#TuesdayTips

At this point in your conversation you want to reflect all the issues your prospect has highlighted as being important back to them.  You also want to discuss how your product or service addresses these issues and resolves the problems they are facing in detail.  This is not the time for a quick 5 point summary, but is a serious presentation of value. Your specific solution is what the prospect will buy, so  you need to remind them of the value that each part of the solution will bring to their business.

Price will enter the discussion, but if you have stacked the value up for them then they price will be seen in the context of the return on investment they can expect – and that return could be in many forms – financial, time, peace-of-mind.  Most quality buyers won’t make their decision on price alone.  Clearly price is a factor – sometimes a business just can’t afford your solution – but more often then not, if the value is stacked high enough and there is enough convincing proof that it works, then your prospect will find the money needed to purchase.

Pricing and payment plans are just one more way you can customise your solution to fit your prospect’s needs without diminishing your profitability.  You’d be surprised at just what people can afford when the payments are split over a few months or some other installment option.

In our Confident Closing Workshops we go over the importance of stacking the value when presenting your solution and helping your prospect to really experience the benefits your product offers.  After doing this exercise many of our students go away feeling that they are seriously under-charging their clients once they have stacked up the benefits.  Some of them have doubled or tripled their prices and found that they actually get more people taking up their offers.

Have you tried stacking up the value and tailoring your solution for your clients?  Did it change their responsiveness to price and their interest in your product or service?

Let us know in the comments.

Meta Description:  A tailored solution that solves my problem is almost irresistible for most people.  Generic solutions are harder to sell at all, and certainly don’t attract premium prices.

Presenting a Customised Solution

Now that you have built rapport, asked questions, and established your prospect’s need for your product or service it is time to propose a solution before asking for the sale.  This is where many businesses fall down and lose their way – they offer every client the exact same options and solutions.  This often comes from the excellent idea that you should ‘package’ your services so people understand exactly what they are getting.

The difficulty with this is that your prospect gets the feeling that you are more interested in off-loading whatever you happen to have in your wheelbarrow, than you are in solving their problem – and that makes them defensive and hard to convince.

The Goal of Your Solution

When you actually propose your solution to a prospect your goal is to for them to feel that you have just suggested the exact piece they need to complete their puzzle.  You want them to feel that you are proposing something that is tailor made for them, rather than a generic one-size-fits-all solution.  When you propose a solution that really ticks all their boxes and meets the needs they have pointed out to you, you signal that you have heard their problems.

It is still your pre-defined package, but you have matched it exactly to your prospects needs, and described it in their language.  Now they don’t feel that you have just grabbed a box out of your wheelbarrow and are trying to get them to buy whatever it is that you have too much of – now they feel it is designed exactly for them.  Perhaps you have swapped out some coaching sessions for a top-notch presentation they can use, or made another slight tweak that meets their need.  Maybe  you haven’t changed anything, but by listening and learning have simply described the package accurately in their own language.

Whatever you have done, they have heard you describe the perfect solution to their problem.  Do you think people will pay more for a tailored solution that exactly meets their needs, or for a generic solution with more features and benefits in it?  I can tell you that the tailored solution always appears more valuable in people’s eyes – just like people are ready to pay more for a meal at a restaurant than they are at McDonalds.

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#TuesdayTips

This post is part of a series filling out details on the 5-step sales process [Link to #16]

  • Building Rapport; [Link to #20]
  • Asking Questions; [ Link to #21]
  • Establishing Need & Value-Add; [Link to #22]
  • Proposing a Solution; [Link to #23]
  • Closing the Sale. [Link to #24]

I’ve listed them sequentially, but of course you are doing many of these steps simultaneously.  While you’re asking questions, you continue to build rapport … and you’ll keep asking questions as  you move into establishing their need for your product or service and highlighting the value it brings to them.

Why Ask Questions?

