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Free guide
The complete guide
The Complete Guide to NLP for Sales
The complete guide
The Complete Guide to NLP for Sales
Read the buyer's words and body language, then choose the sentence that moves the deal forward
Cristiano Schmitt
Read the buyer's words and body language, then choose the sentence that moves the deal forward
31 pages · about 20 minutes to read · PDF
Inside the guide
9 chapters, and what each one leaves you able to do.
- 01
See who this book is for and what it asks of you
You confirm the method fits your sales calls and know the one skill you will leave with.
- 02
Fix the outcome you want before you speak
You write the single next step you want from the buyer and the sentence you will use to ask for it.
- 03
Watch the buyer before you hear a word
You read posture, breathing and eye movement in the first ten seconds and note what each one signals.
- 04
Map the buyer's words to their thinking
You sort what the buyer says into pictures, sounds and feelings and match your language to it.
- 05
Build rapport in the first two minutes
You mirror pace, tone and gesture without mimicry and feel the buyer relax into the conversation.
- 06
Ask the questions that expose the real objection
You run three question sequences that surface the reason the buyer has not signed.
- 07
Choose the sentence that moves the deal
You pick from six sentence patterns matched to the objection and deliver the one that fits.
- 08
Repair the call when the buyer goes cold
You name the break, reset the frame and restart the conversation without losing the deal.
- 09
Run the method without the book
You keep a one-page call sheet, review three recordings a week and hold your own standard.
Look inside
Two real pages, set exactly as they print.
01
See who this book is for and what it asks of you
You confirm the method fits your sales calls and know the one skill you will leave with.
You have a call booked for Thursday at eleven. You know the product, you know your numbers, and you have heard the same three objections enough times to answer them in your sleep. What you do not have is a reliable way to tell, in the first few minutes, which version of your pitch this particular buyer needs. So you talk, you listen, and somewhere around minute twenty you realise you have been selling to the wrong person inside the right meeting. This book is for you: the seller who runs live calls, who has a quota and a calendar, and who wants a method tight enough to use mid-sentence. It assumes you sell something that costs real money, that you speak to the person who signs, and that you can hold two questions in your head without losing the thread of the conversation.
The one skill you take from this chapter is this: before you speak, you write down the single outcome you want from the call, in the buyer's words rather than yours, and you decide what you will accept as a next step. Do that once and you have the spine of the whole method. Here is the sequence. Open your notes app ninety seconds before the call starts. Write one sentence that names the buyer, the thing they get, and the date it happens. Underneath, write the smallest ask you would count as progress, such as a fifteen-minute call with their finance lead or a signed one-page scope by Friday. Then close the notes and dial.
You have it right when your written outcome survives first contact. Take a seller who wrote: Ravi gets the stock system live before his April audit, and I leave with a date for the technical review. Ravi opened by asking about price. The seller said he would come to price at the end, spent twelve minutes on the April date, and closed on the technical review for Tuesday at two. That is one sentence held for twenty-five minutes, and it beats a perfect pitch delivered to nobody.