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Advertising & Marketing
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Body Language
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Hypnosis
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Mind/Body
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Persuasion
& Influence
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Relationships
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Software
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When it comes to sales/persuasion/negotations
the best NLP meta program I can recommend to first learn is the conniver
strategy.
Wait, what's a MetaProgram you ask.?
A MetaProgram is a way that people sort information. People will only respond to
your attempts to influence (read SELL) if the information you tell them fits
their MetaProgram. There are a lot of
MetaPrograms and all are valuable to
learn. The one that most sales people can easily use once they learn it is The
Convinsor Strategy MetaProgram.
The convincer Strategy quickly determines what
a person requires in order to be convinced that something is good (or worth
buying).
To elicit someone's convincer Strategy (this is
so simple it will blow you away) you only have to ask two questions and follow
some very simple rules.
Question #1
"How do you know _________ is good?"
After asking this question you will get one of
four answers
1) "I have to
see it."
2) "I have to
read
about it."
3) "I have to
hear about it."
4) "I have to
do it/
feel it/work with it."
None of these answers are wrong of course as
each person has their own strategy for being convinced. When you hear their
answer agree with it and remember what they said.
Once you have this response be prepared to
deliver the information according to their answer.
-
If they must see it show it to them.
-
If they must read about it have written material for them read to read.
-
If they must hear about it be ready to introduce them to people who can give
testimonials.
-
If they must do or feel it have something ready for them with which they can
interact.
Question #2
"How many times or for how long do you have to see it/read about it/hear about
it/do it before you are convinced it's good?"
This is a vital part of the process. From this
answer you will get four possible responses.
1) "I just have to see it/read about it/hear
about it/do it
once
and I'm convinced."
2) "I have to see it/read about it/hear about
it/do it
X number
of times and I'm convinced."
3) "I have to see it/read about it/hear about
it/do it for
X length
of time and I'm convinced."
4) "I'm
never
convinced."
Regardless of which response you receive you
have their personal process to be convinced and all that is needed is to fulfill
their strategy. It's that simple.
Of course, there are numerous combinations so
I'll give a few examples.
For Example, in and situation of a salesman
selling widgets:
Salesman: How do you know a widget is good?
Prospect: I would have to read about it.
S: How much do you have to read to know a
widget it good?
P: I'd have to see it's review in Widget Digest
and do two or three internet searches on it.
S: Great, here is the Widget Digest that did
our review and let me show you the search results here on my computer.
Salesman: How do you know a widget is good?
Prospect: I would have to try it for a while."
S: Great,. How long would it take you to try
it?
P: About a week.
S: Let me have you take this widget and you can
have it for two weeks as part of our service package before you decide you want
it."
Salesman: How do you know a widget is good?
Prospect: I would have to see it working.
S: How long would you have to see it working to
know it's good?
P: I'm never convinced. I'd have to see it
working EVERY TIME to be really convinced it's good.
What do you do now?
The answer, is future pace. It might go
something like this.
Salesman: As you see it now do you notice it
fulfills what you need right now, doesn't it?
Prospect: Yeah, Sure NOW it does.
S: Can you see it in your mind a week from now
meeting the same needs and have that feelings?
P: Yeah, I suppose.
S: And you know where you'll be each time you
see it can't you...have that feeling?
P: Okay yes I can.
The convincer Strategy is one way to really
lock in a sale and it's also just ONE of the NLP
MetaPrograms that you can use to
powerfully influence people.
How many MetaPrograms are there?
I've lost count but there are about 16 basic
meta programs that you can use effectively for persuasion.
If you would like to continue to learn more
about
MetaPrograms
visit this site.
If you would like to write you can click here
to
email me with your comments and questions.
Warmly,
David Barron
Changeworks
Hypnosis
PS, The free persuasion teleseminar on Wednesdays is still going on. We've got
some great stuff happening. In fact if you check
www.changework.com/audio/
you can get the latest
recordings of the calls.
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David Barron
is a certified master
practitioner of NLP and Certified Hypnotherapist who studied with Kenrick Cleveland and Mark Cunningham. A member of the National Guild of
Hypnotist, he has over 15 years of experience in the field of Hypnosis
and NLP.
He has taught many courses and workshops in the field of
persuasion and has been a guest speaker in communications related areas.
Some highlights and recent notes: He is a consultant at
InnVision to help
the homeless gain the needed personal resources they need to transition
into traditional housing. He recently appeared on
BayTV on the topic of Road.
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