How to sell with NLP

Index

‘act as if’ frame 143–4

action, taking 171, 177–9

activities-focused clients 121

affective message

and presentations 154

agreement frame 146–7

alignment model 62–78, 63

behaviour 72–5

capability 71–2

identity 65

and misalignment 68, 75–6

and outcome frame 141

pacing and leading with the

77–8

purpose 64–5

values and beliefs 66–71

all-inclusive statements 158, 162

anchoring 100–2, 129–31

and creating positive decision-

making states in your client

130–1

exercise 101–2

linking to language 135

and presentations 164–5

audience, engaging of see

presentations

auditory processing/processors

45, 48–9, 53, 131, 159,

160–1

awareness 15, 26

away from metaprogramme

profile 20–3, 40, 67, 162

backtrack frame 142

Bandler, Richard 1

Bateson, Gregory 64