Seeing, Hearing, Feeling...The 3 Senses of Sales
August 24, 2010
In sales, we are always trying to spread our message, present our product or idea, and entice people to buy-in to what we have to offer them. Having your prospect truly understand the value of your product or service can present an arduous task.
So how do you ensure that you are always presenting the right message?
Simple. First, you need to understand the different methods by which people think and understand information. The three main modes of comprehension are the following:
Seeing
- Think by creating pictures in their mind
- Able to understand information better if visualized
- Appearance and image are very important
Hearing
- Think by analyzing sounds
- Get an understanding from HOW and WHAT people say
- Enjoy listening to themselves and others talk
Feeling
- Act based on how they feel
- Get more information from gut intuition, emotions, and instincts
- Learn from touching
As a sales person, it is important to listen your prospects. By observing their words and actions, you can begin to discover what category your prospect best fits.
This takes us to the next step, knowing how to present to your audience. Next time you are working with a client, keep in mind the different categories of thinking and how you can apply them to your advantage.
Most people tend to lean towards one main category, but in addition, their complete method of thinking may be partially diversified through the alternative modes. Designing your presentations to attack all three categories will ensure you’re your presentation strikes a call to action within your prospect.
Feeding your prospect’s modes of thinking can be achieved by going above and beyond the standard sales pitch. Show your customer your products. Let them feel or experience them. Let them visualize the value you will bring them. And most importantly, let them hear the excitement in your product. Customers will listen to your excitement and tone before the words that you pitch.
Remember, always listen and observe your customer. And, at your next meeting, keep in mind the modes of thinking and learn to use them to your advantage, whether you’re gaining a new client or motivating a coworker.
