Logical levels? What is that, you might ask? It is a model created by Robert Dilts, a pioneer in the field of neuro-linguistic programming (NLP) after studying Gregory Bateson (1904-1980). Some believe that Bateson will before long (presumably in the 21st century) come to be recognised posthumously as “another Einstein of the 20th century” or even as beyond him. Bateson part Anthropologist, Social Scientist, Cyberneticist, was one of the most important social scientists of this century.
With this background in mind, Dilts created a learning model called Neorological Levels. My persupposition in this article is that, in the consultive sale you uncover the need. This is the first level in the nuerological levels. If the person you are selling to doesnt live in the envorionment where your product of service is needed, you will not get any further.
Once you have uncovered the need for your service. Your customer will start to evaluate your behavior. This is where the skills of rapport come in. Your prospect will evaluate how consistant are you with your method of delivery. This can be real or synthetic as NLP teaches. You can match body posture, tone and...
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