Speaking To The Subconscious Mind To Develop Relationships FAST!

Who Are You Selling Your Products / Services To? 

I’ve touched on the power of the SUBCONSCIOUS mind and how SALESPEOPLE talk of their products and services in relevant terms, oftentimes referring to facts, figures and “proof” that their product / service is simply better.  

While these facts may be true let’s look at how the CONSCIOUS and SUBCONSCIOUS mind differ so you as a salesperson can present your products / services more effectively on your next sales call and CLOSE MORE DEALS.

THE CONSCIOUS MIND –

The conscious mind houses LOGIC and CRITICAL THINKING along with WILL POWER. When we present our product or service based solely on facts and figures using data, we find ourselves speaking to the CONSCIOUS mind of the prospect. “How LOGICAL is it to change vendors or purchase this product / service?” is one question the CONSCIOUS mind of your prospect will ask itself while listening to the presentation.

DATA can be a critical part of convincing a prospect to go with your product or service. But let’s keep in mind that the CONSCIOUS mind is weak when compared to the SUBCONSCIOUS. 

THE SUBCONSCIOUS MIND –

Behavior specialist all agree the SUBCONSCIOUS mind is between 50,000 to 500,000 TIMES more POWERFUL than the conscious mind. The SUBCONSCIOUS is in control of nearly all actions and activities of us human beings. One of the TOP RESPONSIBILITIES of the SUBCONSCIOUS is to PROTECT. It protects our IDENTITY as it simply won’t allow its human to be EXPOSED in a negative way; revealing very little information to this stranger selling me his / her product.

This BARRIER of PROTECTION is STRONG. Notice how questions are answered on that first sales call – most answers the prospect provides SKIM the surface of what’s REALLY the TRUTH. As a SALESPERSON, HAVE YOU ever experienced a PROSPECT only telling you a small piece of what's really going on? 

In addition to providing this protective barrier, housed in the SUBCONSCIOUS lie EMOTIONS, VALUES, BELIEFS, INTUITION and most importantly, IMAGINATION! 

If your prospect needs to IMAGINE what it would be like to do business with you and your company, wouldn’t it be best to speak to the SUBCONSCIOUS mind of your AUDIENCE -and capture the prospects imagination? 

If you’re presentation focuses on facts, figures and data YOU may be missing connecting with the person's IMAGINATION.  AND, missing this connection will make it difficult to build TRUST.

HOW, you ask, DOES ONE "SPEAK" TO THE SUBCONSCIOUS MIND to learn the TRUE issues, needs or PAINS of the prospect? Use this easy to follow STEP-BY-STEP PROCESS AND YOU WILL CLOSE MORE DEALS AND BUILD SOLID RELATIONSHIPS -

Ask permission to ask questions - By asking permission the prospect's subconscious "cracks" open and the WALL OF PROTECTION begins to crumble. Lead the conversation with a well thought out question and STAY ON THAT TOPIC.

NEXT is where you will gain the most traction - listen for KEY WORDS in the prospects answers. The Subconscious will provide WINDOWS of opportunity with each answer to your questions. These WINDOWS are found in the key words.

Now you're prepared to ask a CLARIFYING QUESTION using the key word(s). You will observe your prospect open up like a butterflied shrimp by continuing this technique of questioning - key word, clarifying question. Watch the PROTECTIVE WALL TUMBLE to the ground.

Now you are on track, leading the conversation to the HOLY GRAIL of issues, needs and pains the prospect is experiencing.

MOST IMPORTANTLY, you will DEVELOP THE RELATIONSHIP very quickly as the prospect's subconscious mind will experience something most salespeople find difficult to develop in that initial sales meeting.

Your prospect will FEEL that you truly LISTENED to what they said and that YOU CARE about what they are experiencing! These are two KEY INGREDIENTS in building TRUST FAST!

Quickly developing a new client relationship by speaking to the prospect's subconscious mind will out position your competitors, push aside the incumbent and CLOSE MORE SALES.

#salestraining #salesmanagement #salesrelationships