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Strategy utilisation

Once you've elicited a person's strategies you can utilise those same strategies to enhance your communication with that person.

Utilising the other person's strategy as a framework provides a means for you to construct your communications in ways which are most congruent with that person's natural thought processes, which in turn leads to communication which is more effective and efficient for both parties.

The things that you say and the way that you say them literally fits the way the other person thinks.

To clarify lets look how we might utilise a typical decision making strategy in a sales context. For our purposes here we'll assign this strategy to a person called John.

Let's break John's decision making strategy down and examine it step-by-step.

  1. John sees something thay he may wish to buy. This is the external trigger for and very first step of his strategy This step is a Visual external, which is written in notation form as:-

  1. In the second step, while John is looking at the item in question he compares the features of the item in question to his selection criteria i.e. does the thing he's looking at have all the features he wants? He does this verbally and internally i.e. he talks to himself without vocalising the words, which is Auditory digital internal. Add these first two steps together and we get:-

  1. In the next step John reaches a point in the strategy known as a decision point. As a result of comparing the features of the item he's looking at with his internal list of selection criteria, John get's a feeling about this particular item (Kinesthetic internal). If the feeling is positive John exits the strategy by making the decision to purchase the item. If his feeling is negative then he exits the strategy by deciding not to buy this item. This can be represented as:-

What happens though if John decides not to buy this item, and there are more items available that he can choose from?

This question brings us back to the complete strategy:-

If John's feelings are neither positive nor negative but rest somewhere in the middle his strategy loops back to the start - he starts looking at the next available item - and the strategy repeats until he either decides to buy an item or runs out of items to choose from.

As a keen sales person with knowledge of John's decision making strategy, we could increase the effectiveness and appeal of our communication with him by saying something like:-

I see that you're looking for a new X. Let me show you some X's and, once we've run through the features of each one I'm sure we'll find the one that you're going to absolutely love.

Tailoring our communication to be maximally congruent with a person's strategies can enhance the effectiveness of that communication and increase the appeal that it has for the person we communicate with.

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