Praktische Vaardigheden Ontwikkelen Sales Techniques | Page 55

THE EMERGENCE OF NEUROLINGUISTIC PROGRAMMING (NLP) Perceptual fields are the ways in which people perceive the world o o o Use these as another way to observe and understand people. Separate from style analysis The science of how the brain learns Sound Modes of Perception Auditory Most of us favor one Visual Sight mode Kinesthetic Touch Tapping into the Prospect's System of Perception Certain clues tell us which representational mode a person favors. NLP can help you develop the ability to identify a prospect's traits Interpreting Eye Cues Look Visual -ing Perceptio n Look -ing left Visualizing or picturing the past. up & up & right visual image Constructing a Kinestheti c Look down & right Perceptio -ing n Look Side& -ing ways left Remembering past feelings Hearing sounds from the past. Constructing a Auditory Look Sideperceptio -ing ways & right future conversation n Look down & -ing left Talking to self Left handed people may reverse