Neuro-Linguistic Programming NLP Presented by Mark Walton – Principal Consulting Strategies

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] 1 Oxford English Dictionary

Neuro-Linguistic Programming Neuro- All behavior stems from our neurological processes of sight, hearing, smell, taste, touch and feeling.

Neuro-Linguistic Programming Linguistic- Indicates that we use language to order our thoughts and behavior and to communicate with others

Neuro-Linguistic Programming Programming- Refers 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. [1]  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 ing 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,Fondly,  Very Sincerely,Kind regards,  Yours,Warm regards,  Very truly yours,Warmest regards,  Love,Best,  Love always,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! Neuro-Linguistic Programming NLP