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NLP Presented by Mark Walton – Principal Consulting Strategies [email protected] 847-541-2605 Neuro-Linguistic Programming Neuro-Linguistic Programming NLP Defining NLP………….. "a model of interpersonal communication chiefly concerned with the relationship between successful patterns of behavior and the subjective experiences (esp. patterns of thought) underlying them" and "a system of alternative therapy based on this which seeks to educate people in self-awareness and effective communication, and to change their patterns of mental and emotional behavior".[1] 1 Oxford English Dictionary Neuro-Linguistic Programming NeuroAll behavior stems from our neurological processes of sight, hearing, smell, taste, touch and feeling. Neuro-Linguistic Programming LinguisticIndicates that we use language to order our thoughts and behavior and to communicate with others Neuro-Linguistic Programming ProgrammingRefers to ways we can choose to organize our ideas and actions to produce results Neuro-Linguistic Programing Subliminal stimuli (pronounced , literally "below threshold"), contrary to supraliminal stimuli or "above threshold", are any sensory stimuli below an individual's absolute threshold for conscious perception. Visual stimuli may be quickly flashed before an individual may process them, or flashed and then masked, thereby interrupting the processing. Audio stimuli may be played below audible volumes, similarly masked by other stimuli, or recorded backwards in a process called backmasking. Introduced in 1895, the concept became controversial as "subliminal messages" in 1957 when marketing practitioners claimed its potential use in persuasion. The near-consensus among research psychologists is that subliminal messages do not produce a powerful, enduring effect on behavior;[1] and that laboratory research reveals little effect beyond a subtle, fleeting effect on thinking. Apart from their controversial use in marketing and media psychology, subliminal stimuli are employed in scientific research on perception without awareness, or unconscious perception. Source: Wikipedia 1 Pratkanis, A. R.; Greenwald, A. G. (1988). NLP Enhances Ability To….. Create rapport Understand body language Improve interpersonal skills Influence Practical Applications Improve management skills Sales and achievement performance Motivation Being effective in meetings, negotiations and selling Personal development Key Learning How we communicate deals with the structure of What we see What we hear What we feel Communication and Learning We all have an inherent way of communicating and learning Begins at birth Used throughout life NLP offers ways to refine your skills Used to create messaging (e.g. rapport) Communication Language Visual Auditory Kinesthetic (by feeling, touch, physical) Awareness/Acuity We may be inherently capable people, and all of us use NLP in some way or another. The difference is actually practicing. Communication You cannot not communicate Communication ₁ Impact in communication is: 55% by body language 38% by tone 7% by content This is why emailing can be so dangerous! Why phone presence is so important ₁(Mehrabian and Ferris – Inference of Attitudes form Nonverbal Communication) Non Verbal Communication Did you ever stop and think of how many signatures you could have and what they communicate? Examples: Sincerely, Very Sincerely, Yours, Very truly yours, Love, Love always, Fondly, Kind regards, Warm regards, Warmest regards, Best, Best always, NLP Skills Developing rapport (simply communicating without thought/structure isn’t enough) Communicate in the language of the other person Determining Communication Bias Listen Read Watch Eye Accessing Clues Visual – up Auditory – even Kinesthetic – down Constructed – right Remembered - left Rapport Mirroring and matching Body language is complementary Matching body language creates bridge Matching breathing patterns Voice matching Successful people create rapport and rapport creates trust Rapport Rapport is the context around the verbal message Gaining rapport is the ability to elicit responses Doing so allows one to begin changing behavior (leading) Rapport Leading Change your behavior so the other person will follow Pacing is adapting to situations What happens when you have an angry confrontation Match their level a bit below where they are Begin leading them to a calmer state Embedded Message Powerful tool for reinforcing a position Written Verbal Influencing tool Embedded Message - Sales Example embedding the message of experience Dear Ann: Thank you for considering Consulting Strategies to provide consultative services to your organization. As the most experienced firm in our profession you will feel confident that our consultants can bring enhancements to your travel program. I appreciate your confidence and willingness to test our services. The experience gained from our 12- year history with major corporations will create a situation that allows you to quickly grasp return on your investment. Sincerely, Mark L. Walton Dear Ann: Thank you for considering Consulting Strategies to provide consultative services to your organization. As the most experienced firm in our profession you will feel confident that our consultants can bring enhancements to your travel program. I appreciate your confidence and willingness to test our services. The experience gained from our 12- year history with major corporations will create a situation that allows you to quickly grasp a return on your investment. Sincerely, Mark L. Walton Dear Ann: Thank you for considering Consulting Strategies to provide consultative services to your organization. As the most experienced firm in our profession you will see that our consultants can bring enhancements to your travel program. I appreciate your confidence and willingness to test our services. The experience gained from our 12- year history with major corporations will create a situation that allows you to quickly see return on your investment. Sincerely, Mark L. Walton Dear Ann: Thank you for considering Consulting Strategies to provide consultative services to your organization. As the most experienced firm in our profession you will see that our consultants can bring enhancements to your travel program. I appreciate your confidence and willingness to test our services. The experience gained from our 12 - year history with major corporations will create a situation that allows you to quickly see a return on your investment. Sincerely, Mark L. Walton Dear Ann: Thank you for considering Consulting Strategies to provide consultative services to your organization. As the most experienced firm in our profession our clients say that our consultants brought enhancements to their travel program. I appreciate your confidence and willingness to test our services. The experience gained from our 12- year history with major corporations should tell you that you will quickly realize a return on your investment. Sincerely, Mark L. Walton Dear Ann: Thank you for considering Consulting Strategies to provide consultative services to your organization. As the most experienced firm in our profession our clients say that our consultants brought enhancements to their travel program. I appreciate your confidence and willingness to test our services. The experience gained from our 12 - year history with major corporations should tell you that you will quickly realize a return on your investment. Sincerely, Mark L. Walton Communication - Anchoring A stimulus which is linked to and triggers a physiological state Examples – aromatherapy use in hotels Book on NLP Introducing NLP Joseph O’Connor John Seymour THANK YOU! [email protected] Neuro-Linguistic Programming NLP