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This module focus on how the information derived in discovery stage is related to your product or service.
The excellence at this stage of selling will ensure 80 percent of the job is done, as the more efficient and effective you are in linking the features of your product with the requirements of the customer, the lesser are the chances for objections at the stage of trial close. This module will utilize following approaches for attaining the desired result.
As of in discovery stage while going through the eye pattern you would discover the dominant modality. Now is the time to utilize that information for entering their model of world. The Discovery module will explain in detail about the specifications of modality, so by this stage your team will know all the four modalities in detail.
For instance, you have discovered that the dominant modality for your customer is visual, then reverting to our car business example, the way you will present the features of the car to your customer will be all in the context of visual. The feature of leather interior in the car will be presented in a way, as you can see this beautiful leather interior and you can visualize yourself driving the car with this amazing and luxurious interior.
This implies using specificity or ambiguity in the language. Chunking up is the process of finding connections and relationships and chunking down is the process to relate it back to the current instance. This is most efficient to be used when there are amazing features to your product that you will like to link to the customer needs, however customer hasn’t specifically shown interest in that particular feature.
For instance, the car you are selling has a top quality music system, whereas during the discovery stage customer has mentioned about that they are interested in reliability, comfort and the drive and didn’t specifically mentioned a need for a quality music system. The first process is of chunking up, and you would ask the customer, for what purpose a car has a music system? If your customer replies relaxing and entertainment, and then you chunk down, and would say what if I am to tell you this car has a top quality music system offering a perfect relaxing and entertainment experience, you would be excited, wouldn’t you. This example illustrates that utilizing chunking up and down can assist in linking a great feature to your customer specifications adding all important value leading to the closing stage.
The linguistic patterns are used for conversational hypnosis. The training module will talk in detail the Milton model techniques that are relevant to the value-added selling process. For instance utilizing selection restriction technique in the example of car business. I wonder how your ears feel, having heard the amazing features of this car. This technique personifies a body part, and the combination of Milton model techniques leads your client in light trance.