Programava neurolinguistica

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  • Publicado : 23 de março de 2013
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As your prospect gives the description, notice how much detail is given, and whether the relationships between concepts are described or not. The more details given, the more detail oriented is yourprospect. The less detail and the more overall relationships given, the more your prospect is the ‘big picture’ type. Details Big Picture How To Use This To Persuade Once again, the use of thisinformation is pretty much obvious. If you’re talking to a detail oriented prospect, feed them as much detail as you can. If your prospect is on the big picture side of the scale, talk more about theoverall concepts of your offer and don’t clutter it up too much with the details. Match your prospect as much as possible in the amount of detail in your conversation, and you will develop a strong sense ofrapport which will help you to control the rest of the persuasion process. Self-Centered / Other-Centered We are all self-centered. No doubt about it, everything we do is focused purely on what itwill do for us. Will it bring us pleasure, or will it cause us pain? Even when we give to charity, it’s because it makes us feel good to do so. We’ve done our part to ease the suffering of the world. Weare good people who make a difference. But on the other hand, we are all concerned about other people. None of us wants to be alone forever, so we have a distinct interest in being involved withother people. And it’s so very easy to imagine ourselves in their place. If we were in that situation, we would want someone to help us out, so we help them out because it’s the right thing to do. Hereagain, we have a scale where some people are more focused on themselves, and some people are more focused on others. Scientists call this having either an internal or external focus. When a person hasan external focus, they are more concerned about others than they are about themselves, and when a person cares more for themselves than for others, they have an internal focus. Personally, I call...
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