in the new reality - success strategies · pattern language example internal external options...
TRANSCRIPT
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Shelle Rose Charvet
in the new reality
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CRISIS
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Challengesfor Coaches, Trainers & Consultants
• Many corporate clients are more nervous about spending money
• Decision-making on financial matters has moved up much higher in organizations
• Volatile world political situation
• Getting clients to come to you
• Differentiating yourself, your business
• Price-based competition
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But, what if you could READ People’s MINDS?
Know exactly what to do (and not do) to influence their behavior.
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And what if you had a unique set of skills that your training, coaching and consulting
clients couldn’t get enough of?
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NLP
and
LAB Profile®
(Language and Behavior Profile)
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And here’s how other people are
actually using
these skills!
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1. LAB Profile® expertise facilitated my professional « U turn » from employed sales manager to self-employed trainer-consultant.
2. It allowed me to position myself as « an expert » in communication and influence.
- Serge Deprez, Certified LAB Profile® Consultant/Trainer, Belgium
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“I am working with a Maltese company profiling their sales team: existing and those coming in to see if they fit with in the team.
This allows the deputy CEO to understand each of them.
I have produced a matrix of how the deputy CEO can use key words to motivate them.
- Ian Clarke, Certified LAB Profile® Consultant/Trainer, UK
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"Shortly after our visit the customer sent a 1 million
Euro order to our subsidiary and has placed a 2
million Euro order to start off for 2014.
I believe that using the tips Shelle so beautifully
and vividly "taught" me, helped me close this deal."
- Crystal Mccollough, LAB Profile® Practitioner, Germany
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“I use the LAB Profile® in my coaching work to better meet the person at their bus stop,
and I’m teaching my clients about it to give them a better understanding of their own profiles.”
- Jannie Walker-Larsson, Certified LAB Profile® Consultant/Trainer
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LAB Profile® and Coaching
Decode the problem:
Business owner gets furious when customers call
He has an Independent Pattern:
Needs time alone to be productive
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LAB Profile® Motivation Triggers
®
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“Bob’s Rain Boots”
Pattern Ad
Towards 1. Keep Your Feet DryBob’s Rain Boots
Away From2. Avoid Getting Feet Wet
Bob’s Rain Boots
Internal3. Want to Keep Your Feet Dry?
Bob’s Rain Boots
External4. Gotta Keep Your Feet Dry
Bob’s Rain Boots
Options5. Ways to Keep Your Feet Dry
Bob’s Rain Boots
Procedures6. How to Keep Your Feet Dry
Bob’s Rain Boots
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Pattern Language Example
Internal
External
Options
Procedures
Ask, Suggest
Others, Tell
Choices
How, steps
Away From
Toward
Avoid, prevent
What you want, benefits
1. Keep Your Feet DryBob’s Rain Boots
2. Avoid Getting Feet WetBob’s Rain Boots
3. Want to Keep Your Feet Dry?Bob’s Rain Boots
4. Gotta Keep Your Feet DryBob’s Rain Boots
5. Ways to Keep Your Feet DryBob’s Rain Boots
6. How to Keep Your Feet DryBob’s Rain Boots
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Words That Change Minds LAB Profile® (Language & Behavior Profile)
Motivation Triggers™
• Are they moving Toward or moving Away From?
• Decide for themselves or are influenced by outside factors?
• Want straight-forward, step-by-step Procedures or do they prefer a wide range of Options?
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Away From
Motivated to prevent or solve problems
Avoiding, preventing or solving a problem
Toward
Motivated to achieve a goal
Benefits, gains, positive consequences
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Away From language
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Toward Language
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A very Toward Cat
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The Divine Strategy
Away From Toward
Problem Solution
Issues Benefits
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Internal
Decide for themselves
Language of Suggestion, invitation, ask
External
Influenced by outside people/factors
Others will notice, results will show, tell, or Command Language
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When People are in Internal Mode
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Procedures
Prefers a step by step process
The right way, next step, the procedure, here’s how
to….
Options
Prefers many choices
What else, another way, alternatives, choices,
possibilities
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Is your customer ready to buy?
Options Language = Not ready to buy
“Hmm, what else is available?”
Procedures Language = Ready to buy!“What’s next?”
Test for Readiness:
“Shall we look at the next steps?”
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1. How to Use LAB Profile®
2. Ways to Use LAB Profile®
OR
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1. Guess the key Motivation Triggers™.
2. Go to their bus stop.
3. Use the language that motivates THEM to get your message across.
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Away From-Toward 3-2-1 Sandwich-for Highly AF people
3 Away From phrases
2 Toward
1 Away From (to reassure)
“You said you are tired of working too hard, but not earning enough, and you don’t want to waste your time anymore,
That’s why you might wish to set your goals and figure out all the benefits of reaching them,
So that you don’t fall back into the old working too hard stuff.
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For you!
• PowerPoint summary
• Irregular Newsletter on influencing &
persuasion
• HusbandMotivator™ iPhone app, in the app store
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More for you
Libretta® trial version – email
For Outlook for Windows
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LAB Profile® Consultant/Trainer Certification
(Aug 1 to 12, 2016), in Paris Www.labprofilecertification.com
Special Price for you:$500 off when you
register by June 30! Just mention you were on this webinar.
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As a Certified LAB Profile® Trainer,
you can:
�Help your clients solve their most difficult problems!
�Use it to effectively market your business
�Raise your value and your income dramatically
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What to do next:
To get all the information you need, go to: www.labprofilecertification.com
and register if you want to raise your profile and revenue!
($500 dollars off when you register before June 30, just for attending this webinar.)