The reason you want to ask questions is to learn about your prospect – to discover the things that are important to them about a product or service, the problems they are trying to solve, their decision-making strategy, and their level of interest.  All of this information will help you:

  • Decide whether your product/service is suitable for them;
  • Understand which features and benefits are most important to them;
  • Determine how to present your solution;
  • See what time-frame you will be working with.

What Kind of Questions Do You Want to Ask?

Your questions should be directly related to the business of the person you are interviewing and phrased in the the language they use, so you’ll need to tweak the following questions for each prospect:-

  • What do you do? What are you interested in?
  • For what purpose do you want this?
  • What would be a successful outcome if we went ahead with this?
  • Who will make the decision on this matter?
  • How will you know if this product/service is right for you?
  • What is important to you about this?
  • When will you make a decision on this?

– these questions will help you learn about why the person is talking to you, and how seriously they are considering your product/service.  In a business context, it is much better to disqualify a prospect quickly than to spend a lot of time talking to someone who is just getting information from you.  Of course, you don’t want to be too abrupt about this because people move around, their circumstances change, and they may recommend you to others, but if you discover that they have no intention of buying at this time, you will modify your process appropriately.  This is actually very beneficial, because you get the information you need, and you don’t force them into a situation where they are uncomfortable.

One key thing you need to uncover during this process is whether the person you are talking to is a key decision-maker or not.  If they don’t have the power to sign off on the deal then you know that you’re dealing with either a gate-keeper, or simply an ideas-person.  If you are dealing with someone who is just bringing ideas to the table then you don’t want to spend too much time or energy on them.  If it’s a gate-keeper, then your goal has to be to get their attention and interest so that they can introduce you to the decision-makers.

Whatever the situation, asking questions brings clarity and help you get the outcomes you are looking for.

Meta Description:  The quality of your life may be determined by the quality of the questions you ask, but the value of your sales certainly will be.

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#TuesdayTips

Building rapport is a key skill that makes our relationships run more smoothly in every area of our lives so it’s worth investing some time in thinking about some key techniques that help us establish rapport as quickly and easily as possible.

I’ve  written about the entire 5-Step Selling process in another post [Link to #16] so this post just focuses on the first element of the strategy.

Why Do We Need Rapport? 

Occasionally people will say something like, “Rapport isn’t important in business.  I make decisions on the basis of facts, not relationships.”  There’s no point arguing with this perspective so I don’t, but a few minutes later, that same person will say something about ‘just not getting on with’ another person and deciding not to do business with them.

Don’t kid yourself.  Rapport matters.  It is rarely the only factor in your business decisions (or it shouldn’t be), but it is important.  If you are selling to another person your ability to establish rapport will directly affect your success in closing the sale. However, let’s look at the bigger picture: your ability to establish rapport quickly and easily will also make every other negotiation or relationship in your life run more smoothly as well, whether it’s with your spouse, your children, family members, or friends.  Rapport makes it possible to work through tense moments in any relationship and create win-win outcomes for everyone much of the time.

How Can We Build Rapport Quickly and Easily?

Most people recognise the importance of building rapport, but their strategy for doing so is rather hit or miss.  In my early days, I depended mostly on verbal strategies – finding common interests, experiences and places.  It worked reasonably well but it took time – sometimes a lot of time.

A while ago I was working for a company that managed events and I was selling major sponsorships and event space for a particular large project.  I called on some existing relationships, pitched to the sponsorship team and my contact signed off on the pitch. He was the head-honcho marketing guy and he signed off on the deal, but the person I actually had to deal with was his Brand Manager, who was coordinating everything.

His Brand Manager wasn’t happy that $100,000 of her marketing budget had been spent without consulting her.  So I went in to see her, and the atmosphere was frigid!  I tried everything I knew to build rapport with this woman and nothing worked for about 20 minutes, until we eventually realised that we had gone to the same school.   Suddenly, her entire face changed, the atmosphere warmed up, and we were able to move forward productively.

Neuro-Linguistic Programming (NLP) teaches some techniques that help you speed up the process of building rapport – and shorten that time of tension. You won’t always need them, because sometimes you will just ‘click’ with another person, but it’s good to have them in your toolkit for when you do.  After all, even great relationships have some tense moments!

