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The Benefit Path is a simple psychological linking technique that is used to enable your subject to more intensely experience a need to continue along a specified path toward a target end that has been preselected by you. A powerful way to reinforce the subject's willingness to participate.
Many practitioners of NLP (Neuro-Linguistic Programming) learned to use this technique unconsciously, making its usage sporadic. By learning this technique consciously, you can practice and add substantially to your power to persuade.
To use the benefit path you must translate the benefits and features of the course of action, product or service you are recommending into "people" benefits. People benefits are feelings or things that people can use directly to acquire something they want or helps them avoid something they don't want.
1. If you buy this insurance you will have protection against fire and theft. This will allow you to sleep better. The sleep better part is the "people" benefit. The protection against fire and theft are the features of the insurance policy. The trick is to mention the "people" benefit out loud every time you mention a feature or a regular benefit of the product, idea or service. |
