Communications

Lesson 3: Be a reflection of your customer.

A large amount of the messages we send each other and our communication is none verbal and there is some debate as to how much this is, let’s just say it’s a lot. 

Mind & Body:

Body language and the inflections in our voices give off a lot about how we are thinking and the intentions that lay behind what we are saying. This lesson is not going to bang on about body language and mirroring techniques but rather a mixture of this, mirroring the way people speak and reflecting what they say back to them whilst matching their body language subtly.

I am not suggesting for a minute you should sit there like some freak trying to be a carbon copy of the person you are talking to because the chances are that if you do this you will end up being locked up. This is also why these techniques have been dismissed by the press in the past because people practicing mirroring techniques have been too obvious. Of course, the dismissal of the techniques we use gives us more power when we know they are real and effective.

The key here is to be a keen observer of the person you are dealing with. Watch the way they sit, listen to the way they talk, the kind of words they use and even what they say. You can then use this analysis of their paralanguage to understand their thinking and build rapport and trust in them.

If your body language is similar, not the same but similar, if your tone is the similar and you reflect to them what they have said to you then on a subconscious level their mind will be saying this guy/gal is like me, he/she understands me and can really understand my need. Trust will be built.

If they have a concern or an issue restate that issue at a later point in the tone, they used and with similar open body language and they will be convinced that you really understand them. Some will even think that you have read their mind.

Lesson 3: Reflect your customer or prospect. Use this in conjunction with lessons 1 & 2 and watch how your customers or oppositions trust in you grows.

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Want to read more about Communications Psychology, Neuro-Linguistic Programming and Persuasion Architectures

Bombarded by words

Words shape your narrative

Just Shut up and Listen: Social and Direct

Re-framing Perspectives

Psychological Persuasion tools Chapter 1

Psychological Persuasion tools Chapter 2 -Communicating on a subconscious level

Psychological Persuasion tools Chapter 3 - Earning Trust

Psychological Persuasion tools Chapter 4 - we love our own names

Psychological Persuasion tools Chapter 5 - Using Everyday Trances

Psychological Persuasion tools Chapter 6 - Reflect your contact

Psychological Persuasion tools Chapter 7 - Take away the right to buy or agree with you

Psychological Persuasion tools Chapter 8 - Add a little mystery

Psychological Persuasion tools Chapter 9 - show a little empathy

Psychological Persuasion tools Chapter 10 - be honest about the products or arguments flaws

Psychological Persuasion tools Chapter 11 - a picture paints a thousand words; add in a powerful visualisation technique and you’ll have them.

Psychological Persuasion tools Chapter 12 - recognise buying an agreement triggers

Psychological Persuasion tools Chapter 13 - pulling buying and agreement triggers

Learn and gain insight into people's metaprogrammes to facilitate better conversations

Re-framing Perspectives

Communications Models

Representational Systems

Our maps are our reality

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