VAKOG – Sinneskanäle -NLP – im Verkauf

Allgemein

Hallo und herzlich willkommen in meinem Podcast „Mehr Umsatz mit Oliver Busch“. Hier geht es um die Themen Verkaufen, Verhandeln, Rhetorik und das dazugehörige Mindset, damit du in Zukunft deutlich mehr Umsätze generierst und das mit einer größeren Leichtigkeit.

In der heutigen Episode habe ich etwas aus dem NLP mitgebracht. Ich hab’s an einer Stelle schon einmal erwähnt, dass ich mich intensiv mit NLP beschäftigt habe, und das eine oder andere kann man wunderbar mit in den Verkauf nehmen.

Und heute soll es nun um unsere fünf Sinne gehen. Das Sehen, das Hören, das Fühlen, das Riechen und das Schmecken. Heute  möchte ich intensiv über das Sehen, das Hören und das Fühlen sprechen. Denn das sind die meistverwendeten Sinne, die es unter uns Menschen gibt. Das Riechen und das Schmecken gibt es einfach nicht so häufig, und der häufigste Kanal ist der visuelle und dann kommt der auditive und dann der kinästhetische.

Wenn du im Verkauf unterwegs bist, ist es wichtig, dass du einen guten und schnellen Kontakt zu deinen Mitmenschen herstellst, dass du eine Wellenlänge herstellst mit deinem Gegenüber und wenn man das Ganze unter dem Aspekt unserer Sinneskanäle anschaut, dann wirst du feststellen, dass wir alle Menschen in anderen Sinneskanälen sprechen.

Wenn du darauf achtest, dann gibt es den einen oder anderen, der sehr bildhaft spricht, der sehr über Bilder spricht, wie er sich etwas vorstellen kann, dass er Worte verwendet, wie „ich sehe, was du meinst“, „ich habe den Fokus drauf“. Ein anderer Mensch, verwendet Worte wie verstehe, „ich weiß, was du meinst“. Oder der eine oder andere sagt: „Ich habe ein gutes Gefühl dabei.“

Und wenn du in der Sprache deines Kunden sprichst, ihn nicht nachplapperst, aber  ähnliche Worte verwendest, wirst du einfach aber ganz einfach raport aufbauen und hier spielt dann auch das Verhandlungstool soziale Bewertheit, da werden ich noch einen separaten Podcast zu machen, auch eine große Rolle, denn wir kaufen lieber von Menschen, die uns ähnlich sind. Denen wir ähnlich sind, die mögen wir eher und die wir eher mögen, von denen kaufen wir auch einfach viel, viel schneller.

Lass uns mal einfach in die drei Kanäle einsteigen. Wie gesagt, der häufigste ist der visuelle. Den kann man ganz häufig schon an seiner Kleidung erkennen, die achten drauf wie sie gekleidet sind, sind meistens auch ein wenig auffälliger gekleidet und achten sehr auf ihr Äußeres. Visuelle Typen sprechen auch sehr, sehr schnell. Sie sind einfach von der Stimme schneller, schneller, schneller… Und auch ihre Atmung ist im Brustbereich. Und dadurch, dass sie schon schnell sprechen und etwas weiter oben atmen, ist ihre Bewegung auch deutlich schneller. Und man sagt auch, dass visuelle Typen eher leistungsorientierte Menschen sind.

In der Einleitung habe ich es schon  erwähnt: Visuelle Typen sprechen in Bildern. Sie benutzen gern Metaphern; sie sprechen Worte, die die es bildhaft machen, wie Fokus, hell, Bild machen … ich sehe, was du meinst, Wenn du solche Redewendungen öfter hörst von einem Kunden, dann kannst du dir ziemlich sicher sein, dass es ein visueller ist.

Natürlich gibt es Menschen, die ein Mischform sind, die visuell und auditiv sind, wenn du das bemerkst, ist es für dich vielleicht ein bisschen leichter, wenn du selbst auditiv bist auch Auditives zu sagen. Nur wenn du beides feststellst beim Zuhören, dann verwende beide Sinneskanäle. Wie kannst du jetzt strategisch zum Kunden gehen? Benutze, wie ich es schon gesagt habe, visuelle Begriffe, zeige dem Kunden Produktvideos, zeige dem Kunden Referenzen, da stehen diese Typen drauf und achte selbst auf dein Äußeres und auf deine Unterlagen, das die immer 1A sind, dass du immer 1A-Unterlagen und auch Repräsentationsmaterialien hast…

Der Link zur kompletten Episode

https://podcasts.apple.com/de/podcast/vakog-sinneskan%C3%A4le-nlp-im-verkauf/id1273593558?i=1000394165303

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