Boost Sales in Your Business by Discovering Your Prospects Language

Every sales prospect in your business has an emotional gain or “hook” that motivates them to buy a product or service from your business.  As a business or sales professional you can use this ‘hook’ to communicate effectively to a sales prospect in their emotional language.  This will give them the value the product or services which your business provides will bring to them .  This type of communication will help your sales prospect move through the sales process with greatly reduced resistance and objections that can arise from using language alone to communicate.

4 Ways to Discover the Sales Prospects Emotional Hook

1. Listen to the words the sales prospect uses to describe what they want.  Words like “really want” or “I hope to have” will give you clues to what is most important to them.
2. Listen for the tonality of the words used.  Ask yourself what hearing the sales prospects tones cause you to feel.  Likely the feeling that you are sensing are the same that the prospect is having.
3. Once you have a sense of the feeling you need to check with the sales prospect to see if it’s right.  Use a question like “it feels like you are feeling …” and name the feeling.  If you are right the prospect will resonate and perk up with a “you bet!” or a look that tells you that you have it.  If you are off, the sales prospect will probably correct you and clarify exactly what it feels like.  Either way you know have a solid idea what the emotional hook looks like.
4. Once you know what the emotional hook is for your sales prospect and how they describe it, you can begin to tell them what your businesses product or service will do to give them the emotional feel they are looking for.

So the next time you are in a prospect interview remember to find out what your prospects emotional hook is and then explain the benefits that you can bring to them using their emotional language.  You will find when you do, you will close more business, keep your clients longer and you will have fewer troubles through the sales process.

For more information on business coaching visit RichGrof.com.