The Power of NLP

If you are not familiar with NLP, it stands for Neuro-Linguistic Programming. NLP is defined as "the idea that mind, body and language interact to create an individual's perception of the world and that perceptions, and hence behaviors, can be changed by the application of a variety of techniques." So what does that mean and why should you care?

The next time you are in a sales meeting with a prospect, pay attention to how they speak. Does she use words/sentences like, "Show me how that works" or "I see what you're saying"? If so, she is likely a visual learner. Or, maybe she says, "Walk me through it" or "I follow you" which would make her kinesthetic.

These kinds of observations can really help you in your sales efforts. If you recognize that your prospect uses visual language and likes to communicate by email, for example, he will be very comfortable if you do the same. You are adapting to meet his style and are truly building rapport.

There is much to learn about NLP but if you take the time to recognize these cues, they can really help you to advance your own agenda and create great client relationships. If you are interested in learning more, please check out our library for great book recommendations.