p36-37 frontline Mar5 9/3/10 16:48 Page 36
knowledge sales techniques
ttglive.com
Neuro linguistics
Could you sell ice
to the eskimos?
Being able to master mind
control may work wonders for
your sales pitch. Take our quiz
to see if your patter flicks the
right switches in customers.
Carlie Trotter reports
1
A customer says they are
thinking about a relaxing
winter-sun break
Should you say:
A: “Good idea, isn’t it cold out there
today? Are you thinking of hitting
the beach?”
B: “Where were you thinking of?”
C: “Do you want to go to Cyprus or
Egypt, or perhaps the Caribbean?”
Answer – A: Hypnotists use language
tricks to encourage trust. By starting the
sales experience with “yes-set” questions you
coax the customer into an agreeing frame of
mind. Presuming the weather is cold, and
you guessed correctly that “relaxing” means
a beach holiday, they will be forced to
answer “yes”. A selling situation naturally
invites resistance in a consumer’s mind but
the more they agree, the harder it will be to
refuse your ultimate offer.
Simon Crowe, business coach and former
regional manager for Canvas Holidays,
suggests watching out for when a customer’s
eyes light up.
For example, if it happens when you
discuss the pyramids, say: “You’re interested
36 12.03.2010
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