The other day a friend of mine, an expert in Neuro Linguistic Programming, told me that our brains can not comprehend "not". He told me that sales people trying to close a sale with a negative question, like for example; "Could you not just consider trying this out?" can easily double their closing rate by just switching their language into the positive. This is good advice for all of us. We should talk in a way to make it easy for the brain to comprehend.
Thursday, December 3, 2009
Do Not Say Not
Posted by Urban Gavelin at 12:07 AM
Labels: communication, comprehension, language, negative, NLP, positive
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About the Author
Urban Gavelin a native Swede with more than twenty five years of business experience. He has held positions as director of sales- marketing- and business development on Nordic, European and World Wide levels. Urban has lived and worked in Stockholm, London and New York, now works primarily with leadership development and sales training and is a credentialed coach. He has studied Executive Management at Lausanne Business School and Stockholm School of Economics.
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