Power of influence
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Power of influence






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Power of influence Power of influence Presentation Transcript

  • The Psychology Of Selling
  • Kim Newman
    • Over 10 years experience in performance management
    • Over 10 years of senior management coaching experience
    • Follower of peak performance coaching practices for over 10 years
    • Post Graduate Diploma in Performance Coaching for Business
    • Diploma in Life Coaching
  • Colin Phelan
    • IN the region of 10 years of participation in the subject of NLP
    • Qualified and Certified NLP Practitioner
    • Qualified & Certified NLP Master Practitioner
    • Qualified & Certified Hypnotherapist
    • Member of the BBNLP (British Board of Neuro Linguistic Programming)
  • What is Selling
    • The Process of Influencing Others
  • Why Master the ‘Power of Influence
    • Nothing has ever been sold that at some level the Buyer has not been Influenced firstly to make that purchase.
    • To progress in PML we must all learn to Influence people to Buy from us.
    • Needs
    • Wants
    • Wounds
    • Authority
    • Money
  • The Meaning of Communication
    • 7% Words
    • 38% Tonality
    • 55% Physiology
  • Through Words
      • Predicates
      • Key Words
      • Common Experiences
      • Values & Beliefs.
  • Through Tonality
    • Tone
    • Tempo
    • Quality
    • Volume
    • Origin
  • Through Physiology
      • Matching & Mirroring through
      • Postures
      • Gestures
      • Facial Expressions
      • Blinking
      • Breathing
  • Representational Systems
      • Visual
      • Auditory
      • Kinaesthetic
      • Auditory Digital
  • Visual
    • Stand or sit upright with erect spine.
    • Eye movement generally around the top
    • Higher pitch, loud, fast, clear speech.
    • Breath at top of lungs.
    • Neat tidy and well groomed.
    • Not good at memorising verbal instructions
    • Predicates
    • See, Look, Appear.
  • Auditory
    • Eyes move from side to side.
    • Breath from the middle of their chest.
    • Talk to themselves.
    • Easily distracted by noise.
    • Can repeat back what has been said exactly.
    • Like talking on the phone and listening to music.
    • Memorise by procedures and steps.
    • Sensitive to tone of voice.
    • Predicates
    • Hear, Listen, Sounds.
  • Kinaesthetic
    • Breath from the bottom of their lungs.
    • Lower pitched, slower, quieter voice.
    • Move slowly and deliberately
    • Respond to touch and physical reward.
    • Stands closer than a visual person
    • Memorise by doing and walking through the steps.
    • Predicates.
    • Feel, touch, grasp.
  • Auditory Digital
    • Talk to themselves
    • Learn things by making sense of them.
    • Can take on of other systems.
    • Precise factual language.
    • Predicates
    • Experience, think, understand. .
  • 10 Influencing Filters
    • The following preferences will provide a clear strategy for how you can Influence potential customers to buy
  • 1 Towards or Away From
    • Pain v Pleasure
    • People do more to avoid Pain than they do to gain pleasure.
    • For example
    • Would you do more to prevent someone stealing £1000 from you or earn £1000.
  • 2 Frame of Reference
    • Internal v External
    • When presented with a decision do you look within yourself for the answer or look to external influences to give you the answer.
  • 3 Possibility v Necessity
    • Necessity
    • Will act if there is no option and generally to avoid Pain although some people can operate towards pleasure in this way.
    • Possibility
    • Working towards Pleasure generally although can act due to the possibility of pain.
  • 4 Relationship Sort
    • Matchers see Sameness
    • Miss Matchers see Difference
    • Mismatchers with Sameness
    • Matchers with Difference
  • 5 Attention Focus
    • Relating to Buyers Primary Focus
    • Self – Needing to understand what buying will do for them specifically.
    • Others – Needing to understand what buying will do for company as a whole.
    • Data – Needing to see documented details of what buying will provide.
  • 6 Completion or Process
    • Understand whether individual is focused on the task being completed or ensuring the process is concluded compliantly
  • 7 Convincer Strategy
    • How do they need to receive the evidence to decide to buy.
    • What is there Lead Representational system.
    • Visual, Auditory, Kinaesthetic, Auditory Digital.
    • How often do they need to See, Hear, Feel or Read this information.
  • 8 Generality or Specificity
    • Is the Buyers Focus
    • The Big Picture and Strategy
    • The project detail.
    • The big picture and then the detail.
    • The detail and then the big picture.
  • 9 Past Assurances or Future Possibility
    • Very similar to Possibility or Necessity and time sensitive.
    • I.e. Are they interested in PML having being around for 12 years or are they influenced by current issues the outcomes portrayed.
  • 10 Cost or Convenience
    • Whilst cost is always a factor it is not always the key
    • Convenience and comfort are often the key drivers for Influencing.
  • Negotiation
    • The Agreement Frame
    • Replace “but” with “and”.
    • "Yes, and ….."
    • “ I agree and …..”
  • Values
    • The emotional states that we believe are most important for us to either experience or avoid.
    • Values determine the direction of your life.
    • If you consistently meet a persons value’s congruently you will achieve maximum Influence on them.
    • People usually have one Positive Value which they must experience
    • And one Negative which they will do the most to avoid.
  • Pain V Pleasure
    • People do more to avoid Pain than they do to Gain Pleasure
  • Emotion V Logic
    • People buy for emotional reasons and justify with Logic
    • Rapport
    • is
    • King
    • The 10 minute guide to
    • Networking
  • Growth of Networks
    • Shift occurred towards diverse networks
    • Key is……
      • To help others which….
        • Grows your relationships
        • Grows your reputation which…..
          • Attracts people, opportunities and business to you
  • Your network provides….
    • Sales through advocates
    • Advice and ideas
    • Suppliers and Partners
    • Inspiration and Support
  • What are you known for?
    • Clarify your message
      • Avoid being just another marketing person
    • Stand out by knowing your niche
    • Have an ‘elevator pitch’
      • 30 second summary of what you do
      • A PML elevator pitch has been drafted
    • Practice by regularly speaking to people in different environments
  • Develop your profile
    • Look at others for inspiration
    • Find points of interest and show an interest
    • Avoid controversial discussion topics
  • Show your expertise
    • Catch peoples attention and stand out
    • Show your knowledge and expertise
    • Add value to discussions
    • Join clubs and groups
  • Build credibility
    • People need to believe in you before they refer you to others
    • Behave consistently
    • Give and receive testimonials
    • Actively advocate others
  • Nurture your relationships
    • Find people you connect with
      • You will naturally connect with some people more than others
      • That’s OK
      • Combine different activities to:
        • Use search tools and attendee lists for events to find out who you might connect with
        • Where you can read peoples profiles and get a feel for people before you meet them
        • Go to events to meet people
  • Develop relationships
    • Take time to really get to know people
    • Just giving your business card randomly to people rarely works
    • Ideally face to face
    • Focus on understanding who they are, what they do and what they seek
  • Actively help others
    • Try to focus on other people not whats in it for you
    • Strive to help people where you can
    • Become known as a giver not a taker
    • Help contacts and strangers with what they seek; generally knowledge and connections
  • Be patient
    • It takes time to settle in, time to develop relationships, time to get referrals and time to get work
    • Plan to build your network over a period of time
    • Both your relationships and reputation take time to build
    • Learn from everyone you meet
      • Thank
      • You