We build rapport through 3 main channels of communication: our words, our tonality, and our physiology or body language. Studies show that words account for about 7% of our effect on others; tonality, 38%; and physiology a whopping 55% of our impact.  Obviously I can’t cover everything that Neuro-Linguistic Programming (NLP) teaches here, but I’d like to highlight some ways we can use this information to build rapport quickly and discreetly.

Words:

If you listen to the other person carefully you can work out whether their preferred internal representation system is visual, auditory, or kinaesthetic, and you can choose words that match and mirror theirs.  Visual people highlight words that represent sight: ‘look’, ‘see’, ‘clarity’;  auditory communicators will use phrases like: ‘listen’, ‘hear this’, ‘there’s too much noise’; and kinaesthetic communicators will say things like: ‘Have you grasped that?’, ‘imagine’, ‘it feels right’.

Once you’ve picked up on their preferred system you can choose those kinds of words yourself and mirror them back to your prospect.

Tonality:

Does your prospect speak slowly?  Do they speak quickly?  Is their voice deep, and produced in the chest or belly, or high, or mid-range?  You can identify this and match it back to them (discreetly).  You might want to slow your speech down, or speed it up a little to meet their preferred speed.  You might also want to change pitch – please note, I’m not suggesting your speak in falsetto just because your prospect is a woman with a high-pitched voice.  Always be subtle and discreet.

Physiology:

There’s a virtually endless list of things you can match in physiology.  Mannerisms, gestures, posture, blinking rate, … these are just a few of the tools you can use.   Once you realise that our physiology makes up around 55% of your communication you’ll probably want to be more conscious of it in yourself as well as in others.

I’ve spoken about matching the other person’s style of communication by carefully observing their words, tonality, and physiology but I want to highlight here that this is a subtle process – not a question of mimicry.  You certainly wouldn’t copy everything they did – that would be uncomfortable and would break rapport.  You are simply using it to open channels of communication and give your message a greater chance of being heard and considered.

In a sales situation, I might focus on one or two really subtle areas – and I would make sure that my matching tool place outside the other person’s awareness.

It’s one of those skills that is easy to learn, and that improves with time.  In Confident Closing we spend one session on it, and many of our students find that they can implement it immediately – in NLP Practitioner Training we revisit it in more detail and the feedback is usually that they are doing it unconsciously most of the time, but that when people sense tension they can make a deliberate effort using matching and mirroring techniques.  Generally, even the people who were concerned about the ‘manipulation’ aspect when we first discuss the techniques of building rapport come back to me and say that the thing it really helped them to do was become a better student of other people by listening and observing more carefully.

Meta Description:  Rapport is sometimes called the glue that holds relationships together and makes them work.  Building Rapport is a key skill for anyone in both their business or personal lives.

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#TuesdayTips

The other day I was saddened to hear a parent say to their Scout leader, “I don’t want my child involved in selling items to raise money.  My child is no sales person, he’s a good boy.”

I was even more startled to hear the Scout leader respond, “It’s OK.  This year we aren’t selling chocolates, we’re just asking for donations.”

The parent was happy, but I was filled with a deep uneasiness.  I understand the reluctance to have our children knock on neighbours doors and offer to do chores in return for pay, and I don’t necessarily think we want to be pushing chocolate on people, but do we really want our children to grow up thinking selling is ‘bad’, and sales people are some kind of pariah?  I don’t think so!  And I really hate the idea that it’s better to ask for a donation than to sell something that has value.

We Are All Sales People - and Always Have Been

The reality is that we are all in sales.  We can call it ‘negotiation’, we can call it ‘sharing ideas’, or a million other euphemisms but when push comes to shove every one of us will spend a lot of our lives selling.  We sell when we apply for a job, when we communicate and idea or suggest a project at work, when we go on holidays, persuade our kids to do their homework, decide which restaurant to eat at, and a million other times each day.

