Tuning into the Unconscious Communication Clues

When you look to convert your conversations with potential customers into genuine selling opportunities, you need to be listening out for their worries, even fears, or what they hope to gain by using the product or service, plus any past experiences they might have had. In other words, you are searching for clues that will help you sell more effectively to their needs or wants. However, while you may hear these obvious clues, are you missing out on the unconscious ones?

These are found in the way your prospective customer speaks to you – and, importantly, in how you then respond. We’re now looking at the new reality, ‘Do unto others as they wish to be done unto’! In other words, find their communication wavelength rather than simply sticking to your own and hoping for the best.

So, how to spot these unconscious clues? Here are three simple examples of what a prospect might say: ‘I’ve heard that this service is…’, ‘I saw a report that this product does…’, ‘It seems to me that your service…’

Each suggests a preferred way of communicating – from having a discussion, to examining visual evidence, or making an emotional decision. By noticing each, a thoughtful sales executive can respond using the same style, leaving the customer subconsciously feeling that they are on that same wavelength.

In turn, here are three questions a prospective client might ask: ‘How do people react when your new xxxx is introduced into their workplace?’, ‘What can your yyyy bring to my company?’, ‘What exactly are the specific benefits of your zzzz?’

The first is talking on a human level, the second looks for a broad picture, the third for a much more detailed response. A reply that focuses on the identified area is again more likely to build rapport.

Of course, these are very simplified examples. Many people use a range of styles, at different times and in a variety of situations. However, they do show how a commitment to listening to these unconscious clues can provide a sales executive with a gateway towards being seen as responsive and helpful in the way they provide answers, rather than simply in the answers they provide. This insight can be a useful step towards more effective customer relations!

Call Diana from Training for Growth to learn more about the Converting Conversations to Sales workshop.