Can you really speak the language of your customer’s mind? If your customers believe you understand them and you seem to have insight into their minds, they will trust you. Learn how to improve your communication skills and create rapport by matching the language of your customer’s mind.
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Resources:
- Download the EEE™ Representational Systems Cheat Sheet here.
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- Learn more about our Signature Course: The Missing Piece to Your Sales Success
- Ask Alen! Send me your sales-related questions and I will answer them in the upcoming podcasts – send your questions via Linkedin or fill the form here.
More about the Episode:
What is the EEE™ Representational System and how it can help you improve your communication skills?
The first E is for the Eye or visual representation.
Listen to your clients to hear if they use words like:
Picture, clear, sight, see, light, focus, vision, draw, outlook, preview, paint.
They use visual phrases like:
Appears to me; beyond a shadow of a doubt; get a perspective on; in light of; in view of; looks like; showing off; sight for sore eyes; under your nose; upfront.
If you use visual words with a ‘visual’ person, it’s easier for them to understand because they don’t have to translate from another system. This is another way to gain rapport; you sound more like the other person, and therefore more familiar.
The second E stands for the Ear or auditory representation.
Try to listen for words like hear, clear, music, rhythm, loud, sound, tell, voice, unheard of, rumble, tone. People who prefer this system use phrases like:
Clearly expressed; call on; describe in detail; earful; hidden message; hold your tongue; loud and clear; manner of speaking; the power of speech; rings a bell; to tell the truth; unheard of; voice an opinion.
If you want to influence them, you need to talk to them. Auditory people can be persuaded by hearing quotes from satisfied customers. To motivate them, you need to tell them what clients said about your product or service. Even better, play the audio recording of a testimonial (if you have one).
The third E stands for Emotion.
Listen to words like:
Grasp, handle, feel, rough, smooth, slippery, hurt, comfortable, hold, warm, heavy, push.
If you hear the following phrases, you are talking to a kinesthetic person:
Boils down to; come to grips with; control yourself; cool/calm; get in touch with; hand in hand; hang in there; hold it; hold on; know-how; lay cards on a table; pain in the neck; pull some strings; slipped my mind; start from scratch
When influencing a kinesthetic client, give them something to touch or send them something to feel, because they need to touch things. Keep them active by giving them printed materials to read or training materials to hold. Try to meet with them face-to-face if you can.
To influence your prospect, your communication needs to be in their preferred representational system. If you are not sure what system to use at the beginning, create your message by using a mix of the EEE representational system ‘keywords.’
Leave a comment below:
Let me know what you think and what will you change regarding being better at building rapport and improving your communication skills, I’d love to hear from you! Let me know your favorite strategy or revelation you’ve had about building rapport. I can’t wait to hear from you!
Ask Alen!
Send me your sales-related questions and I will answer them in the upcoming podcasts – send your questions via Linkedin or fill the form here.
Other podcasts on this topic:
Building Rapport: How to Connect With Your Customers Instantly (salesiseasy.com)