Yes, You Can Control Your Customers Emotions

What can we learn from the book “Using Your Brain For a Change” by Richard Bandler that we can apply to selling?

About everything.

If you’ve read the book (or studied NLP), it’s no surprise that our emotions come from pictures we make in our minds, what we say to ourselves, and feelings in our bodies.

It is very important when a person makes a picture in their head if they see themselves in the picture or if they see what they would see through their own eyes if they were there. You can detect your prospects pattern by listening to their language and picking up on their nonverbal gestures as well.

If a person sees what they would see through their own eyes if they were there they will have the same emotional response as if they were there.

When a person sees themselves in the picture they will only experience the emotions that they would experience watching someone going through the experience.

The first state is called “association” and the second is called “disassociation.”

You want your customer to associate to the benefits of your product/service and to dissociate from the drawbacks.

To increase or decrease the degree of emotional involvement discover which submodality changes affect this. The critical submodalities are focus, brightness, distance, and size.

If a prospect is in an undesirable state use a pattern interrupt (more posts on this later) to break their state and then direct them to the state you want them to be in. To get them to change their state, get them to change their physiology. This means you may have to be creative. Thank goodness for NLP.

In future posts I’ll discuss how to adjust, change, or amplify your customer’s submodalities naturally in conversation.

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