In sales motivating and influencing people is vital. Yet, misunderstanding how other people think creates confusion and missed opportunities. This workshop will teach you about Internal Representation Systems and techniques to use them. This will give you better insight into people’s thinking.

The workshop will use a range of practical examples, demonstrations, and exercises.

In this workshop you will learn:

• The four IR systems and the language patterns associated with them.
• Behavioral indicators of IR systems. Your preferred IR system and how it impacts how you interact with others
• How to elicit and test for a person’s preferred IR system using questions in normal conversation
• How to use the knowledge of a person’s IR system to motivate and influence them.