The real questions are, how well do we do that selling and how effectively do we attract support and co-operation from others?  In my opinion, the better your skills and ideas, the greater your responsibility to gain the skills needed to sell them.  It’s doing your colleagues, your employer, and your clients an injustice when you can’t communicate your powerful solutions effectively so that others can appreciate them.

Selling Effective Solutions

If you have an effective solution to someone’s real problem, then you should be embarrassed if you withhold the solution.  Maybe you don’t think their problem is important.  Perhaps you think they should keep suffering with that problem.  Or perhaps you are just more concerned that they won’t realise how easily and effectively your produce or service can remove their problem.

Whatever is going through your brain when you decide this person isn’t worth helping, I’d like to challenge you to change it.  Maybe your solution costs more than they are willing to pay – but that is their decision to make, not yours.

In my Confident Closing Workshops [Link here] I invariably have students who are worried about the price of their product or service.  When we discuss this as a group and draw out the value any given product or service brings to its owners the consensus is usually that it is worth more, not less, than the price it is being sold for.  Did you get that?  I don’t recall ever having other people say, “That is way too much for anyone to pay!”

How much is your product or service worth?  That depends on the size and severity of the problem it solves.  Whether it’s solving logistics problems for a large company, helping small business owners become more profitable, or helping obese people lose weight to avoid insulin-dependence, the price people will pay for your solution depends on how painful their problem is.

Price and value are not fixed – they are relative.  Your job as a sales person is to stack the value of the solution you are selling so high that your prospect says, (even as he sits down in shock when he hears the figure you set), “Is that all?”

If you are selling a real solution to a genuine problem then you are helping make your prospects’ lives better, not taking money from them.

Do You Still Hate Selling?

Maybe you’re not convinced yet.  Try this exercise.

Make a list of all the problems your product or service solves.

List the time and money prospects spend on other solutions that are less effective.

How does your solution stack up?  If you can’t find enough value in it, then dig a bit deeper.  If you still can’t find the value in it then maybe it’s time to sell something else.  But if you’ve come up with a substantial list in support of your product’s benefits (which I hope you have), then it’s time to hold your head high, get out there, and sell it for all you’re worth because of the value it will bring to users.

Meta Description:  Selling is part of our everyday life whether we like it or not.  The best way to deal with that reality is to  become comfortable with your need to sell and develop skills that allow you to sell more effectively.

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#TuesdayTips

We all have patterns of communication that are shaped by our experience, our upbringing, and our personality.  Sometimes we make excuses for ourselves: “That’s just the way I am.”  “It always comes out like that.”  “If people want to get upset, that’s their problem.”  Sometimes we worry about the number of broken relationships that are strewn behind us, but mostly we just shrug and move on.

The reality is that you can change the way you communicate – or at least broaden your skills, and as a result you will find more satisfaction in your relationships (both business and social), and a smoother path to your goals.

Can YOU Communicate Well With EVERYONE You Meet?

When I was in my teens, I was bullied.  It was so traumatic that my parents moved me to a new school.  From that time onward my perception about women, and my communications with them were pretty messed up and my ability to understand and communicate with them was fairly limited.  I boxed myself into a certain way of talking to them – if it worked out well, then we got on with each other, if they had a different style of communication it didn’t.

As I said to myself, “There are plenty of men around to work with, and enough women whom I do get on with, so who cares?” and I was really OK with that attitude most of the time.  As I matured I realised that it wasn’t just women I had difficulty communicating with – there were certain men as well, but that was OK because I knew lots of other people had the same sort of issues.

It still wasn’t a real problem, because I did just fine with most people, and could cobble things together, but one day I had a client who was a real challenge.  I had this fantastic sponsorship opportunity handed to me through this woman’s boss and it was great, except that I had to work with Cynthia – and we just did not get on.  We finished the project and it was a success, but working with Cynthia was an incredibly stressful experience for me – and for her, I imagine.

