Covert elicitation

[gorgias]

Hello again. I've been looking into NLP (anchoring) and its various uses throughout a business relationship.
Starting it off and setting it right is a sticky area  for me. Any reccommendations for good and above all COVERT
ways to elicit a value hierarchy, i.e. finding out what matters to them  in a supplier, for instance?

On top of that, I would like to know how to elicit buying strategies. Covert methods may not really be an issue there, if i can do the first one.

[xirishmagicx]

 Alright, NLP (anchoring) is a great tool in any area of life. Cover methods of eliciting a value hierarchy........ I really don't know what specific context you're putting this in but I suggest checking out nlptimes.com Sign up for the platinum audio news club with Tom O'Connor and Michael Breen. THat's not an advertisement, it's a really great way to learn this material correctly. There's so much nonsense being spread about NLP and you need to get the core, true and not so known information. You have to understand what you're doing. If you listen for the right things, the value will pop out at you as they speak about other topics. It's really not difficult. People will tell you what needs to happen in a situation through body language, specific word choices and tonality. If you can give me a little more info I might be able to help just a lot better.

[Lazarus_Black]

Elicitation is really much simpler than most folks make it out to be.  In general, people will map out their thoughts in physical space around them, for instance.  They will literally look where an idea is located.  One easy example of this is with time lines.  If you ask someone what they did this morning, they will look in a certain spot, if you ask them to consider something in the immediate future, they look in a different place.  Events that are further into the past or future will usually be in the same direction, but moved slightly further along the line.  Just by noticing where they look, you can begin to get a look inside there head.  When you have the knack for it, you'll start to find the same thing is true in other areas of thought as well.  People will place an idea in space based on how they feel about something, for instance.  Most of the time, you'll find that things which they like or qualities that they value will have one area, while the negative counterpart will be in a different place.  As you talk, it's not unusual for a person to discuss things they like or dislike, and you can then find where those values are located.  Once you know where they put ideas, you can actually put ideas into those spots by gesturing as you speak.  I'll at times literally imagine picking up an idea and moving it from a negative category into a positive one, for example.  Using this type of method will teach you much about communications and the subtle aspects you are seeking to interpret, and while, at first, you may not get the specifics of the value in a literal sense, you'll automatically have the ability to place ideas into the subject's mental map, which works like firing an anchor for a specific response.  Basically, when you can tune in to these aspects you don't need to know the linguistic description of the value, because you can easily get them to respond to an idea in the way you are seeking.  This far simpler than most of the methods you'll encounter for elicitation, and completely covert when done properly,

Will

[xirishmagicx]

 I totally agree, elicitation isn't a procedure or technique. It's a natural thing we all do every second of every day. Most people do very much complicate it because they've learned "elicitation strategies" and they think it HAS to be done that way otherwise it won't work or something. It's nonsense. I mean when it comes to eliciting a state, it's a conversation. Sure, getting into all the complicated submodalites is fine and dandy but there are far more natural and reliable ways to do state elicitation. When it comes to state elicitation, I found it best to talk about something that is connected with the state. I dont know, just makes sense to me. I mean in a sales context when I worked at GNC (which is a vitamin store) I would always talk about that persons' goal. If you articulate about what their goals is, it elicits that state associated with it. Makes the selling process a lot smoother. Plus, all you gotta do is anchor that state to the product and bingo. Again, I personally think that getting involved in submodality timelines (which aren't accurate all the time) is a complicated and risky way to go. That's just me. I personally think if you're talking with someone, they'll tell you exactly what needs to happen. It may not even be necessary to know what exactly their values are as well. There are so many avenues one can take on this ....