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Neuro Linguistic Programming

What is Neuro Linguistic programming ?
NLP is based on studying and analysing behaviour patterns, thinking habits, skills and beliefs of very successful  poeple whether in business, sports, art ..etc. Once there is better understanding of what makes top achievers reach their level of success, it is then possible to code or model these patterns and reproduce them.


Using NLP's Anchoring technique in a sales setting
NLP anchoring is getting a client into a specific mental state (the stronger and more distinct the better), and create an association to it so that the state can be re-accessed (activated) at will.


What is  NLP Anchoring? (How to use it in a sales setting?)

The idea is simple, get a client into a specific mental state (the stronger and more distinct the better), and create an association to it so that the state can be re-accessed (activated) at will.

Example : For a covert form of anchoring that can be used in a sales setting :

So, for a covert form of anchoring, there are 4 skills involved:
1. Access a powerful state
2. Recognize when to set the anchor
3. Anchor the state as specifically as possible
4. Fire the anchor when required


Access a powerful state

If you're trying to sell then you probably want your customer to be in a wanton buying state. The simplest way to access a state is to get the customer to remember a time when they were in that state:

"Can you remember a time when you saw something, and you just had to have it?"

"Have you ever seen something, and just brought it immediately on impulse?"

These kinds of questions force the customer to remember a time that matches the state, and to do that they must access the state. This is key to the success of your nlp anchoring techniques, Other powerful states you may want to access include frustration (about your competitors), clarity, and stubbornness (if they've come to see you with a friend who is trying to put them off).

When to set the NLP anchor 

The key to success with most NLP anchoring techniques is to watch the customer as they access their memories. The best time to anchor the state is exactly as they access the state linked to the memory.
So watch their eyes and keep an eye out for any subtle body movements.

If they suddenly drop their shoulders or become otherwise relaxed, or in some cases become more alert and excited, then this is the time to set the anchor.


NLP eye accessing cues are useful and very dependable, as long as you remember that they are a generalization. The list below is typical for a right handed person. Left handed people tend to have the left and right reversed.

Movement Mental Activity Description
Eyes up and to the right Visual construction(VC) The client is making an image of something that they have not experienced.While some element of the picture may be from memory, some elements are being imagined
Eyes up and to the left Visual Remembered (VR) The client is remembering an image of something that happened in the past
Eyes to the right Auditory constructed (AC) the client is imagining something they have never heard before. (This is one of the least observed accessing cues)
Eyes to the left Auditory remembered (Ar) The client is remembering a sound from memory.
Eyes down and to the right Kinesthetic (K) The client is focusing on an internal feeling.
Eyes down and to the left Auditory digital (Ad) The client is listening to voice inside their head.

 

Anchor the state as specifically as possible

Most people anchor with a touch of the elbow or the shoulder are good for this. which can be difficult to use in a sales environment, there are many other ways to create anchors.

 a particular word (especially in a particular tone)
 a particular facial gesture (such as a raised eyebrow)
 a particular gesture such as pointing or scratching your nose

Fire the anchor when required

If you're selling something and you've set an anchor for a very powerful buying state then there are specific times you may wish to fire the anchor.
The first time you show the customer the product you want them to buy, or the moment you bring the contract out to sign are the kind of moments when you should fire the anchor.

Very simply NLP is based on studying and analysing behaviour patterns, thinking habits, skills and beliefs of very successful poeple whether in business , sports , art ..etc. Once there is better understanding of what makes top achievers reach their level of success, it is then possible to code or model these patterns and reproduce them. So putting it very simply NLP is based on copying the patterns of effective and successful behavior and reproducing them. 


'Neuro' refers to the neurological system through which experiences are translated into conscious or unconscious thought.

'Linguistic' refers to how people communicate and how language is used to make sense of experiences.

'Programming' refers to the fundamental NLP concept that behaviour and thinking can be coded and consequently reproduced.

The 4 main cornerstones of NLP Are:

1- Rapport
2- Sensory awareness
3- Outcome thinking
4- Behavioral flexibility

Rapport:
How you communicate and build relationships with others is one of the pillars of  NLP. A deeper study of NLP gives you tools and techniques to use to help you become a better communicator and build better rapport with others and hence improve your relations and lead a better and more successful life.

Sensory awareness:
NLP also helps you become more aware of your surroundings, the colors, sounds, smells. It helps you to tune and sharpen your senses and become more aware of your surroundings and pay more attention to what goes on around you.

 

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Outcome thinking:
What this means is beginning to think about what it is you want rather than getting stuck in a negative problem mode. The principles of an outcome approach can help you make the best decisions and choices - whether it's about what you're going to do at the weekend, running an important project, or finding out the true purpose of your life.

Behavioural flexibility:
NLP also helps you to become more flexible and willing to accept changing your old ways if they are not working. you become more accepting to the fact that " Change is the only constant" and that you always need to cope and adapt /change your old ways of doing things and embrace what's new.

A final word about NLP

NLP doesn’t make the world a better place  – it simply helps you change the way that you observe/perceive your world. NLP allows you to perceive the world differently helping you to be more effective and lead a more fulfilling successful life.

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TrainingCourseMaterial.com have worked hard to create a totally tailored training solution for Mobile Telephony retail managers and sales teams. By creating high impact visuals and with varied and intelligent use of ...

Craig Hines, innov8 Performance Limited, UK

I have purchased the 3 training programmes of the Complete Communications Excellence Series. I consider that the GBP 99 cost represents excellent value for money and the materials are of a high quality...

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