One of the most powerful tools of NLP is reframing. This technique employs the use of changing your prospects mind about what is and what is not possible. One of the best reframes that I found to useful is the “What if…” frame. This frame, as its name implies uses the prospects imagination to help them find a way to own your product or service. As an example. Say you want to go to one of my sales courses. I ask you about it and you say I would love to go, but I don’t have the money. Instead of fighting that belief that you don’t have the money. One technique I use is to have you imagine where the money would come from if you did have the money.
My instructor, Michael Stevenson, gave me this exact poignant example. He had a student that wanted to come to a more advanced class of his. This student gave the objection that he did not have enough money. When Michael used the “what if…” frame with the student, the student said “Well I do have the money, I have a large amount of money in a savings account. But, I promised myself I wouldn’t touch it.” My instructor then asked the student, “Well what would happen if you did?” The student replied, “Well I am getting my tax refund in just a few weeks. I guess I can put the money back then.” So the student signed up for the course. And the course made a major difference in his life.
You see, people often put themselves in boxes. The best way to get a person out of their box is to jump in with them, and figure out how you would get out of it. This often leads to a cooperative effort with your client. A win/win where you are both getting what you want. The client solves his problem, and you make a good commission.
What do you think? Give me your comments.
Popularity: 9%
{ 1 comment… read it below or add one }
This is a great technique. I will use it in the future when I’m trying to come up with excuses :0)
Thanks for the great posts, very interesting.