double bind

RAPID SALES TRAINING 101 – Why Double Binds Don’t Work As Well As You Think They Do And Why Closing Lines Just Don’t Work…

The option of giving someone a double yes statement comes from NLP. The proper term for it is called the double bind.  As an NLP trainer, I teach the importance of giving people the "illusion of choice". Here's 3 examples - Do you see yourself buying PRODUCT A or PRODUCT B? Do you see yourself being a Distributor/Affiliate or a Customer? Do you see yourself buying SERVICE A or SERVICE A + ADD-ON? People can answer one of the choices (which all lead to buying something or joining your business instead of responding NO.) Pretty cool stuff right? But the real reason why it works is because you are ASSUMING, they will buy. That's the key principle, and the foundation … [Read more...]