The document provides an overview of techniques for influencing others and selling effectively. It discusses the psychology of communication through words, tonality, and physiology. It also outlines 10 filters that can help determine a potential customer's preferences to influence them to buy, such as focusing on pain vs pleasure, the future vs the past, and cost vs convenience. Values, emotion vs logic, and building rapport are emphasized as important for influencing others. Networking strategies are also summarized, focusing on helping others, developing expertise and credibility over time.

1. The Psychology Of Selling

2. 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

3. 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)

4. What is Selling The Process of Influencing Others

5. 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.

6. NWWAM Needs Wants Wounds Authority Money

7. The Meaning of Communication 7% Words 38% Tonality 55% Physiology

8. Through Words Predicates Key Words Common Experiences Values & Beliefs.

9. Through Tonality Tone Tempo Quality Volume Origin

10. Through Physiology Matching & Mirroring through Postures Gestures Facial Expressions Blinking Breathing

11. Representational Systems Visual Auditory Kinaesthetic Auditory Digital

12. 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.

13. 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.

14. 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.

15. 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. .

16. 10 Influencing Filters The following preferences will provide a clear strategy for how you can Influence potential customers to buy

17. 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.

18. 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.

19. 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.

20. 4 Relationship Sort Matchers see Sameness Miss Matchers see Difference Mismatchers with Sameness Matchers with Difference

21. 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.

22. 6 Completion or Process Understand whether individual is focused on the task being completed or ensuring the process is concluded compliantly

23. 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.

24. 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.

25. 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.

26. 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.

27. Negotiation The Agreement Frame Replace “but” with “and”. "Yes, and ….." “ I agree and …..”

28. 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.

29. Pain V Pleasure People do more to avoid Pain than they do to Gain Pleasure

30. Emotion V Logic People buy for emotional reasons and justify with Logic

31. Rapport is King

32. The 10 minute guide to Networking

33. 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

34. Your network provides…. Sales through advocates Advice and ideas Suppliers and Partners Inspiration and Support

35. 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

36. Develop your profile Look at others for inspiration Find points of interest and show an interest Avoid controversial discussion topics

37. Show your expertise Catch peoples attention and stand out Show your knowledge and expertise Add value to discussions Join clubs and groups

38. Build credibility People need to believe in you before they refer you to others Behave consistently Give and receive testimonials Actively advocate others

39. 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

40. 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

41. 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

42. 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

43. Thank You