Processing Sales Information

Did you know?

Your prospects and customers are processing sales information right in front of you in your sales meetings with them, but were you aware of what was happening.

If you can spot which of the senses they are using, you can tailor your information to make it easier for them to process it.

This will make the communication between you much more effective, and your sales prospects and customers will enjoy the meeting.

Your customers and prospects will use one or more of the following ways of processing sales information.

Visual - They are thinking in pictures.

Hearing - They are using self talk to process information.

Feeling - They are using feelings, emotions, and logical thinking.

Using a Preferred Sense When Processing Sales Information

Visual

As they process thoughts they look upwards, sometimes slightly other times almost rocking back in the chair. Their eyes can focus far away as if they're looking past you into the distance.

The words they use align with the process and you'll spot reference to visualisation with phrases such as, seeing what I'm saying, or let me make it clear.

Hearing

Their words can include phrases such as, You haven't heard what I'm saying, or I can read the signs.

Feeling

So a look upwards with a far away focus, followed by a look down to the floor, could mean they have created an internal picture or video of what you have just said and then used their feelings to consider it further.

Feeling mode gives clues in speech such as, I feel, thinking about it, you touched on something.

How to use This Sales Training

Maybe you weren't aware of how this works, or the fact that it was happening right there in front of you in your sales meetings.

Now you know, how do you use it to communicate more effectively with your customers, prospects, and even your colleagues and staff?

See next week's Sales Buzz for the answers.

In the meantime, start watching all the people you interact with and look for clues as to which sense they are preferring as they talk and process information.

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