4th May 2009

NLP, sales and the fine art of leveraging social media

One of the things I teach on my NLP courses is how to discover people’s strategies, that is, the little ‘programmes’ we run in our head to tell us how we feel. In terms of the selling cycle, we have strategies to tell us when it’s time to do some research (our “motivation” strategy), when it’s time to buy (our “buying” strategy) and – the important bit here – when we’ve made a good purchase (our “reassurance” strategy). That last one is the strategy we run to form an OPINION.