NLP Sales
Strategies:
Becoming Fluent in Persuasion
Version 4.2013.1
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Becoming Fluent in Persuasion
I. What is Persuasion
Influence - a : the act or power of producing an effect without
apparent exertion of force or direct exercise of command
: the power or capacity of causing an effect in indirect or intangible
ways
http://www.merriam-webster.com
Persuasion: to move by argument,
entreaty, or expostulation to a belief,
position, or course of action
http://www.merriam-webster.com
Rhetoric – In any given circumstance
the available means of Persuasion
The Rhetorical Triangle
Logos – Reason, Logic, or Facts
Ethos – Credibility, Authority,
Character
Pathos – Emotions, or Affect
The _______________ of persuasion is the
psychological side
Ethos and Pathos are the ______________ that allow
the logic to be accepted
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2. Influence
Robert Calidini , “Influence”
Six different __________________ of influence
___________________ for Persuasion
Whenever you want to influence, or persuade
Understand the people in your __________________
Know _________________ you want to influence them
Think about your ultimate __________________
Which weapons can be easily _________________
__________________: Influence and persuasion rarely happen on
accident
Weapons can be remembered using the
Acronym:
Say the Magic Word:
Popular – Social Proof
Liked – Liking
Expected - Commitment
Authoritative – Authority
Scarce – Scarcity
Equitable – Reciprocity
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Influence Weapon 1: Popular
People look to others for _________________
Customer referrals and recommendations
You can use this principle by creating a "_______________”
For a new project
Generate support from ____________________ people
(These may not always be managers.)
Selling a service
Highlight the ___________________ of people using it
Relevant ____________________
Social media
_____________________ its success
Case Studies
Influence Weapon 2: Liked
This is about a persons desire for ____________________
We want to be _______________ by those that we like
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So when we like someone we are less ________________ to disagree
with them
_______________ ways that we can agree with them (agree to disagree)
To utilize this
Put in the time and effort needed to ______________ trust and rapport
Behave with _____________________
Develop your ____________________ intelligence (EI) and listening
skills
People can always spot a _________________
Influence Weapon 3: Expected
Commitment is about our desire to appear ______________________ in
our word
If you can get someone to commit to something early
They are more ___________________ to continue on later just to stay
consistent with their earlier statements
If you're building support for a project
Talk about ideas early on with ____________________
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Take their ____________________ and views into account
If you're selling a product
Sell a very ___________________ quantity (a "taster”)
Make it easy for people to __________________ their mind once they've
bought
Buying the product is the _________________ commitment, they have
the right to return it if they want to
(Stated Implication: I am glad that you said ___________ . I know that
means that ____________ .)
(When you told me _____________ I knew that meant
________________)
(Because you said___________ , I want you to know _________________)
(You are probably already aware of ________________ right?)
Influence Weapon 4: Authoritative
This is all about peoples desire to be ______________
We all want to make sure that we are going the _________________
direction
Often look to someone in a ___________________ of authority to make
sure that we are on the right track
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Ways that you can ___________________ a sense of authority
You can use your own authority, and the authority of others, as
_____________________
When you use your own authority, be careful not to use it
___________________
French and Raven's Five Forms of __________________
Explains how you can use power and authority ____________________
Get support from influential and ____________________ people
Ask for their help in backing the idea. (Use Influence Maps)
If you're marketing a product or service
_____________________ well-known and respected customers
Use comments from industry _____________________
Talk about impressive _______________________ or statistics
Well-produced brochures
Professional presentations
Impressive offices
Smart clothing can also lend authority.
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Recognize your own sources of power
Build your _____________________ skills
Using and develop your own sources of power, appropriately, and for
best effect.
The most effective leaders use mainly __________________ and expert
power
Influence Weapon 5: Scarce
If something is _____________________ in supply it is perceived as
being more valuable
You can create scarcity in the __________________ of your prospect
Help motivate them to get moving
People need to know that they're _________________ out if they don't
act quickly
If you're selling a product
Limit the ___________________ of stock
Set a closing _______________ for the offer
Create ____________________ editions of products
If you're trying to influence others to support your ideas or projects
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Use ______________________ to get support for your ideas.
Highlight the possible urgent _______________________ of the problem
that your idea helps to solve.
(There should still be time, we should have some left, its possible the
price will still be the same)
Influence Weapon 6: Equitable
Refers our innate desire to keep things ________________
Psychologically we know that we should not expect to get something
for _____________________
When someone gives something to us or does us a ________________
Creates a sense of ________________________ with that person
This is why we are reluctant to take things from strangers
Think about what you want from the other person
Simply r_______________________ the other person of how you have
helped them in the past
(Even though they might be offering something we want)
Then ____________________ what you can give to them in return
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(I am not asking for a favor, I feel like this is a fair exchange I have
given you __________ and I know that means that you will
______________ )
(I have given you everything that I have, In your position what do you
think is a fair response?)
(Based on what I have told you, what do you think would restore
equality?)
Conclusion :
These Six messages stimulate action:
Popular, Liked, Expected, Allure,
Scarcity, Equitable
Say the Magic word: PLEASE
Next three modules:
How to deliver the messages to avoid
resistance
How to develop power
What to do if you receive resistance
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