Software Sales Tips by Matt Wolach

Sales Tips

The Science of Sales: Using NLP Techniques to Boost Your Close Rates

Last week, I discussed why sales can be considered an art, but today, I want to dive into the scientific aspect of closing deals. So, let’s get nerdy with science and explore how we can use Neuro Linguistic Programming (NLP) to improve our close rates.

Before we dive into the world of NLP, it’s essential to remember that these techniques should only be used ethically, with good-fit buyers who genuinely stand to benefit from your software or service. Using NLP unethically can lead to negative consequences for your reputation and business. With that said, let’s explore three NLP techniques to help you connect with your prospects and increase your demo close rates.

Mirroring Body Movements:

People naturally feel more comfortable with individuals who are similar to them. This principle extends to body language. When interacting with a potential buyer, pay close attention to their body movements. Are they leaning in, using hand gestures, or sitting back with their arms crossed? By mirroring their body language, you can establish a closer connection. Whether you’re meeting in person or via video, mimic their movements to build rapport and trust.

Mimicking Speech Patterns:

In addition to mirroring body movements, you can also mimic your prospect’s speech patterns. If they speak quickly and enthusiastically, match their pace and energy. On the other hand, if they prefer a slower and methodical approach, adapt your speaking style accordingly. The key is to be a chameleon, adjusting your communication to align with theirs. This not only helps you connect better but also ensures that your message resonates effectively.

Using Positive Trigger Words:

Throughout your software sales presentation or demo, strategically incorporate positive trigger words that you want your buyers to associate with your product or service. For instance, we often use the word “action” in our demos, always emphasizing its positive connotations. By repeatedly using this word throughout the demo, you prime your buyers to associate it with a positive outcome. When you finally ask them to take action, they are more likely to respond positively, leading to higher conversion rates.

By implementing these NLP techniques into your software sales process, you can apply a scientific approach to boost your demo close rates. Remember that mastering these techniques takes practice and adaptability. As you become more proficient, you’ll notice an improvement in your ability to connect with prospects and guide them toward a purchase decision.

In conclusion, while software sales may be both an art and a science, understanding the scientific aspects can significantly enhance your effectiveness as a software salesperson. By leveraging NLP techniques like mirroring body language, mimicking speech patterns, and using positive trigger words, you can improve your close rates and build stronger connections with your prospects. Just remember, always use these techniques ethically and with the best interests of your buyers in mind. Happy selling!