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This is a brief introduction to NLP (neurolinguistic programming) and how it can make a difference in sales, especially in this example, inside sales.
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SELL WITH NLP!SELL WITH NLP! ® ®
®®
Duane Lakin, Ph.D.Duane Lakin, Ph.D.
NLP and SALESWhat is NLP and The Unfair
Advantage?
NLP and SALESWhat is NLP and The Unfair
Advantage?
® 2014 Lakin Associates® 2014 Lakin Associates
NLP is
behavior, not
theory or magic
NLP is
behavior, not
theory or magic
NLP resulted from observation...the impact on people was seen and the words and behaviors copied to get the same
results
® ®
SELL WITH NLP!SELL WITH NLP!
We have seen it work;We are learning why.
We have seen it work;We are learning why.
Mirror NeuronsMirror Neurons
Ventromedial prefrontal cortex
Ventromedial prefrontal cortex
“Blindsight”“Blindsight”Noam ChomskyNoam Chomsky
Distortion/Generalization
Distortion/Generalization
Sensory filteringSensory filtering
DNA researchDNA research
Autism researchAutism research
Neuroscience;Linguistics
NLP(NeurolinguisticProgramming)
The basis of NLP:
What you tell yourself impacts how YOU act.
What you say to others impacts how THEY act.
You can CHANGE behavior by changing your words.
NLP(NeurolinguisticProgramming)
95%95%
NLP is a collection of behaviors to influence DECISIONS that lead to ACTIONS...decisions that are made unconsciously 95% of the time!
NLP is a collection of behaviors to influence DECISIONS that lead to ACTIONS...decisions that are made unconsciously 95% of the time!
Want to do business with
YOU
Want to do business with
YOU
Sell to the
95%(Unconscious)
=
Ask yourself: Why did I decide to work with that
person? What did I see that engaged me? Did he/she
do something different from others? Or was it
unconscious...I simply felt more comfortable with
him/her?
THAT is the power of NLP.
“Best practices for influencing others”
“Best practices for influencing others”
NLP(NeurolinguisticProgramming)
The Unfair Advantage®
More than NLP; Less than NLPThe Unfair Advantage®
More than NLP; Less than NLP
NLP
For business professionals
For therapists andself-help
Meet Jill.She was selling a financial service
via outbound sales calls.
She had a problem.
She looked at her sales results and did not like what she saw.
She asked herself,“How can I do better?”
TRUE STORY
Some of Jill’s problems
Some of Jill’s problems
People would not stay on the phone and talk with her
Prospects did not see the value of her proposal
People did not want to spend more money
Customers already had one loan with her company and were not happy
with the service, the company, and therefore...her
To become more effective, she
needed to be more aware of what was happening during a call...more aware of herself and of her
customer.
Jill’s journey with the Unfair Advantage
As people talked to her, she saw that she might want to build more rapport
by choosing different words or saying them in a
different way.
Jill’s journey with the Unfair Advantage
Once she saw that someone trusted
her, she wanted to tell about her program in a way that would energize and excite the other person.
Jill’s journey withthe Unfair Advantage
Finally, she realized she needed to be more focused in the way she used her words if she were to achieve the outcome that SHE
wanted.
Jill’s journey withthe Unfair Advantage
Better “radar” for understanding
prospect
Word/voice mirroring
Jill’s “Unfair Advantage” with NLP
Better script with VAK Mixing and
Embedded Commands
Results:
Sales per hourBefore After1.1 1.7
Jill’s successful journey withThe Unfair Advantage
SELL WITH NLP!SELL WITH NLP! ® ®
®®
Want more information on training and services? Go to www.SellWithNLP.com
® 2014 Lakin Associates® 2014 Lakin Associates
Help someone WANT to do business with you.
Get the Advantage.
Book, audiobook, DVD available via Amazon, iTunes, & others.See and hear Dr. Lakin discuss NLP and Sales: www.youtube.com/watch?v=4t1s2hUJPws