Neuro Linguistic Programming & Persuasion Techniques

PEPnet Educational Moment (07/19/12): Neuro Linguistic Programming & Persuasion Techniques

“Character may almost be called the most effective means of persuasion.” – Aristotle

  • NLP = Neuro-linguistic programming (NLP) is an approach to communication, personal development, and psychotherapy created in the 1970s. The title refers to a stated connection between the neurological processes, language, and behavioral patterns that have been learned through experience (“programming”) and can be organized to achieve specific goals in life.
  • It Is About Character!= DISCLAIMER:  It really is about character.  You have to believe that the product or service that you provide is truly beneficial to your clients and prospects.  If your product or service fulfils a very specific need, if it solves a problem, if it makes the world a better place then why wouldn’t you sell it as strongly as possible?  Don’t you have a duty to sell every single person you see on the benefits of your business.
    • Shameless Self Promotion = It really is about shamelessly promoting yourself and your product or service because it is in the best interests of your prospects.  Shameless self promotion means promoting yourself in all the means, methods, and media possible to the greatest extent possible.  It’s about making money people!
  • The Process: Rapport, Criteria, Resistance, & Success:
    • Rapport = Building a ropport with those you wish to influence is of paramount importance.  Too often people talk AT one another and don’t pay to WHAT the other is actually saying.  There are 2 primary types of rapport – physical and mental:

–       Physical

  • Mirroring
    • Body
    • Breath
    • Speech

–       Emotional

  • Taking Action    – Verbs
  • The “HOOK”
  • Feelings…
  • What / When / Why / Where / How / Could / Can / If / May / Might / Must / Etc.
  • Loops =  Points within a sales narrative that you depend upon for a “story” or ongoning narrative.  The Simpsones did an episode where it was a story, within a story, within a story, within a YAWN…
  • STORY-SELLING
  • Criteria = Do / Can / Will They Buy What Your’re Selling?

–       The “Mother” Role = People do business with one another for a host of unpredictable reasons.  “My friends think I am cool, I eat well, etc.” are things you have to consider when you are trying to decide WHO you are selling to… –      

Ask Questions… NOONE DOES!= There is an epidemic of people going to see doctors about Cancer, Obesity, & Diabetes… the biggest killers in today’s society…  Diagnosis after diagnosis, nobody asks any questions…  I realized this recently going through my own Achilles Tendon Rupture.  Afterwards, there were so many questions that other people had that I never thought to ask.  I can tell you that, looking back, I should have decided my criteria for success.  Just another example…

  • Resistance

–       To Influence = Emotional Connections Thru Stories, Acknowledgement, or REFOCUS –       To Proposal = Guarantees,Timeframes, and a Sales Vision

  • Success = Follow through and you get SALES… what could be better than that?

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