It was then I started to realise how important communication was if I wanted to make my life easy and fun, and I started to look for tools to make communication easier.

Resourceful Communication Leads to Positive Relationships

Do You Want to Make Your Life Easier and More Fun?  Most people I know do, and it sounds good to me!  As I mentioned above, for a long time I thought I was an ‘OK’ communicator (which I was), and that that was the best I could expect – but then I stumbled across Neuro-Linguistic Programming (NLP).  Apart from being fascinated by the neurology side of things, and the processes that changed my thinking and my life, I was also excited by the possibilities for expanding my communication toolkit.

I realised that I (and most of my friends, family, and colleagues) were singularly unresourceful when it came to communicating with people who were not like us.  However, I also discovered that there was something I could do about it.

Neuro-Linguistic Programming (NLP) teaches a variety of techniques to help you communicate better.  Many of them are just common sense, and great communicators through the ages have used them to win agreement and sway crowds, as well as to smooth the path of their private interactions.  The problem is, they’re not commonly taught and most of the world doesn’t learn how to communicate effectively to a variety of people.

Imagine Your Life Without Misunderstanding!

Play a game with me for a minute.  What would happen if you could pick the perfect way to speak and interact with everyone you met, so that they would immediately feel attracted to you, and desire to please you?  Would that make life easier when you checked in at the airport?  When you talked to the car sales man?  When you disagreed with a colleague?  When you were meeting with a client or prospect?

I know it makes an enormous difference when I make the effort to develop rapport using the tools Neuro-Linguistic Programming (NLP) provides.  When I am able to manage my communications so that the other person really hears my words no matter how different we are then life becomes much easier.  When I can sift through the words they speak, and hear what another person is really saying, then suddenly a lot of misunderstandings simply vanish – both in business and in your personal life.

We Are ResourceFUL When We Have Resources

What communication resources do you have at your disposal?  Many people have only one style of communication, and sometimes you’ll hear them say, “That’s just me. I can’t help it if others get upset.”  Look, I get that.  But what if expanding your communication repertoire builds your circle of friends, or your work opportunities … You’d be willing to flex a little bit, wouldn’t you?

Here are just a few of the resources you can use to expand your repertoire: –

  • Observation – could you make the other person comfortable by varying your speed and style of delivery?
  • Eye Patterns – are you using the right metaphors and language to appeal to this person?
  • Language – are you appealing to their preferred internal representation system?
  • Mannerisms – could you attract their attention by using bigger gestures, or smaller ones?

Neuro-Linguistic Programming (NLP) teaches all of these and more.  We cover them at one level in our 2-day Confident Closing Workshop, and our NLP Practitioner and Master Practitioner Trainings delve deeper into them, equipping you to communicate successfully with individuals and groups in any context.

The primary reason for building your communication repertoire is simply that it will make your life smoother and more fun if you don’t keep coming up against prickly personalities who drive you crazy – you’ll still meet them, but you’ll be able to deal with them productively and pleasantly.

Meta Description:  How often do you sabotage a relationship because you are intent on doing things ‘your way’ or not at all? Being resourceful in the way you communicate with others can change your life.

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#TuesdayTips

Do you sometimes feel under-valued?  Do you sometimes feel that people would buy your product or service if they only realised what it could do for them?  Many people do.  I used to feel that way all the time (sometimes I still do, but I know the problem lies with me), and I frequently talk to friends and clients who feel that way.

The easiest way to find out whether other people are hearing and understanding what you say is to listen to their response.  At networking meetings, people will often say to me, “Most people don’t value my work for what it is worth.”  The reality is that they have not managed to communicate the value of their work to others.  It’s a pretty natural response when we don’t get the interest and buy-in we’re expecting, but the truth is that there is something you can do about it – and that something is to take responsibility for the response you get.

