User Power
Value/Post Ratio
433%
- Nov 14, 2011
- 2,486
- 10,752
@Scot @Fox - I am wondering if the two of you (or anyone else with experience in sales) have any experience in this since I know you both are in person-to-person and telephone sales. This idea came to mind after reading Fox's post on facebook where he talked about a client who needed 5-6 months before making a decision...
Mental Checklists (strategies)
So I use the following for transforming human behavior when it comes to personal transformations, but after using this technique, I realized that it can apply to sales too.
Unconsciously, there is a "Mental Checklist" that we go through before we arrive at a decision for anything. Most people don't consciously know it's there, but it always is. If you go through the elements of your checklist in the right order, you arrive at the behavior, but if you miss any elements, you exit - and it doesn't happen.
The way the mind gets information put into it is through six elements:
So if a person's mental checklist for eating food is:
1. I see the food (V)
2. I feel hungry (K)
3. They eat the food.
This is an ineffective strategy because they have no filter, so I would install a new one V - > K -> Ad (they have to tell themselves that the food is heathy before they eat it).
Buying Strategies (mental checklist)
When you're on a call with a prospective buyer (or in person), when you understand what their mental checklist is for purchases, you can feedback information to them in a way that fulfills their checklist.
So theirs might be V -> Ad -> V -> K -> Purchase
When you SEE (V) these examples of my past websites, you can think about (Ad) how you can SEE (V) yourself having a site like this, and you might begin to feel (K) that this is something for you...
By understanding the elements of their strategy and structuring your proposal to fulfill it, this should lead to more sales.
Mental Checklist Elicitation
There's a formal process when I work with clients where I spend about 10 minutes asking detailed questions about finding out what their strategy is. But in sales, it would be weird. So I'm not sure how to do this in a smooth way while talking to prospective customers.
When you ask a prospect to think of a time they purchased something similar in the past, you can notice that their eyes go in different directions as they go through their strategy (they are usually unaware of this).
Or you can pay attention to their predicates: "Well I saw this, then I felt that, then I told myself, etc."
When you understand your prospective client's buying strategy, you can structure your language to fulfill it, which will lead to an increase in sales...
Mental Checklists (strategies)
So I use the following for transforming human behavior when it comes to personal transformations, but after using this technique, I realized that it can apply to sales too.
Unconsciously, there is a "Mental Checklist" that we go through before we arrive at a decision for anything. Most people don't consciously know it's there, but it always is. If you go through the elements of your checklist in the right order, you arrive at the behavior, but if you miss any elements, you exit - and it doesn't happen.
The way the mind gets information put into it is through six elements:
- V - Visual (pictures)
- A - Auditory (sounds)
- K - Kinesthetic (feelings)
- Ad - Auditory digtial (self-talk)
So if a person's mental checklist for eating food is:
1. I see the food (V)
2. I feel hungry (K)
3. They eat the food.
This is an ineffective strategy because they have no filter, so I would install a new one V - > K -> Ad (they have to tell themselves that the food is heathy before they eat it).
Buying Strategies (mental checklist)
When you're on a call with a prospective buyer (or in person), when you understand what their mental checklist is for purchases, you can feedback information to them in a way that fulfills their checklist.
So theirs might be V -> Ad -> V -> K -> Purchase
When you SEE (V) these examples of my past websites, you can think about (Ad) how you can SEE (V) yourself having a site like this, and you might begin to feel (K) that this is something for you...
By understanding the elements of their strategy and structuring your proposal to fulfill it, this should lead to more sales.
Mental Checklist Elicitation
There's a formal process when I work with clients where I spend about 10 minutes asking detailed questions about finding out what their strategy is. But in sales, it would be weird. So I'm not sure how to do this in a smooth way while talking to prospective customers.
When you ask a prospect to think of a time they purchased something similar in the past, you can notice that their eyes go in different directions as they go through their strategy (they are usually unaware of this).
Or you can pay attention to their predicates: "Well I saw this, then I felt that, then I told myself, etc."
When you understand your prospective client's buying strategy, you can structure your language to fulfill it, which will lead to an increase in sales...
- Is this something you currently use?
- Is this commonly known in sales trainings?
- If so, how do you go about eliciting their strategy in a natural way?
Dislike ads? Remove them and support the forum:
Subscribe to Fastlane Insiders.
