NLP Life Training - 10 Years

How you can make the sale using NLP

How you can make the sale using NLP
Richard Bandler teaches numerous NLP techniques, but the real skill is combining them into business strategies that are far more powerful. 
Below, Richard demonstrates exactly how to use business strategies in sales.

First, here's a list of some NLP techniques to look out for:

  • awareness of body language of self and others
  • awareness of intonation of self and others
  • use of time-related grammar
  • modal verbs / modal operators (would, should, could, etc) and how they affect the thinking of a client
  • embedded commands
  • embedded questions
  • rapport building
  • pacing and leading
  • awareness of emotional state and how to keep hold of that state
This extract is from Persuasion Engineering, in which Richard and John La Valle teach and demonstrate powerful business strategies.
Here he shows NLP and making that sale.
NLP Business Strategies: Holographic Dynamics
...So, here we are in a selling situation where we want to demonstrate just one simple example about how to engineer influence purposefully and quickly.

The salesperson, Charlie (all names have been changed to protect the engineers and engineered), has his desk right in front of the the office by a window, where he can see out front when people drive up in their cars. All this information for free, you don't even have to ask for it, just to get started.

This couple drives up, gets out of their car, and looks around. The woman points to one of the homes across the street and he looks. They say something to each other (this is where lip reading comes in handy). They walk across the street and look at the house from different angles, she's nodding up and down and he's moving his head side to side across his shoulders slightly. They turn, begin to cross the street and they both stop and look at the house next door. Then they go over there. Charlie, by the way, goes into the next room where he can more easily observe them. They walk around the house and when they come back to where they started they're both smiling, almost laughing, there's Charlie starting to go outside, when they come in.

Charlie greets them with, "You really like the one next door, huh?"
Charlie has their attention and wants to keep them in what he considers to be an already existing good state.
He: "Yeah, we've kinda been looking around, you know, and we saw your company here so we thought we'd stop and look here."
Charlie starts matching the pace of the customer's breathing and rhythm. He also notes that his question isn't answered directly but they're both smiling again like when they were next door.
C: "Well, I'm wondering, exactly what will do it for you today."
Uses an embedded question and lays out a time frame.
He: "We really have to find a new home soon. Our lease is up and we don't want to get stuck extending it. We're ready for this and want to make the best of our investment."
Note the "have to" operator and "don't want" which Charlie can use to build the propulsion later. Also note the "want" to and what follows it, i.e. investment. There's also a signal to timing: "ready."
C: "So how can I make the best of your investment work for you? What does your new home here have to have?"
Charlie paces and then uses the "have to" operator  to elicit more information connected to this.
He: "Well, as we look down the road, we want to be sure we have something with resale value. We also may plan on just staying here when we raise our own family so ... we need at least three bedrooms, maybe four, we need two full baths, we want a large living room, an eat-in kitchen and a basement. We would also like to have a fireplace and a patio would also be nice."
Notice the reference here to timeline and direction and the modal operator of possibility "may". Then he starts his modal operators linked to the specific criteria content: need, then want, then like-to-have. Charlie carefully maps these out according to how the customer maps them out with his analog movements linked to each of these.
She: "And we also need a laundry room and need lots of closet space. We don't want to be cramped in anymore."
Note here the addition to the "need" modal operator linked to more specified criteria content. Charlie also notes this customer's analog information that is linked. He also notes that the guy nods his head here in agreement with her. Also the "don't want" will become important for building the propulsion later.
C: "Let me see if I got this right. You need three bedrooms, maybe four and you need two full baths. You also need a laundry room and lots of closet space. You want a large living room, an eat-in kitchen and a basement. And you'd like to have a fireplace and a patio."
Now Charlie gives back the modal operators linked to the specified criteria, including the analogs exactly as they were presented to him (mirrored to the same exact place for them) and even nods his head back to the guy when presenting her information back to her.
Both:  "Yup"
(Yes Response!)
C: "And as you look down the road, this will have a good resale value and been a good investment, even if you plan to stay here and raise your family?"
Charlie starts to link these into the timeline as described by them.
Both: "Yup."
(Another Yes Response!)
She:   "Ohhhh, and we really love those cathedral ceilings, if you have them."
Charlie notes the short breathing in and the tonality that goes with the smile and obvious skin color deepening as she adds this criteria. She also points both her arms up toward the ceiling in connection with this.
C:  "Ohhhh, great, you'll love the ones we have here."
And he matches it back exactly, except for raising his arms toward the ceiling (And I'm wondering why not)
Both:  "Can we take a look at the house now?"
Charlie notes their speech change to a more rapid rate with increased volume in their voice.
C: "Ohhhh, of course, you're going to love this one, let's go by the house right now ..."
Charlie uses the same match as the previous one and this time as he says "let's go by (great phonological ambiguity, buy the way) the house right now, he matches back her analogs to the cathedral ceiling.
Now, as these two people light up, by the way, this is great. I've seen this guy in action before, but this gets better...
Richard then goes on to show how the sale works and how Charlie's NLP skills have made the flow of the sale so much easier, whilst ethically directing and guiding the clients' thinking.

Remember, NLP is fantastic for Business Strategies. Book The seminar here [LINK]
Richard Bandler seminars.[LINK TO SEMINARS]
Persuasion Engineering.[LINK TO BOOK AND DVD SET]
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