The Language Patterns are easy to understand, recognize and use – and too useful to leave out of a business-oriented training. This audio CD covers six of the most useful language patterns for business, with tips on how to identify them, job roles that different patterns may suit, and advice on how to influence and manage them.
What are the Language Patterns?
The Language Patterns are one of the sets of filters we use to create our map of the world. They run ‘in the background’, so we are usually not consciously aware of them.
- What we pay attention to
- What we respond to
- What motivates us
- How we interact with the people around us
- The kind of language that will influence us
What the Language Patterns are not:
- A way of putting people into boxes at the Identity level! They may be influenced by context and the person’s emotional state.
- Either/or – instead, each language patters is like a spectrum and most people will be somewhere between the extreme ends
- Absolute. The Language Patterns are context-dependent – for example, people tend to be more detail-focused about subjects that interest them.
Detecting the Language Patterns
Depending on the specific language pattern, you can detect them from:
- The words that people use, the structure of their language patterns, and the way they talk
- The way they behave
- Their history, for example how frequently they have changed jobs
You will learn:
- How to recognize 6 different sets of Language Patterns we all use
- Questions to ask to detect the patterns your customers use to make decisions
- What not to say to turn your clients off
- How to relate to customers who may not share your patterns
- How to communicate with clients in the way that it is easiest for them to understand, and influence them to buy from you
- How to use patterns to sell to your clients in the way they want to be sold to
- How to identify your client’s motivation direction
- What words to use to influence clients who are motivated towards goals and targets
- How to identify the pattern by the length of the answers they give you
- How to influence clients who are making their own decisions
- How to arrange your presentation to influence strongly internally-referenced client
- How to identify and influence clients who are interested in alternatives, possibilities, and why they should buy from you