The Meaning Of The Communication Is The Response You Get

I’d like to illustrate this with a true story about Sally, a client of mine who was having trouble relating to her co-workers.  One day she walked into my office and said, “I’m so over my boss, he is impossibly inconsiderate!”  After a series of questions to uncover what the heart of the issue was for Sally, I learned that she had been in a meeting with her boss and had stated, “It’s a little bit draughty in here, isn’t it?” and then got very hurt and angry when her boss didn’t offer her a glass of water.

Somehow, when Sally had said, “It’s a little bit draughty in here, isn’t it?” she had expected her boss to understand that she was thirsty and needed a drink.

Now before you say to yourself, “Well, clearly Sally has a problem!”  I’d like you ask yourself if you’ve ever made an indirect request hoping that your friend, partner, or colleague would understand that you are asking for help.  You know what’s really interesting?  This is how we communicate every day. You hear people saying, “I told her, she has to know – she has to know that I’m upset with her!”

“What did you say?” you’ll ask, and they respond, “Oh she just knows, I’m sure of it.”

“Don’t be!”

The real meaning of the communication is the response you get.  If her boss doesn’t get Sally a glass of water then she can’t have made it clear that she wanted a glass of water.  If your significant other doesn’t change their behaviour, you probably didn’t tell them clearly what the problem was and what response you were looking for. 

If it happens once, the problem might be the other person – if it’s happening often then it’s probably time to take a good look at how clearly you communicate.

How Does This Apply to Sales?

In a sales context, that translates to, “If someone doesn’t want to pay your fee then YOU didn’t make it clear enough how valuable your services are to them.”

Now whose fault is it if the client doesn’t perceive the value of your service?  Is it the client’s fault or is it your fault?

Many people don’t like to take that sort of responsibility on themselves.  If you are taking charge of your own life and living at cause rather than at effect … if you’re empowered to influence others, then you should be willing to realise that you haven’t communicated in the most effective way that matches the needs of the person you’re talking to.

If you feel that prospects who are a great fit for your services aren’t taking you seriously then look at the value proposition you are sharing with them, the words you are choosing, and the mindset that backs up everything you say.

Meta Description:  Do you ever complain that people don’t understand or appreciate your product or service as much as they should?  NLP teaches that the meaning of your communication is the response you get and you can change the response by changing your flexibility.

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#TuesdayTips

You probably know that not everyone shares your opinions about things, but have you ever thought just how often you make assumptions that lead to misunderstanding?

I’m convinced that most of our communication and relationship problems stem from the assumptions we carelessly make.  Once a friend from Portugal came to stay with me.  She was visiting Melbourne for a few days as part of her tour around Australia and she wanted to see the sights.  So I planned to take her along the Great Ocean Road, into the Dandenongs, and the Mornington Peninsula up to Arthur’s Seat and see all the wonderful beaches and views because those are all the things I love!

My thought was, “What can I show her that’s really beautiful and uniquely Melbourne?” and I assumed that she would want to see and do the things I would like, if I were in her position.  I was so busy making a program that fit my own assumptions about Melbourne that I completely missed the clues she gave me.  In conversations before her visit, she talked about the shows she saw when she was in London and how much she loved the theatre and the arts.  She even mentioned an Art exhibition that was going on at the National Gallery and all that sort of stuff but I missed it completely. So we started doing the things I had planned and she was miserable the whole time and I’m thinking, “How come she’s not enjoying herself?  This is awful.”

The next day she asked, “How do I get to the trains and the public transport?” 

I said,  “Where do you want to go? I’ll take you.” 

And she says, “I really want to go to National Art Gallery and see an exhibition that’s on there at the moment” and it occurred to me that I’d just totally missed all the cues of the things that she wanted to do, I was so excited about bringing her and showing her all these things that I thought were really cool that I forgot to find out what interested her.

I see sales people and business owners all the time who are so concerned that they won’t say the right thing, that they miss all the cues.

They assume that people aren’t biting on the bait they’re putting out there because they’re not getting the words right.  In a lot of cases they’re so caught up on what they’re going to say next or what they’re going to do next that they don’t actually hear the buying signs from the clients.

