NLP Neuro Linguistic Programming

[somarco]

To each their own I guess.

Maybe I have a knack for getting to the root of the problem. Can't say.

But I do know I have managed to carve out an above average career in spite of what a few others have said over the years based on a consultative approach. Something similar to Prof. Kingsley. Using the Socratic method of asking questions and listening to the answers, along with taking copious notes.

I have attended seminars, read books, taken study courses in human behavior where the goal is to know your personality type as well as sizing up your opponent.

I mean, prospect . . .

Once you figure out what kind of person they are, and how they will react to things you say, you know how to modify your approach.

At least that is the theory.

I tried most of those and it only made things more complicated and was not, for me at least, effective.

Asking questions, taking notes on a yellow pad, summarizing their concerns and goals, presenting options that meet their needs and budget . . . it all comes together to produce a positive outcome for both of us.

Or as Charlie would say . . . WINNING!

Biggest change for me has been selling over the phone vs F2F. I still do the same as always but have to rely more on pauses and inflection to "read" my prospect rather than watching their face and eyes.

I believe you can over-think the sales process and end up losing the sale.

Or worse, you fail to actually solve your clients problem because you put them in the wrong personality type "box" or misread so-called buying signals.

But that is just me.

Or as Chevy Chase says, "I am somarco and you are not".

 

[desiree]

It says stuff like if you get the client to keep answer questions with an yes answer, they wont be able to answer the imporant question no...

Ambiguous language is so much more fun than pacing and leading... "As a company, we stand BUY are products."

 

[pghman]

Biggest change for me has been selling over the phone vs F2F. I still do the same as always but have to rely more on pauses and inflection to "read" my prospect rather than watching their face and eyes.

I believe you can over-think the sales process and end up losing the sale.

Or worse, you fail to actually solve your clients problem because you put them in the wrong personality type "box" or misread so-called buying signals.

But that is just me.

Or as Chevy Chase says, "I am somarco and you are not".

Agreed, we are on the same page here. You clearly have the ability to understand that other 93% I mentioned. Voice inflection, pace, pauses etc are the non-word cues that make the difference over the phone. No one thing on it's own means much but when the whole puzzle is put together you figure out the answer. Some people lock on to a "signal" and think they know, but they don't. Phone will always be tougher than in person to fully understand what the other person is saying but of course both are much better than email.