How we change what others think, feel, believe and do
Engage Your Prospect's Learning Style
Guest articles > Engage Your Prospect's Learning Style
by: John Boe
Unfortunately, far too many sales reps unknowing undercut their sales effectiveness by failing to recognize the need to engage their prospects' learning styles. For example, if a sales rep determines that his or her prospect is a visually-based learner, it's up to the sales rep to make the adjustment and incorporate more colorful graphs/charts, brochures, and other visual aids throughout the presentation.
It's easy to quickly and accurately determine your prospect's preferred learning style by simply paying attention to his or her most commonly used words and phrases.
Visual-based learners might say:
"I can certainly see your point."
Visual-based learners like pictures and prefer to get their information in writing. Use colorful charts, graphs, and other visual learning tools to help them make a buying decision.
Auditory-based learners might say:
"That sounds good to me."
Auditory-based learners tend to hang on every word that you say. This type of prospect learns best through group discussion and tends to talk things out when making a buying decision.
Kinesthetic-based learners might say:
"I can get my arms around that concept."
Kinesthetic-based learners prefer to learn by physically touching and doing. Keep this type of prospect actively evolved throughout the selling process by using demonstrations and other "hands on" learning tools whenever possible.
If you want your prospects to get the most benefit from your website information, sales presentations, brochures, and related marketing materials, you need to present the information in the most engaging way possible. Multiple forms of information delivery will give you the best possible chance of appealing to each of these different learning styles.
"To effectively communicate, we must realize that we are all
different in the way we perceive the world and use this understanding as a guide
to our communication with others."
John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.johnboe.com or call 877 725-3750. Free Newsletter available on website.
Contributor: John Boe
Published here on: 19-Jun-11
And the big