Have you heard about NLP, Neuro-Linguistic Programming?
Do you know that by using NLP, you can see through the eyes of your prospects and talk their language, and lead them more!?
This is Part 1 of a 4 part series. So, stay tuned…
Ever notice how some people have a certain energy about them that naturally attracts success? What is their magic secret? Actually, it’s not so magical!
Who you are personally shows up in your approach. It’s a big mistake to think that you can fool people by trying to be someone you are not. Even though you might be saying one thing, there are subtle subconscious clues you send your followers that might have them questioning your message. When that happens, it can make or break your relationship.
Let’s face it … people follow leaders whom they trust. People trust people who are like them. The more you behave like your prospects the more they will trust you. This is the core of relationships.
Much research has been done on the determining factors of creating rapport with prospects. It’s not WHAT you say that counts, it’s HOW you say it.
Here are the three components in communication for developing rapport:
- Voice Qualities, and
These three elements add up to 100%. What’s your best guess on the breakdown?
- Your words are only 7% of your communication.
- Your voice qualities are 38% and
- Your physiology is 55%.
That means WHAT you say is the least significant, while HOW you say it and HOW you carry your body while saying it are the most important factors in your ability to create rapport with your prospect.
It’s important to speak your prospects’ language. You already know how to be who you are. It takes an elegant persuader to care enough about other people to enter their world.
All people wear different glasses to perceive the world. Your job is to find out what glasses they are wearing and speak to your prospects about your services with their glasses on. When prospects feel like you understand them, their trust level goes up significantly, and they are more likely to buy (or follow).
You may be wondering… what is all this got to do with NLP? Well, according to the concepts identified by two researchers, Richard Bandler and John Grinder (I am not sure if they ever practiced psychology although they both have degrees in psychology) in the 70’s, they claim a connection between the neurological processes (“neuro”), language (“linguistic”) and behavioral patterns learned through experience (“programming”) and that these can be changed to achieve specific goals in life. They sum up their findings in an approach to communication and behavior called Neuro-Linguistic Programming or NLP.
Their research identifies three basic types of people: Visual, Auditory, and Kinesthetic. It benefits those in sales and business management to identify the preference of their prospects, or which set of glasses your prospects are wearing. Use that information, and enter their world. People tend to favor one more than the others. Think about it this way … you use both of your hands, but tend to favor one more than the other.
And, here’s the really fun part: in different circumstances people are all three.
In the next article, I’ll explore all three types of people and provide tips so you can get on the same page with ALL of your prospects.