The Fruits Of Labor Coaching and Professional Development Firm

"A window of opportunity will not open itself." ~Michael Crichton

Sales Performance Programs
 

Our programs are based on NLP, People Psychology and the  Psychology of Influence.  We teach you how to influence and persuade at the unconscious level.  Our sales programs vary based on level and experience.  We customize programs for individuals and teams.

Learn Our Cherry Picking Strategies for Successful Sales

v      Champion Communication

v      Hit the Heart and Head

v      Energize Yourself

v      Rapport

v      Reciprocity

v      Yield to the Yolk

Desired Outcome:

          To be able to establish rapport with any person, at any moment in time.

Theory:

          A.      Communication is:

                   7%    WORDS

                   38%  TONALITY

                   55%  PHYSIOLOGY

          B.      When people are like each other, they like each other.  Rapport is a           process of responsiveness, not necessarily liking.

Process:

·        Rapport is established by matching & mirroring

          The major elements of rapport:  

                   Mirroring

                   Matching

                   Physiology                             (55%)

                             Posture

                             Gesture

                             Facial expression & blinking

                             Breathing

                   Tonality                                    (38%)

                             Voice

                                      Tone          (pitch)

                                      Tempo       (speed)

                                      Timbre      (quality)

                                      Volume     (loudness)

                   Words                                          (7%)

                             Predicates

                             Key words

                             Common experiences & associations

                             Content chunks

 

Favored Representational Systems

V:      Visual

People who are visual often stand or sit with their heads and/or bodies erect, with their eyes up.  They will be breathing from the top of their lungs.  They often sit forward in their chair and tend to be organized, neat, well-groomed and orderly.  They are often thin and wiry. They memorize by seeing pictures, and are less distracted by noise.  They often have trouble remembering verbal instructions because their minds tend to wander.  A visual person will be interested in how your program LOOKS.  Appearances are important to them. 

A:      Auditory

People who are auditory will quite often move their eyes sideways.  They breathe from the middle of their chest.  They typically talk to themselves, and can be easily distracted by noise.  (Some even move their lips when they talk to themselves.)  They can repeat things back to you easily, they learn by listening, and usually like music and talking on the phone.  They memorize by steps, procedures, and sequences (sequentially).  The auditory person likes to be TOLD how they’re doing, and responds to a certain tone of voice or set of words.  They will be interested in what you have to say about your program.

K:     Kinesthetic

People who are kinesthetic will typically be breathing from the bottom of their lungs, so you’ll see their stomach go in and out when they breathe.  They often move and talk verrry slooowly.  They respond to physical rewards, and touching.  They also stand closer to people than a visual person.  They memorize by doing or walking through something.  They will be interested in your program if it “feels right”, or if you can give them something they can grasp.

Ad:   Auditory Digital

This person will spend a fair amount of time talking to themselves.  They will want to know if your program “makes sense”.  The auditory digital person can exhibit characteristics of the other major representational systems.

V C                                     V R

 

A C                                      A R

 

K                                        A D

 

 

 

 

 

Please contact us at: info@thefruitsoflabor.com.
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