Why you might ask? Did my ‘faith’ waver?
Actually, not at all. It was a simple case of life, work, family, travel and things creating a total sense of brain overload (otherwise known as stress), getting in the way and drowning my creativity for a bit.
Plus two colds with fever, and a stomach bug to boot, haven’t exactly helped my case in the past 8 weeks. Not that I’m whining, moaning or whingeing. But that’s real life for you.
How could that be you might ask – if you’re an NLP’er then you must have total control of your emotional state, your desired outcomes and your world? You must be ‘at cause’ and take responsibility for your successes and your failures.
Well ho-hum. We’re not all perfect. And I’m the first to put my hand up to say that includes me and I, like everyone else, am very much still a work in progress. And I’m not in the mood for beating myself up.
Anyways back to NLP. I was reading Harvard Business Review this week – I do have a tendency to leave it on the coffee table when people visit in an effort to make us look like an intelligent household. Well I try….
Anyways in the current issue what do I find? A little article called ‘Monkey See, Monkey Buy’ (pg 28, HBR, Jan/Feb 2012 Issue) – actually it should have been called ‘Monkey Match, Monkey Buy’. It outlines research from Celine Jacob at the Universite de Bretagne-Sud and shows that when retail salespeople subtly match their prospective customers speech and behaviour then the customer is 27% more likely to buy!
[62% of customers bought from non-matching sales people vs 79% of customers who decided to buy the same product from sales people who did match their speech and behaviour – a difference of 17% and a 27% increase.]
Hmmmmmm, match and mirror the other person. We’ve heard about that somewhere before. Ah, yes!! RAPPORT!! One of the fundamental techniques of NLP. Well it seems something in NLP is proven to work then.
The one thing I haven’t come to terms yet in the article is why I need to be a monkey to match and mirror someone? Am I missing something?
© Jacqui Gatehouse and GATEHOUSE THIRTEEN, 2012. Unauthorized use and/or duplication of this material without express and written permission from this blog’s author and/or owner is strictly prohibited. Excerpts and links may be used, provided that full and clear credit is given to Jacqui Gatehouse and GATEHOUSE THIRTEEN with appropriate and specific direction to the original content.
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