NLP im Verkauf – Metamodell der Sprache – Tilgungen

Allgemein

Heute geht es darum, bei Gesagtem, bei Botschaften verlorene Botschaften zu heben. Hallo und herzlich willkommen in meinen Kanal „Mehr Umsatz mit Oliver Busch“. Hier geht es um die Themen Verkaufen, Verhandeln, Rhetorik und das dazugehörige Mindset, damit du in Zukunft deutlich mehr Umsatz machst und das mit einer größeren Gelassenheit.

Herzlich willkommen in dieser Episode. Das ist der eigentliche Start vom „Metamodell der Sprache“. Heute werden wir uns das Metamodell der Tilgung anschauen. Wenn du genau wissen willst, um worum es beim Metamodell der Sprache geht, guck dir die letzte Episode an. Dann wirst du es ganz genau wissen. Nur kurz gesagt, geht es darum verlorene Informationen oder unklare Informationen neu zu definieren. Und bei der Tilgung geht es darum, eigentlich verlorene Informationen zu heben. Das kann natürlich ganz besonders wichtig sein, wenn du im Verkaufsprozess nicht weiterkommst, wenn du den Abschluss geglaubt hast, schon zu haben, und er dir dann aber aus den Fingern gleitet. Da ist es besonders wichtig, was du für Informationen benötigst, um dann doch letztendlich den Abschluss zu machen oder im Verkaufsprozess weiterzukommen.

Lass uns jetzt mal schauen, wo überall diese Tilgung auftreten kann. Es sind mehrere Punkte, die ich herausgeholt habe: Zuerst sind es die Personen. Also die Zielgruppe mit der du zu tun hast. Dann gibt es die Objekte, also die Ergebnisse, die du mit dem Kunden erzielen willst oder was das Ergebnis am Ende des Tages sein soll. Der Raum, also das Umfeld, die Rahmenbedingungen, die geschaffen werden müssen, um einen Abschluss oder den nächsten Stepp im Business zu haben. Die Zeit oder die Termine damit es weitergeht oder was sind die nächsten Punkte damit es weitergehen kann. Dann gibt es die Methoden, also die Prozessziele, die man hinterfragen kann. Dann die Optionen, also die Ziele, die man mit dem Gegenüber erreichen will und dann in Richtung Produkt/Dienstleistung, was sind die Anzahlen, also die Funktionen, die Anforderungen, die dein Gegenüber an dich hat.

Gerade beim Metamodell der Tilgung ist es immer ganz wichtig, dass man seine Wahrnehmung schärft und immer hinterfragt, was der der Gegenüber meint. Gerade bei der Tilgung werden bewusst oder unbewusst Informationen weggelassen und wenn ich diese nicht genau hinterfrage, fange ich ja an, etwas hineinzuinterpretieren. Ich meine zu wissen, was mein gegenüber meint und ich fange an, meine Meinung überzustülpen, mein Meinungsbild, mein Weltbild das Gegenüber überzustülpen und meinen Stempel aufzudrücken.

Und damit das nicht passiert, das soll die Botschaft dieser Folge sein, hinterfrag all das, wo Information weggelassen wurden ist. Es können z. B. solchen Aussagen sein, um das mal auf dein Business zu übertragen. „Die Mitarbeiter wollen das so.“ Dann kann man das erst einmal so hinnehmen oder man nimmt das Metamodell der Tilgung und fängt an, dass zu hinterfragen. Da gibt es Gegenfragen, die man stellen kann, wie „Wer sagt das?“ Oder: „Welche Mitarbeiter sagen das?“ Vielleicht pauschalisiert dein Gegenüber einfach, dass zwei Mitarbeiter von 20 oder 30 das gesagt haben, und er meint, dass alle so sind. Oder man kann auch fragen, wenn die Mitarbeiter ein negatives Statement zu deinem Produkt/zu deiner Dienstleistung haben, dass man fragt: „Was wollen die denn dann?“ Oder frag: „Was wollen Sie denn?“ Und damit kannst du anfangen alles zu hinterheben. Wir werden gleich noch einmal das eine oder andere beschauen… oder dein Kunde sagt, das Risiko ist zu groß. Der Kunde könnte genauso gut sagen, es ist zu teuer.

Du willst die komplette Folge hören? Hier der Link zur Podcast – Folge:

https://podcasts.apple.com/de/podcast/der-nicht-verk%C3%A4ufer-mit-oliver-busch/id1273593558?i=1000402271077

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