NLP Sales Strategies:

Transcription

1 NLP Sales Strategies: The Communication Model Version Affect-Effect LLC Communication Model, Page 1

2 The Communication Model I. A Brief History 1. The Phrase was originally coined by Alfred Korzybski. 2. Neuro Linguistic Programing originally referred to the way the mind is and, or programmed by our language. During the 70 s Richard Bandler, and John Grinder built on Korzybski s idea 3. Bandler and Grinder theorized that if you could analyze someones language you would understand what is going on 4. They pursued this idea by analyzing the speech patterns of 5. They chose the therapists based on their ability to get Grinder and Bandler analyzed the therapists in action. Affect-Effect LLC Communication Model, Page 2

3 6. They used the information from their analysis to create what they referred to as 7. The models were that could be used to reproduce the results of the therapists they studied. 8. Discovered several different that can be used to help people change their behavior. They also discovered several methods related to the use of language 9. Implications on the understanding of 10. Provide Insight into what really causes people to These techniques have important applications for anyone serious about communication in general and persuasion specifically. Over the next eight courses you are going to learn -The most important techniques they discovered -How they can be utilized in a business setting II. How is NLP Different 1. Views communication from a different There are many different methods (models) of communication 2. Almost all are designed to be used between two people that have an Affect-Effect LLC Communication Model, Page 3

4 examples: Win Win negotiation, Active listening 3. Depend on both people to the communication before any of the techniques can be utilized This one flaw makes them ineffective for business 4. NLP techniques can be utilized even when you have a You want to get your message across, but they don t necessarily care This single fact makes NLP especially well suited for retail sales, outbound sales, and contract negotiation 5. Once learned these techniques can be utilized to make communication. NLP was developed in therapeutic situations Therefore; 6. NLP assumes, and plans for in the communication setting 7. Develops to overcome those obstacles. III. Presuppositions of NLP 1. Ideas that provide a for understanding how NLP works. Affect-Effect LLC Communication Model, Page 4

5 2. They are the basic beliefs about that make NLP possible. You Cannot not Communicate 3. Communication is 4. Communication is Even if you stop talking you are still communicating Are you in control of the message? There is no failure only feedback 5. If your message is received or completely rejected you have 6. Whatever message you get back is your You only fail when you stop trying The meaning of your communication is determined by the reaction of the receiver 7. Whatever the receiver that is the message you sent 8. Places the for the message in the hands of the person communicating Affect-Effect LLC Communication Model, Page 5

6 9. Eliminates excuses for ("they just weren't listening") IV. Two Minds One Brain One brain but it can be separated into two very distinct parts 1. The first is the, and the second is the. The reptilian brain is the most primitive part of your brain 2. It is responsible for breathing, eating, survival. The reptilian brain pays very close attention It makes sure that you are safe at all times. 3. If it ever feels it takes over your bodily functions and will not let go until it feels safe again. Example: If you are walking through the woods and all of a sudden you hear a bear rustling in the bushes what happens. Your heart rate increases, and the blood circulation increases in your arms and legs, then your system is flooded with adrenalin and all of a sudden all you can think about is survival.either fight or flight. Affect-Effect LLC Communication Model, Page 6

7 4. The bear doesn't have to to make this happen 5. All takes place on a 6. You don't have to make a about the bear 7. Just has to be 8. Depends on to you to see a bear in the woods. The same is true when you interact with someone new Their response to you will be determined by how they see you 9. Based on with people who like you. The Neo Cortex is the logical decision making part of your brain. People often react without logic, they react from past experience 10. If you understand this and for it you will be more effective 11. If you don't you will continually walk way from conversations feeling. Affect-Effect LLC Communication Model, Page 7

8 12. always win over logic 13. You cannot your way out of a feeling 14. If you have the best logical argument in the world, but the person you are speaking to you are wrong They will listen for flaws Look for contradictory evidence 15. Feelings are decided on a 16. Feelings must be persuaded V. The techniques you are going to learn -How different people receive information -How to communicate with the sub-conscious as well as the logical mind Control the logical message and the feeling that goes along with it. -How can you persuade people to change their minds -How to uncover hidden reasons people say no - Three separate techniques that will make everything you say more powerful Affect-Effect LLC Communication Model, Page 8