NLP Presuppositions

Whenever we interact with other people and/or with our environment, we do so on a basis of a whole multitude of presuppositions – assumptions about what is, or is not, true in a given situation.

In most cases these assumptions are based on prior experience of some kind.

Examples of NLP Presuppositions

“Every Behaviour Has A Positive Intention”

This is possibly the most controversial of the NLP presuppositions, since it is open to misinterpretation. What the presupposition means in the context of NLP is that every behaviour has a positive intention, as far as the person exhibiting the behaviour is concerned.

It is worth pointing out that NLP does not claim that all behaviour is necessarily the best possible choice from an objective point of view. Nor does it suggest that all behaviour will have positive benefits for everyone involved.

I’ve been in many sales situations where the prospect was answering me in a way I didn’t expect or gave me a strange reaction to my presentation – In those cases I always thought about this presupposition ( my prospect has a positive intention so what does he or she really mean?) and I just replied with a simple question: “what do you actually mean by what you just said?” or “Is it correct that I see big questionmark in your face, do I need to be more specific?”.

In sales it is absolutely essential NOT to assume what the customer means but to ask a question to confirm if your first impression is correct. That will give you a lot of power in every sales situation because:

The person asking the questions controls the conversation.

Getting Past the Gate Keeper

How To Get Past The Gate Keeper?

selling past the gatekeeperIn my sales training I hear people often complain that  sometimes it’s so difficult to get a prospect or even a client on the phone.

Do you recognize this too?

“I’m sorry I can’t put you through to mr. X because he is in a meeting”.

“No you can not talk to mrs. Y because she is too busy”.

If you want to improve your chances by 50% to get through, you need to change your strategy.

First of all, who is actually a gate keeper?

The gate keeper could be the lady at the switchboard but also the secretary of your prospect or client.
Either of them may block your effort to get in touch with the decision maker because they are busy indeed.

Is it possible to change that situation? Oh yes, and it is really simple!

Be nice…

All you have to do is make an effort to make friends with the gate keeper the very first time you call their office.

There are many ways to make  friends and it is just about making a real, genuine effort  to say something nice and positive to that person like:

“It’s always a pleasure to call you because every time I call you I can “see” you’re smiling!”

Or: “You must be very busy but you always sound like you are enjoying your job”.

Or: “you must feel great today, being able to work for such a nice boss”.

If you visit an office it is also really easy and nice to make a positive remark like:

“This office looks really nice, it must be a pleasure to work here”.

Or: “Are these the pictures of your children? how old are they?”

Or, to the secretary: “Thank you so much to let me talk to mr. X. I know he must have a busy schedule”.

Bring a small present

It’s a great idea to bring a small company present for the lady at the switchboard or the secretary.
Think about a desk clock, a paper weight or a simple money clip.
Anything offered with a big smile and a genuine compliment will do the job!

It’s all about being nice to the gatekeeper and she/he will remember you every time you call or visit the office!