SELL WITH NLP!SELL WITH NLP! ® ®

®®

Duane Lakin, Ph.D.Duane Lakin, Ph.D.

NLP and SALESWhat is NLP and The Unfair

Advantage?

NLP and SALESWhat is NLP and The Unfair

Advantage?

® 2014 Lakin Associates® 2014 Lakin Associates

NLP is

behavior, not

theory or magic

NLP is

behavior, not

theory or magic

NLP resulted from observation...the impact on people was seen and the words and behaviors copied to get the same

results

® ®

SELL WITH NLP!SELL WITH NLP!

We have seen it work;We are learning why.

We have seen it work;We are learning why.

Mirror NeuronsMirror Neurons

Ventromedial prefrontal cortex

Ventromedial prefrontal cortex

“Blindsight”“Blindsight”Noam ChomskyNoam Chomsky

Distortion/Generalization

Distortion/Generalization

Sensory filteringSensory filtering

DNA researchDNA research

Autism researchAutism research

Neuroscience;Linguistics

NLP(NeurolinguisticProgramming)

The basis of NLP:

What you tell yourself impacts how YOU act.

What you say to others impacts how THEY act.

You can CHANGE behavior by changing your words.

NLP(NeurolinguisticProgramming)

95%95%

NLP is a collection of behaviors to influence DECISIONS that lead to ACTIONS...decisions that are made unconsciously 95% of the time!

NLP is a collection of behaviors to influence DECISIONS that lead to ACTIONS...decisions that are made unconsciously 95% of the time!

Want to do business with

YOU

Want to do business with

YOU

Sell to the

95%(Unconscious)

=

Ask yourself: Why did I decide to work with that

person? What did I see that engaged me? Did he/she

do something different from others? Or was it

unconscious...I simply felt more comfortable with

him/her?

THAT is the power of NLP.

“Best practices for influencing others”

“Best practices for influencing others”

NLP(NeurolinguisticProgramming)

The Unfair Advantage®

More than NLP; Less than NLPThe Unfair Advantage®

More than NLP; Less than NLP

NLP

For business professionals

For therapists andself-help

Meet Jill.She was selling a financial service

via outbound sales calls.

She had a problem.

She looked at her sales results and did not like what she saw.

She asked herself,“How can I do better?”

TRUE STORY

Some of Jill’s problems

Some of Jill’s problems

People would not stay on the phone and talk with her

Prospects did not see the value of her proposal

People did not want to spend more money

Customers already had one loan with her company and were not happy

with the service, the company, and therefore...her

To become more effective, she

needed to be more aware of what was happening during a call...more aware of herself and of her

customer.

Jill’s journey with the Unfair Advantage

As people talked to her, she saw that she might want to build more rapport

by choosing different words or saying them in a

different way.

Jill’s journey with the Unfair Advantage

Once she saw that someone trusted

her, she wanted to tell about her program in a way that would energize and excite the other person.

Jill’s journey withthe Unfair Advantage

Finally, she realized she needed to be more focused in the way she used her words if she were to achieve the outcome that SHE

wanted.

Jill’s journey withthe Unfair Advantage

Better “radar” for understanding

prospect

Word/voice mirroring

Jill’s “Unfair Advantage” with NLP

Better script with VAK Mixing and

Embedded Commands

Results:

Sales per hourBefore After1.1 1.7

Jill’s successful journey withThe Unfair Advantage

SELL WITH NLP!SELL WITH NLP! ® ®

®®

Want more information on training and services? Go to www.SellWithNLP.com

® 2014 Lakin Associates® 2014 Lakin Associates

Help someone WANT to do business with you.

Get the Advantage.

Book, audiobook, DVD available via Amazon, iTunes, & others.See and hear Dr. Lakin discuss NLP and Sales: www.youtube.com/watch?v=4t1s2hUJPws