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The Sales Buzz Issue 182 - Listen and Watch and Learn About Spacial Mapping in Sales
November 12, 2012

Presenting sales communication tips that you may never have seen before:

Have you seen prospects chop the desk with their hand as the make key points.
Have you noticed how some customers count out their main points on their fingers.

Do you know what it all means or how you could use this information?

In this week’s Sales Buzz we tell you...

Listen and Watch and Learn About Spacial Mapping in Sales

Listen and watch your prospects and learn information that even they are not consciously aware of.

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Don’t just listen to what your prospects say.

Listen to how they say it, note the order they give you information, and watch their actions and gesticulations.

Then you will know the order of importance that they give to their needs, and how best to present back the features and benefits to meet these needs.

When you ask a potential buyer your sales questions, to discover their needs, do you just listen to the answers that they give.

There is a lot more that you can learn by picking up the non-verbal signals and communication.

Last week we discussed how you can read the non-verbal communication from your prospect and learn the order of priority they attach to the needs, wants, and desires, that they want from the products and services that you sell. If you haven’t read last week’s Sales Buzz you can catch it here: Presenting Communication Tips.

This week we discuss how to listen and watch prospect’s actions, their gesticulations, and the visual spacial mapping that they use to place topics around them.

What you are looking for when you watch people talk is how they place information around them, how they organise their thoughts and topics, so that you can present your proposal back to them in the same format.

When you do this you are making it really easy for them to receive, process, and understand your message. That means your sales presentation will be understood and you are on your way to closing the sale.

Visual Spacial Mapping – How prospects organise their thoughts

Have you ever watched someone talking and as they speak they appear to put individual thoughts, topics, or ideas, in certain places.

An example of this is when a prospect is telling you the key points relating to what they want, or don’t want, from a product and as they announce each point they bring down their hand onto the desk in a karate chop style. With each point they move their hand a space to the right or left as separating each point and giving it its own place on the desk.

And that’s exactly what they have done they have mapped each point on the desk. They have visually put a row of key points on the desk.

Then there are the people who visually map key points on their fingers. As the present each point they tap back the tip of a finger with the other hand. As each point is given they move in sequence along the fingers.

Use the Information to Present Your Proposal

So now you have started to notice this visual spacial mapping what do you do with it.

After discovering all the needs, wants, and desires that you prospect wants from your sales proposal it’s time to give them your sales presentation.

Remember last week and how we know what order to address the prospect’s needs.

Well now as well as knowing what order to present your need fulfilling presentation you also know how to present your proposal so that the prospect will readily receive it.

You follow the map given to you by the prospect.

If the prospect chopped along the desk as they gave you their needs then you chop back along the same place on the desk and match up each part of your proposal to the relevant point they gave.

In their map of reality those points are still there, organised neatly on the desk. Put your answer to each one next to it.

When a prospect counts out their main needs on their fingers then you place each relevant feature and benefit on your fingers in a mirror image. Again matching answers to related need as you go along.

This is Just a Start Keep Learning

After 20 years of watching and picking up non-verbal communications and spacial mapping I am still learning. There are common patterns that you see such as the two examples above and there are others such as placing key points in the air in rows up or down. Then there are rare or unique patterns that you come across once only.

Whatever the pattern you watch it, learn it, and use it to present back like a mirror image. This makes your communication, your sales presentation, easy for the prospect to receive and you will close more sales.

If you liked this idea, and if you have noticed people’s actions when talking, you are one of the people that will be able to increase your sales. You can see more at online professional sales courses...

I'm Stephen Craine from the website

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