Anchors within neurolinguistic programming (NLP) "“felt memories"” are called. These can be both positive and negatively occupied and concern all perception channels.

Everyday anchors

Examples of our senses:

1. Visually: The picture of the own children releases a strong dear feeling.
2. Auditiv: Fear releases telephone bells.
3. Olfaktorisch: The smell of a certain perfume wakes the memory of a hated person.
4. Gustatorisch: The taste of a certain spice is connected with the feeling of one vacation.
5. Haptisch: Easy stroking of the Oberlippe wakes security feelings from the childhood, and/or kinesthetic: A cycle-conditioned reminds of the feeling to be drunk.

In the opinion the NLP carries unconsciously a multiplicity of such anchors with itself for each humans around. If the own reaction is incomprehensible in a situation, possibly such hidden anchors one released. (E.G. the situative context in an office woke the memory of a Schulstiuation, in which one failed.)

Anchors for therapeutic conditioning

The NLP is concerned among other things with how anchors can be set purposefully. This is called "“anchors"” (often also English Anchoring).

1. In addition one considers oneself first a situation, in which one would like to have a resources condition. That can e.g. be a business negotiation.
2. One considers oneself, on which kind one wants to set an anchor. Usually one will select an inconspicuous body place at the hand or at the lower arm, which is affected otherwise rarely.
3. One looks for some situations in the memory, in which one was in the resources condition. That can be a mounted summit, a successful letter, a prepared mad meal.
4. One considers oneself, which fits reminded situation best the goal situation, after activity, own contribution, erotism etc.
5. This situation is reminded through-lived now again in the general impression with at least the most important details - sensory impressions, feelings etc.
6. In the most impressive moment of the memory one sets the anchor, by affecting the body place.
7. The anchored moment can be called up as desired by contact, however it must be also occasionally refurbished.

The do-material use is disputed from view of critics; those the phenomenon underlying impact comes of to classical conditioning from the psychology. From view of the NLP conscious conditioning of a client with positively occupied anchors can be used to put to this on call Kraft of a special moment at the disposal.

Anchors in the sales talk

Contrary to the work with patients and/or client within a therapy or a life consultation anchoring is used also increasingly as conclusion amplifier in psychologically founded sales talks. Here, contrary to the basic form of conditioning with the help of a body anchor, a visual or acoustic anchor is used.

In addition first necessarily that the salesman recognizes, on which perception channel is the customer preferentially rezipiert, i.e. he observed its opposite during Small talc so exactly that it recognizes indications, which to it refer whether the customer e.g. rather from internal pictures (visually coined/shaped perception) or rather /haptisch/kin is coined/shaped (unloading gesturing, terms as "“must feel well - to have Sie"´s and/or physical characteristics like "“worker hands"”, or Statur"” as indication for benefit experiencing). This estimate cannot naturally only be limited to these few characteristics. The holistic view of humans and the actual estimate of a customer are called "“knowledge of human nature"” and are scientifically not not verifiable.

Since the advisor during the sales talk due to his estimate the advantages of the product and/or the service strengthened with the help of for the customer well in-usual language samples and ways of acting demonstrated (thus a craftsman equal at the beginning into the hand presses a sample, while tables and Leistungscharts are submitted to a visually rezipierenden Aristrokaten), selects the salesman during the discussion one or more visual or linguistic anchors, with which the customer shows a particularly positive Physiognomie. The salesman strengthens these feelings then, by arranging its perception repeated and showing even joy in it.

At the end of the sales talk, in the conclusion phase, the salesman reminds then purposefully of these positively occupied anchors. This can be a keyword, a utilizable value argument, an experience from the demonstration/presentation or an acoustic signal, which were conditioned positively during the sales talk. Since a sales conclusion is probable here, good salesmen for this reason presentations shrink from, with which they are to hold a lecture without with the decision-making body into dialogue to step. Here neither an influence of the customer is possible, nor the salesman can deal during the demonstration with the individual preferences of the decision makers.

So-called "“individualizing"” of an offer for the customer is, particularly with offers with various utilizable values, a crucial process within the psychology of selling.

See also

• Model-learn
• Neurolinguistic programming

Articles in category "Anchor (NLP)"

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