Most people actually tell you what they need if you’re listening carefully enough.  Sometimes I do role-plays with my clients where I actually get them to sell to me and it’s really interesting watching them just make assumptions about what my needs could be rather than actually spending some time asking some questions.

This comes back to the part of the sales process we are actually finding out information from the clients.  So the first thing that people who are not necessarily well versed in sales do is they go in and they’ve prepared all the things that they’re going to say to make sure that that client gets interested in what they want them to be interested in.  In actual fact the best thing you can do when you go into a sales meeting is to ask some questions and then shut up and listen.

Then you listen some more – and if you open your mouth at all, it’s to ask questions about the things they are saying.  If you do that, I can just about guarantee that you will learn what you need to know to close the sale.  You would really be astounded to learn how many sales are lost just because we make assumptions about what the other person is looking for.

One of the most powerful tools of NLP is learning to ask questions and read the other person – not to manipulate them, but to hear what their problems and concerns really are.  The techniques I learned have closed more sales, and resolved more communication issues than I can count.

Meta Description: How do assumptions kill sales and negotiations?  Let me count the ways. Assuming you know what the other person is going to say is a very dangerous habit, and will kill sales faster than just about any other thing you can do.

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#TuesdayTips

In NLP (Neuro-Linguistic Programming), the word don’t is something that we encourage our clients to change in their language. It is based on the belief that the unconscious mind does not process negative statements.

This concept was explained many times by NLP Trainers through this example: Don’t think of a blue tree. I bet you, an image of a blue tree went through your mind after reading this.  Even if you didn’t think of a blue tree you needed to create a blue tree first to negate the purple or green one you did think of.

In this example, you just used words (blue, tree) that made your listener create an image in his/her mind. You made that suggestion and he/she just can’t not think of a blue tree.

This concept is so important in communication of all kinds.  In parenting imagine if you told you children to stop safely at the crossing instead of telling them not to cross.  In business if you told your staff to be 10mins early for the meeting instead of telling the not to be late.  In a relationship telling your partner that you love their commitment instead of them not to cheat on you or break your heart. 

The key is to go straight to what you want your listener to think and do in an affirmative manner, focusing on what you want them to DO.

Rephrase your statements and use a positive tone. Like for example, instead of saying, “Don’t eat too much during the holidays!” say, “Limit what you eat during the holidays.” Sounds better, right?

Observe what happens if you follow this friendly tip you might just get people congruent and happy to give you what you ask for.

Learn more concepts in NLP by registering in our next NLP Practitioner Training. Visit the Events page of this website.

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By popular demand we have turned many of our multi-day workshops into multi-week online courses with a live day to kick them off. Learn more at https://businessgrowth.mykajabi.com/masteryoursales

Your resolve and the words you choose will give you what you want.

#TuesdayTips

“I’ll do it!” are probably the most powerful words you can speak. It means you will use all your resources at your disposal to attain a particular end. It declares a complete mastery of self. These words turn dreams to reality. They translate to ENERGY.

They are the exact opposite of saying, “I can’t.” In saying these words, you lose power — you give away your power. It declares a helpless state. It manifests your un-resourceful state.

In Life Puzzle, we believe that there are no un-resourceful people only un-resourceful states. We use the power of NLP (Neuro-Linguistic Programming) so you can outgrow your un-resourceful state and be ‘at cause’ or in charge of your success. And not ‘at effect’, or be acted upon and on the powerless/helpless position, making excuses and blaming other people.

Language codes the way the brain responds to stimuli. It limits or sets boundaries to reality or the external environment. Because it filters what goes inside your mind from the billions of bits of information in the external environment.

So if your mind codes your response to stimuli in language, changing your language can recode it. Makes a lot of sense does it? You can then manifest new and better behaviours.

Then keep saying, “I’ll do it!” and “I can!”.

There will probably be no limit to what you can do.

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By popular demand we have turned many of our multi-day workshops into multi-week online courses with a live day to kick them off. Learn more at https://businessgrowth.mykajabi.com/masteryoursales

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