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hout understanding a person's strategy, you could be emphasising all the wrong points.
What does moving towards or away from mean?
With entire of us, two things matter. The first is engaging activities that please us. The second is avoiding activities that cause us pain. So when I say people are moving towards, I mean that they tend to spend most of their time trying to shake towards pleasure.
On the other hand, some people predominantly cost their time avoiding pain. In NLP, this is constantly referred to as one of their strategies. I say predominantly, because maximum people will do either; whatever one of them figures more in their life than the other.
So what has this to do with selling, you may ask. Lots! Because whether you are a moving towards type person, who is selling cars, you may hope to accentuate the looks, time from 0-60, the power of the engine etc. But what if the person is seeing for stability, a car that is secure [link widoczny dla zalogowanych], and has low fuel consumption? They would be a person who absences to lest the grief of collapses, the danger in a collision and the high spend of fuel [link widoczny dla zalogowanych]!
Without knowing a person's strategy, you could be emphasising all the wrong points. It is therefore vital to ask the person some questions, so as to elicit their strategy [link widoczny dla zalogowanych], so that you can emphasise points that match their path of preoccupied.
What questions to ask, to elicit someone's tactics?
In the above example, the obvious question to ask is; "what do you look in in a car?" Interestingly enough that question can go in a most locations, according with "what do you look for in a house" and "what do you look in in a relationship.
The questions will give you a very nice mind for to if they are a, "moving towards" or "moving away from", type human.
There are numerous questions that you can ask, absolutely you should ask questions pertinent to your business or offerings, so that not only do you obtain a hint as to a person's strategy, you also help in the bargains process.
A question that I might use in my business would be as follows; "What do you look for in a sales adviser?"
While there are many different answers, why don't you see which of these answers is most suitable to you?
? I want something to aid me fulfill my targets, so that I tin buy that Lexus I have had my eye ashore.
? I don't deem I am reaching my true potential, and I want to assure I don't miss my targets repeatedly.
Can you discern how the counting of "because my current car keeps destroying down" to the 1st rejoinder changes the emphasis from moving towards to moving away from?
What to do if their strategy is different to yours?
One of my clients had 2 partners who were selling the benefits of managed services for small to medium sized companies.
One of the partners appeared to have the most success with clients who were looking for these types of services to avoid downtime and save costs.
While the other guy, found most success with clients who wanted someone to look behind their IT systems, so that they could focus on what they were good at..
Given that most people can narrate well to people who think the way that they do, it is not amazing that without this understanding, which they will often fail to convince someone who thinks differently.
The mere fact that you immediately know one of the ways that folk make decisions, and that it could be another to yours, in my attitude, you should find it a lot easier to sell your offerings.
Conclusion
First understand your own strategy. Then try out these uncomplicated questions with a few of your friends, to get one understanding of how they muse. There is a good opportunity that you will be astounded at the insights these simple questions give you into people.
Translating these insights into questions that you can then use to move buyers closer to your products can still seem a challenge