- Do they make decisions? While we all know that everyone makes decisions, what's the depth of their decision making ability? How much information do *they* need or want in order to process through their strategy?
How do they make decisions? We can break this one down into other pieces:
- How are they motivated to start their decision making strategy (which is a decision itself)
Once started, are they proactive or reactive inside the strategy they are operating in? This will let you know the difference between whether or not they will take action on their own, or will need to be reminded (by you) to take the action, like sending in that contract. While you can easily detect this in their use of active or passive verbs and complete or incomplete sentence structures, consider that this part of their strategy is also going into another strategy (subroutine).
For example, if they are reactive, then at the end of their strategy of decision making, they will say, or think, or represent in some way, "Yes, but not now." And this may in many cases have nothing to do with your product or service, nor their desire for it necessarily, but another subroutine in their own strategy that stops them, or redirects their attention, or moves them into hesitating, some internal state that isn't necessarily useful to you. None of this is wrong, actually, and can be useful to them, for them. Recognize it and you'll know what to do next, which is the next secret of the best sales people: They KNOW WHAT TO DO NEXT, regardless.
This will let you know how much of the relationship *You* will *Have To* manage.
How are they comparing? Remember that every decision is made by comparing one thing to another. It's either, "go", or "no go" from that point after the comparison. Are they comparing against what they already have, or know, or are they comparing what's different from their past experiences, or how it can be different?
What are their criteria? What's important to them about what you are offering? Make no assumptions here. Everyone may very well have different answers to the same question, and linked to a very positive feeling, or state. This is one of the basis' of Persuasion Engineering™ . Rather than give you pat phrases,, etc. we provide you with a systemic approach that you get to build into your personal approach to selling!! You've got to gather information from potential customers before deciding.
Are they a *buyer* or a *shopper*? Now it's easy enough to change a shopper to a buyer, and just as easy to change a buyer to a shopper, if you're not paying close attention, but you'll have to know which strategy they are operating in, regardless of what they may actually tell you. Many of the same subroutines may run, but not in the same sequence. They may well have the same questions, the same sorts, but in a different sequence when they are deciding vs. shopping, and vise versa.
And there are others, but this will give you a good start!
Source from: http://www.nlp-newsletter.com/articles/index.html#JL