Business NLP: How to Be More Effective in Your Consulting and Coaching Training Business – 3

5 practical skills to be more influential

Well, of all the places to discover something new, something that works, sitting in the entrance to the Rope Tackle building in Shoreham about to pay a sales call to a potential new customer. Well, “it’s probably not that great!” I tell myself, but his reputation is that he learns by doing and doesn’t have time for “personal development stuff.” His favorite sayings are “I want to be effective” and “I learn by doing.” I feel like my stomach is a little tight and my palms are a little warm and moist. I wonder what I can do to influence him to become a customer …

Well maybe these 5 practical skills can help:

Skill 1. Be friendly and helpful to people you meet to earn the right to influence them.

Skill 2. Use the language and behavior of influence to create a framework of agreement!

Skill 3. Make an excellent sales presentation.

Skill 4. Create a path to Yes and guide your prospects to make really important decisions.

Skill 5. Frame objections as resources and negotiate to close more mutually beneficial deals.

So while waiting in the reception area, I have the feeling of being in a state of unbridled shopping from the top of my head to the tips of my toes. It sounds a little weird, I know, but it works, I start to relax and prepare for our discussion.

Step 1: Be nice and helpful!

“Few people would be surprised to learn that, as a general rule, we prefer to say yes to requests from someone we know and like.” Robert B Cialdini, Ph.D.

We sit on a low leather sofa and I smile, shake my hand and say “So I’m curious, how’s business going?”

He tells me: “Business is doing very well. We are very busy.”

As our conversation progresses, nod your head gently and gesture to show that I understand what you are saying. Turns out he’s had a bad experience with Steve, at least I think that’s his name, someone else who came to talk to him about NLP …..

“Let’s get straight to the point. Does NLP work?” ask “the other guy told me I think

in pictures and I thought about it over the weekend and actually I think in words, “he says.

Step 2: Create an Agreement Framework.

“What makes NLP work so fast is that we make very practical decisions about the order in which we do things …” Gather information! … Evolve the system … Consolidate the change “” Richard Bandler and John Grinder

So I start from a point of agreement and continue to ask questions to find out what we agree on and reproduce all the things that we agree on.

“Do you want to know how NLP works?”

“Yes,” he doubles.

“Well I’m sure you do think …

And when you think of the Shoreham Boardwalk, how do you think?

“in pictures”, he responds

and when you think about writing a proposal how do you think?

“in words ……”

and sometimes you think of feelings, sometimes you think of sounds … it depends on what you are doing …….

and I’m curious, I’ve thought what can be done with NLP … “

Step 3: Make a great sales presentation.

When they think, people tend to use their senses. So when you do your sales presentation, you can use a combination of words to see, hear, and feel to match the way your potential customer thinks.

“Because, we always ask the participants in our workshops, why do they want to learn how to use NLP to influence people? … Here are some of the answers we get:

Improve negotiation skills: reach more goals

Make the initial connection – Rapport Rapport

Use language to encourage response

Match customer status and go where you want to go

Close and say yes

Yes, face to face, email and phone “

“When you do the right thing for the right reason, you will enjoy influencing and persuading more, take the pressure off and be more successful …..

So can you see yourself using some of these skills, hear the different responses you get, how the pitch and tempo of your voice varies, and influence more people … and get the response you want … “

Step 4: Guide your prospects to make really big decisions.

Your prospect has made decisions before, so you can help them make another big decision.

“easily, are you interested in … learning more …

as I’m sure you’ve made good decisions before …
so what else can I tell you and show you … “

Step 5: Negotiate to close more win-win deals!

Since you started from a point of agreement, the amount of conflict will be very low, thus reducing the amount of negotiations you need to do.

“…. then you can see yourself in a NLP workshop and hear the sound of laughter …”

“Yes”. He said. Go ….

You too can use these five steps to influence more people.