Sales Telepathy

How to get into your client’s head and heart without going out of your mind!

"Watch this," I told my wife as we were driving down the highway a few years ago. "That guy in the next lane is going to change lanes without signaling."

Sure enough, less than a second later the driver of the car switched lanes right in front of us. He didn't use his indicator and he didn't look in his mirror -- let alone do a shoulder check. Because I anticipated his actions, I was able to stay out of his way and avoid an accident.

My wife thinks I can read the minds of other drivers -- but it's really because I have trained myself to read the little clues that tell me what other drivers are thinking of doing next, often before they are conscious of their own thinking…

Last week, that skill saved my life.

sales telepathy

The day I was riding home after picking up my new motorcycle. Sure enough, a car next to me changed lanes without signaling. The driver forced me off the road, but it could have been much worse if I hadn't been paying attention to what he was thinking of doing before he did it.

So what does this have to do with sales?

If you already know how to drive defensively, you can use the same 'brain muscle' to make your sales communications more powerful.

Four Questions That Speak Directly To The Other Person’s Inner Voice

In the 'olden days', communications professionals called it 'active listening'. In the Essential Message program, we call it 'speaking directly to the other person's inner voice'.

To the other person, it may feel like you are reading his or her mind. But like most things that look like magic, it’s not hard to do once you know how to do it.

All it takes is for you to practice asking the same four basic questions of everyone you meet in your target market:

  1. 1
    "What are the things you/your company have going for you in your business – what’s working?"
  2. 2
    "What are some of the weaknesses and challenges that you face going forward in your business – what’s not working?"
  3. 3
    “Left unfixed, what are the risks you face if you don't address those issues?"
  4. 4
    “On the other hand, if we could fix those issues, what advantages would you gain?"

The astute reader may recognize this as a modified version of a SWOT Analysis (Strengths-Weaknesses-Opportunities-Threats) – and you’d be right. But there’s more to this than a simple analysis.

These four questions are structured to help you directly identify the interests, priorities and hot buttons of your prospect. And when they are used in this precise order, they help you get inside the head of your prospect and probe for what he or she is really thinking.

As a consultant or a solution provider of any stripe, you can’t wait to sink your teeth into question two because the answer to that question will tell you everything you need to know about where and how you can add value.

But wait… you haven’t earned the right to ask that question yet.

Ask it too soon and you’ll get a generic response or an evasive one. You might as well ask, ‘So what keeps you up at night?’ and wait for the proverbial eye roll.

The magical thing about question one is that if you really, truly, and with genuine curiosity focus on just that question, without any hurry to move on to question two, the other person will natural segue to answer question two without even being asked at all.

Really, like magic.

"This is the quick and dirty way to know your customer, but it works every time."

Understanding your prospect is one of the most essential elements of your sales and marketing program.

Only by speaking to the other person's inner voice can you address his or her true concerns, objections, skepticisms and needs -- and avoid having a crash ending to what could have been a great sales conversation.

So, the next time you're having a conversation with someone, tune in to what might be going through the other person's mind. With a little practice, you'll be able to hear the little voice in the back of the other person's head as clearly as you hear the words coming out of his or her mouth.

Not only will it help you communicate more powerfully, build your business and attract new clients... it just might save your life too!

Oh, and by the way, that driver that ran me off the road? He never even realized what happened. 

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