Priming Your Customers Brains For Sales
- Aug 5, 2021
- 4 min read
Written by: Guest Writer Valerie Fischer
What image comes to mind when it comes to sales? I used to imagine sales as agents in malls pushing flyers into your hands or a random call from a stranger offering an upgrade to your credit card. Sales has gotten such a bad reputation that even some business owners dread the thought of it when sales is, in fact, what drives their business forward.
How do we change this image of sales? How do we create new experiences for sales practitioners everywhere in the world?
Valerie Fischer recognized this need and created a new method of sales and marketing, combining her Neuro-Linguistic Programming Certification, her 20 years background in advertising and marketing, and her experience running an e-commerce business. She calls it Brain Science Selling. This concept and method has recently been trademarked and is getting a lot of traction for the results it is giving new online business owners.
Neuro-Linguistic Programming was specifically created by Richard Bandler and John Grinder to allow us to create new ways of understanding how verbal and non-verbal communication affect the human brain. Neuro refers to our brain, mind and thoughts, Linguistic is the language, both verbal and non-verbal, we use to define these thought, based on our Programming, which consists of our habits, memories, beliefs and traditions.
NLP consists of many techniques that, when understood and implemented properly, is a powerful tool that helps influence a person’s buying behavior.
Valerie shares the framework she uses based on Brain Science Selling.
Priming - Or Subliminal Content Marketing. Marketers, business owners and sales practitioners often forget this very important concept of priming or preparing clients for their products or services.
According to Tony Robbins, “In psychology, priming is a phenomenon in which a person is exposed to a first stimulus, then to a second related stimulus. The first stimulus affects the person’s response to the second – it “primes” their second response. One example that’s easy to understand is priming with words: If someone is shown the word “sun,” they’ll be faster to recognize the word “moon” than if they were shown a completely unrelated word, like “train.”
Produce and post Priming articles, images, even music, to get the ball rolling on your customer’s brains. By the time you are ready to sell your product or service, the customer will be ready to receive it. There will be no need to be pushy.
Rapport - People like people who are like them. That is basically the rule of rapport. There are many ways to build this, but the two basic techniques that will create the quickest results are Mirroring and Matching.
Your mission is to build a certain level of comfort by mirroring and matching your customer’s words, tonality, breathing, gesture, and body language. Imagine you are looking at a mirror. If they raise their left hand slightly, you raise your right hand. Doing this lets the other person know that you are honoring his view of the world.
Intent - Intent in NLP is the outcome of behavior. Before jumping on a call, posting content, showing up on a webinar, marketers and business owners should be very clear on their intent. Do you want the audience to sign up, purchase, book a call? Then work your way towards that intent and make sure it is included in your Call-to-Action.
Meta and Milton - Meta and Milton are language patterns. The NLP Meta Model is a set of language patterns that reconnects the deletions, distortions and generalizations that occur in everyday language use with the experience that generated them. This language pattern is very helpful in understanding a client, identifying their real need and helps to manage objections that usually comes from pre-conceived biases and programmed beliefs. The Milton Model, on the other hand, named after legendary hypnotherapist Milton Erickson is a broad variety of vague, persuasive and hypnotic language that aims to guide a person from one state to another. Big political speeches are examples of Milton language. Knowing how to write and say them will help business owners and marketers get their customers excited about buying their products or services.
Emotion - Emotions are at the heart of sales. Over 90% of consumers buy based on emotion, and they justify the purchase in their logical brains. Instead of presenting products and services in an intellectual and rational way, entrepreneurs should learn to look at selling from a different perspective, to see the benefits rather than the features. This can be applied in copywriting and even in scripts for talks, webinars and investor pitches.
What do you think of this framework? Which one do you think you can immediately implement?
Valerie Fischer, Guest Writer Brainz Magazine
Valerie Fischer is a Neuro Linguistic Programming Practitioner. She has over 20 years of experience in advertising and marketing, and co-founded an e-commerce site for locally made products. She was a Chief Marketing Officer in a real estate company in 2019 but, along with millions of Filipinos last year, she was let go during the pandemic. And, as her story goes, this unfortunate incident actually led her to her purpose.
She now helps new online business owners and entrepreneurs grow their revenue with Brain Science Selling.
