Yes, sales and negotiations are tightly connected to psychology. Sales and negotiation processes acquire knowledge of the field of psychology. That means experts in this fields should be able to recognize emotions and use them in the negotiation/sales process in order to be successful at what they do.

One NLP technique that we’ll mention today is calibration.



Calibration is being able to notice the change. Experts in sales have an excellent sensory acuity for changes – they recognize different states and triggers for different kind of emotions. When an internal shift happens it’s very important that we can recognize what is that shift a consequence of. When people are telling you things that aren’t true their physiology instantly changes – their psychology doesn’t seem to match their words.

Calibration is just an observation of change.



Changes can occur I various situation and can manifest on many states such as breathing (change is the most relevant of them all, because breathing can be a great indicator for changes- people tend to breath slow when they’re relaxed and breath too fast or take deep breaths when they’re nervous and anxious about something). Changes in skin tone, changes in voice quality (observation of tone, words, speed, rhythm, and speed), posture, eye movements, gestures, energy etc.

You can calibrate your state and put yourself in a resourceful state, you can also recognize other people’s states and manage their emotions by calibrating them. When you can recognize a certain state you can influence their states and be more persuasive and be in a great position.