| B2B sales refers to businesses selling to other | | | | make the sale much easier. |
| businesses. The thing that many people do not realize | | | | The salesperson then matches the person's speech |
| is that these types of sales are much larger in volume | | | | patterns. Then, you might try to talk in the same |
| than B2C or Business to Consumer Sales. | | | | rhythm and pattern. Try then to match these and the |
| There is an increase in the use of covert hypnosis and | | | | pitch and volume as well. |
| NLP, Neurolinguistic Programming, in the area of B2C | | | | Like the other forms of pacing the salesperson will try |
| area of sales, but what about B2B sales? | | | | to change the volume and pace and determines |
| The same techniques can be used in B2B sales | | | | whether they are successfully pacing the person. |
| because there's still a person to person interaction that | | | | If they are not successful then try to start matching |
| occurs in order to make a sale. | | | | again and try testing whether it is successful again. In |
| Covert hypnosis is the process putting a person in a | | | | B2B, sales pacing can help push the person towards a |
| waking trance state without their realizing that it is | | | | large sale. |
| occurring. | | | | Once the language and volume are paced, then the |
| It is a powerful process because once in that state the | | | | words that a person uses are matched. Certain key |
| salesperson can influence a person's buying decisions | | | | words and phrases such as "at the end of the day," or |
| in B2B sales. NLP can be used along with this process | | | | maybe "the bottom line," can be matched. |
| by using certain words and phrases that can impact a | | | | The salesperson will begin to use their own words in |
| person's thought processes and behaviors. | | | | repetition and observe if the person begins to use it. It |
| First you might begin by building a strong relationship | | | | can be words like "sale," "quality", "quantity," "long term |
| with the buyer. This is called rapport, and it's | | | | relationship." |
| accomplished by being just like them, without them | | | | The final type of pacing is emotional pacing. If the |
| realizing that you are mirroring or matching their | | | | salesperson can use this type of pacing then they are |
| postures, speech, and mood. | | | | ready to make the sale because they are now leading |
| This is referred to as pacing. Pacing can be very | | | | the other person. Emotional pacing is accomplished by |
| powerful in B2B sales and works the best in sales that | | | | noticing the emotional state of the person they are |
| are face to face but can also be used in telephone | | | | speaking too. |
| sales. | | | | Are they excited? Are they quiet? Are they upset or |
| Pacing begins by noticing a person's breathing pattern. | | | | nervous? Once the salesperson identifies the other |
| Once you notice the pattern you will begin to change | | | | person's emotional state they will begin to pace or |
| your breathing to match theirs. This is a powerful NLP | | | | reflect that state. They begin where the other person |
| technique that creates a bridge with the person you | | | | is. |
| are speaking with. | | | | Then they will begin to test the connection by slowly |
| In order to test whether or not you have successfully | | | | changing the emotional interaction. |
| connected with the other person, try to increase or | | | | Once all of the pacing has been accomplished the |
| decrease your respiration and the other person will | | | | sales person is then ready to make the B2B sale. |
| also change their breathing --- then you are in control. | | | | They will lead the buyer into an excited state and use |
| The next step of pacing is physical pacing. First the | | | | words such as "sale" and "how many units" in order to |
| salesperson will match the person's physical stance or | | | | direct the person. |
| posture. This should not seem too obvious. Once again | | | | The buyer will be in the state to easily be lead by the |
| once this has been matched, test it by changing your | | | | sales person. Pacing is a powerful tool that can be |
| posture or change the placement of your hand. | | | | used quickly and easily in B2B sales to move a |
| If you are successful the other person will change their | | | | prospective client into being your newest client. |
| posture as well. In B2B sales, being able to pace the | | | | Naturally after reading this article you want to learn |
| other person can allow you direct their behavior and | | | | even more. |