A communication trade secret

Everyone likes a trade secret, I know I do. NLP gives us the thinking styles where people have a preference to think in a certain way, to represent information in a unique manner. Some people prefer to think in a kinaesthetic way, with feelings, touch, reactions. Others prefer auditory with sounds, words, language, some folk prefer a digital thinking style with logic, processes, non-sensory. But by far the majority of people, particularly Generation Y, like to think in a visual manner, with pictures, images, colour. Naturally, everyone can have all…

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Get off your ego

This week I was teaching some salespeople to build rapport and we stumbled across the topic of matching and mirroring. My group pushed back on me and explained that they'd been taught all of that before and found it quite patronising. They felt it was too basic, and that copying someone's body language and imitating their voice was condescending to their customers. They have a point, they made very well and I could see where they were coming from. And within 5 minutes they had a realisation, let me explain…

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