Interpreting Predicate Words:
Listen for word cues
I am watching developments in that particular stock;
Visual before I buy, I want to see the progress it makes this
quarter and get a picture of what to expect in the future.
Auditory There is so much noise in here I can't hear myself think
The atmosphere was heavy and damp; there was an
Kinesthetic oppressive stillness, thick with apprehension.
Match word cues with eye cues for accuracy.
Using Perceptual Field Information
Adapt your mode of selling to their mode of learning.
Adapt demonstrations as well as your verbiage.
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Perceptual Field
What to bring
diagrams, pamphlets,
Visual graphs, videos
tapes, videos with
Auditory sound
samples, the actual
Kinesthetic product
What to do
Show the buyer how the
product works
Be well prepared to explain
verbally
Let the buyer hold the product,
let them try it out
Learn NLP
Ethics of employing Style analysis or NLP.
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Are they are simply used as tools to obtain information that will aid in
serving the client?
Are they are used to satisfy personal greed?