Currently I’m collaborating on a client project with Valerie from Merrill Consultants – IT Trainers who go the extra mile. Valerie asked me to be involved and supply Sales Training in-house to teach delegates more advanced sales techniques.

During the training we were talking about listening  for clues as to which way your client moves when they are considering your service or product.

Of course, listening well is the key to establishing rapport and developing relationships leading to successful sales.

So I encourage you to listen out for which direction your client moves in.

Listen to what  your clients are motivated by. 

To move towards their goals, what they want to see happen OR do they move away from problems they have? What do they need or have to avoid?

Do they move towards pleasure or away from pain? 

For example

Are they motivated by reaching their business goals? developing their team? becoming more successful?

OR

Do they tell you how they are fed up where they are now?the problems they are having, how they need to get out of a situation they are in?  how without your service or product they will still have the same problems.

Just like many more people take antibiotics or painkillers when they are ill, rather than take vitamins as a precaution, more people need to move away from the pain they are in. And fast!

So next time you’re with a client, listen carefully.  ( I love that word, care fully  – full of care )

By knowing which direction your clients move in, helps you establish rapport and will help you to solve their problems, the way they like to be solved.