Keep them coming back. Speak your customer’s love language-Part Three
ByYou will probably not come right out and ask someone what their “love language” is. But you can pick up some clues by listening to their unconscious choice of words.
An auditory person will generally say “that sounds good to me”. What do you feel like for lunch? The more verbal affirmation style person responds, “pizza sounds good to me.”
I was selling some art images from Hawaii to a friend of mine for her office. I found it interesting how she voluntarily described herself saying “I have to see the images and find what feels right to me.” When I tell you she is a massage therapist and a kinesthetic learner, it makes sense.
A more visual person would use the word “look” more often. They would look at a menu and say “pizza looks good to me.”
What do you do with this type of information? A good salesperson would tune into a customer’s words and style and respond in a similar language. This is bound to make the customer more comfortable. It is subtle, I know, but when people feel more connected and comfortable with you they will like you and buy from you.
In the example of my massage therapist friend, I would respond to her by saying, “here is great flower image, how does that feel?” “What size image would feel right above your desk?” would probably feel better to her than “what size image would look right above your desk?”
You may find it interesting to note what your customers say. It could help you know how to communicate with them in their preferred style. This is great for thanking them for their business in their language as well as how to make better sales.
You may find out that showing that you appreciate your customer is more powerful than only saying so.
If you have your own experience to share please post it here. Sound good?
