Episode 10: Neurolinguistic Programming, or NLP, Part 2

Key Takeaways: • Neurolinguistic programming, or “NLP”, is a means of more effectively communicating with our clients. In this talk, we talk about getting the focus off the agent and onto the client, and some approaches to language that help with this. We cover: • Getting into Rapport with clients • Once in rapport, how we “pace” with our clients, which is restating their reality periodically, in a natural way. With this, we know we’re tracking with the client and continually seeking agreement • The importance of the agent keeping a positive mindset, as well as how agents must focus LESS on their opinions and MORE on their client’s perceptions • Often times, the more opinionated someone becomes the more resistant the receiver of the information…it’s human nature Final Thoughts In sales, we must ask several questions on the front end to be able to 1) see if we can help the other person, and 2) be appropriate in subsequent conversation. Outstanding salespeople are excellent interviewers…we seek to understand while we’re guiding our clients through the process.