process?

  1. Do you try to build trust?
  1. Do you try to show your benefits?
  1. Do you try to impress with your product knowledge?

From these, and they’re all wrong, the closest one in the sales process is number one: to try and build trust.

But even number one above isn’t the secret back door key to the mind. And thought it’ll work sometimes, and more times than number two and number three above, the secret to starting the NLP sales process in a way that will make it flow is to grab their attention.

Simple right? Yeah, but, as with most things in life, the fact it’s simple doesn’t mean it’s easy.

Why?

Because, you see, you not only need to know this. You need to have a predictable way of grabbing your prospect’s attention.

Now, you know it’s a numbers’ game.

But you also know that some sales people succeed far more often at capturing and holding their prospects attention and converting that attention into sales (and money in the bank) far more often than others.

So how do they do it?

Well, modeling some of the best sales and marketing people on the planet and trying out their best sales techniques here’s what I’ve discovered works like a charm:

Start the conversation with something relevant and beneficial.

You know that we people are interested in ourselves. So why not take best advantage of that part of human nature?

The trick here is to find out what’s generally important to the type of person you’re trying to sell.

And even more important than that, what frustrating problems they’re trying to solve.  

Start with what’s important or with how you’ll help them solve their burning problems and I promise you – they’ll listen.

Secret “Back Door” NLP Sales Key 2:

Learn to ask targeted questions and listen for meaningful information.

For example, in the following exchange what’s the meaningful information:

You: What are you looking for in a car?

Prospect: I’d like it to look good. I’d like it to be reliable. And I’d like it to be reasonably priced.

Here you have three important details: 1 looking good, 2 being reliable, 3 being reasonably priced.

Quiz Time:

So, what direction should you take?

Should you start “selling”.

You see, Mr. Prospect we have exactly what you’re looking for. We have so many beautiful cars you just need to pick the one you like. And they’re all VERY reliable and, I’m sure, we can find just the one that suits your budget!

Oh, really. And how exactly do you know that I’ll like what you have and that it’s going to suit my budget?

You don’t.

But you could know by asking targeted NLP sales questions.

And to target your questions well you need to consider not just the words, but the whole communication of your prospect.

In Neuro Linguistic Programming there are several levels of communication you pay attention to. (But that’s for later.)

In most cases, and this is generalizing, I’d start with:

Why reliable? I know it’s a silly question, but have you had any bad experience in the past?

And then just listen. Because, most probably they’ll tell you a painful, emotional story they never wish to experience again.

And in NLP selling emotion is far more powerful than logic. And uncovering this painful emotion is a powerful way for you to help your customer or client make a good decision now that’ll serve and protect them in the future. I’ll tell you more about emotions in a moment.

But first let’s have a look at …

 Secret “Back Door” NLP Sales Key 3:

Realize the general subconscious direction of thinking your customer or client is taking.

Let’s look at the above example once again:

You: What are you looking for in a car?

Prospect: I’d like it to look good. I’d like it to be reliable. And I’d like it to be reasonably priced.

Quiz Time:

What’s the general direction of the thinking here?

You see, in NLP sales there are more than 24 significant Meta Programs. (Meta Programs are unconscious filters to perception. Meaning: we habitually think in a certain way without realizing we do so.)

And here the direction of the thinking, judged by the words of the client, is:

One statement leaning towards the positive – 1 “they want car to look good”. And two statements leaning towards the negative – 2 “They want the car to be reliable” (in most cases you don’t want a reliable car if you haven’t had some bad previous experience) and 3 “they want the car to be reasonably priced” (if you are in the money you generally don’t go for price, but rather you go for other qualities such as comfort, prestige etc.)

So, obviously this client is leaning towards the negative (reliable and reasonably priced) than towards the positive.

And this is significant.

Because this is a big emotional deal for the client and if you mismatch the way this client needs to be talked to, you’ll destroy your chances of closing this sale.

Yes, I know this goes against traditional positive thinking and positive selling psychology. But the fact is that you need to work with your client’s thoughts, ideas and feelings and not with what generally is considered correct sales behavior.

One gets you the sale. The other gets you confused, but admittedly – for a short period of time – positive.

Secret “Back Door” NLP Sales Key 4:

What’s the major problem when it comes the time to close the sale?

You know it. And it’s called resistance.

You see, people don’t like to feel backed up into a corner. We simply like to be in control.

That’s why if I or you for that matter feel that somebody’s trying to force you in a direction you usually resist it and sometimes quite forcefully.

This is simply another instance of Newton’s third law of motion:

For every action, there is an equal and opposite reaction.

Funny how so few sales people realize and utilize this natural law.

And funny how the few who do and who use it with precision seem to sell without getting any resistance from their clients. And their clients’ phone line and door is always open to them.

But why?

Simply because it’s much wiser, and admittedly requiring finer NLP sales skills, to work with your client in the direction they’re consciously and unconsciously setting, in line with their logical and emotional criteria toward their goals and desires.

Because this is the way for you to close the sale without resistance.

And if you want to dig deeper into NLP sales, I invite you to subscribe now to my FREE NLPverse Email Newsletter.

Best,

Alex Popov