“Buy” Language Patterns
Language Pattern: Strategy: Can you buy that?
Immediately after making a statement, introducing a benefit or responding to an objection, use this tag question. You may even want to point to your product for greater impact. The subliminal message will be received: to buy that…(whatever you are pointing at).
Strategy: Buy now, you are…
Start a sentence with the indirect command to buy now! It will focus people on making a decision immediately. If you use the language several times during your conversation, the human ear will listen to the indirect message. Buy the way, don’t worry about the client realizing what you are doing. One out of 1,000 understand it. And if the person does, they usually say something like, “Great pattern, or do you know NLP?” That by itself usually builds fantastic rapport as you talk about similar experiences and training.
Strategy: Does that make sense?
Yes, it even makes dollars! The question is great for having a benefit accepted and then reinforcing the benefit. The ambiguity of sense/cents and dollars confuses the mind, and individuals will generally just accept the benefit. Even better, as you say the word sense pad your pocket like you’re feeling for change. It is a good idea in your presentation to ask “tag” questions that end in a yes answer. It gets the client thinking yes. Are you enjoying this book? Are we moving in the right direction? Do you want to learn more? Did you know we have a three-‐day intensive sales training program, where we bring in some of the best sales trainers and presenters in the nation, most with extensive NLP or hypnotic language training? (Sorry -‐ couldn’t resist, could you?)
Strategy: Well, don’t think about it too quickly.
This forces the individual’s attention to the topic at hand. The too quickly adds a sense of immediacy and implies they were going to think about it anyway. Don’t think about attending our three-‐day training program too quickly.
Strategy: Buy the way…
Throw the pattern in your script and see an immediate increase in your closing ratio. Especially, if you emphasize the word buy (i.e., by [pause] the way). Literally say this dozens of times during your presentation. The hidden message gets to the subconscious of the client.