Have you ever had a client that you thought, 'this deal is as good as done', only to find that it falls through? Do you ever wonder why people choose to buy from someone else, even though you know your product is better quality and value? If this is you, then you may need to mind your language!
Unless our clients and customers are buying our services over the internet or via mail order, then the truth is that people buy from people! So, if you want to sell more and have people feel fantastic about buying from you, keep reading.
We all have really good products and services to offer our customers and are very proud of what we do. Having confidence in our wares is critical to success, however, the things that we see as most important about our goods may not be the ones that our customer feel are important. This is the first thing that we need to make sure is aligned with our customer. Make sure your subject matter is sound.
When you are talking about what a good price your service or product is, you may well be switching off your customer who is more interested in the longevity or after sales support that is available. If this is the case, you are speaking in numbers and they are speaking in benefits. All of the time you are talking about money, they are not hearing the things they want to hear. It is critical to make sure you are speaking the same language.
Secondly, although there is a lot more to it than I can go into in one article, is the actual style of language that you use when dealing with clients. We all have a preferred style of communication. In some people there will be a strong preference and in others there will be a more balance in the styles. The important thing to remember is, that we like people that we are alike. This is instinctive and stems from when we lived in close tribes. Those that are in our tribe are alike us, we can trust them, rely on them, we like them.
Make sure that when you are speaking to a prospective client or customer that you speak using a style that is comfortable to them. Combine your language and subject matter to match your client and they will feel more at ease with you. Not only are they more likely to buy from you, they are going to feel good about doing so.
The beauty of this is that you can apply these principles during job interviews, meetings and any other time you wish to influence others or have your message conveyed in a sound, feel good, precise and clear manner.
If you want to find out more about gaining rapport with people and learn how to detect their language styles get in touch with me here or call 0191 406 5343. I look forward to hearing from you.