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Neuro-Linguistic Programming
Research Data Base [ Connell H, 1984. | Id:211 ]

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Connell H: NLP techniques for salespeople. Training & Development Journal 38(11): 44-46, 1984.

Abstract: Discusses 3 neurolinguistic programming (NLP) principles and techniques that are useful for influencing others: mirroring, verbal marking or anchoring, and reinforcing the prospect's representation system. These neurolinguistic techniques enable salespeople to align themselves with customers' perceptions so they are willing to listen and be receptive to a sales presentation. (PsycINFO Database Record (c) 2005 APA, all rights reserved).


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