NLP (Neuro Linguistic programming) is a concept that was introduced into Hypnotherapy as recently as 2004 by it’s authors Richard Bandler and John Grinder. It exemplifies the greatest discovery of the 20th Century which is that ‘Change of the self is possible’.

NLP – What can it do for you?

It will enable you to change your life because it will give you choices about the kind of life you want to lead in the future.

Our current life and the way we live it is the result of our past experiences and how we have adapted to them. Those experiences, both good and bad have created the person who we think we are today.

Events or the things we were taught in our earlier lives have conditioned us to hold a set of beliefs about who we are and what we can or can’t do, which controls the way we react to similar events or situations today.

For example, suppose we were frightened by a barking dog as a child,we may still experience the same degree of fear when we see or hear a dog bark today.

We may still hold fear of authority figures which was inbuilt in us as a child as a way of respecting our elders, policemen or stern teachers which may be entirely inappropriate as a response to the way we should deal with similar authority figures as an adult.

NLP works on the premise that the programs that we have adopted can be changed or reprogrammed to provide us with better ways to experience our everyday lives.

In other words we can change our lives for the better!

The journey starts with taking stock of what it is that you want to change about your life. This requires you to stop and think about the events or things in your life that upset you emotionally or that are limiting the life you would like to lead.

Make a list of the events, people or emotions that create negative feelings within you. Think of each one using all your five senses so that you realise how much the are limiting your life. Doing this will intensify your desire and motivation to change them. Think of the effect on your future life if you could change each negative feeling into a positive.

Visualise how your life will be without these negatives, create a mental video of these new situations and feel the difference with all the emotion you can muster, which will further strengthen your resolve to make changes.

The first change needed is in your mind. The view you hold of the world and current events is the result of your preconditioned attitude towards the world and everything in it. Change your attitude and your world will change with it.

To change your attitude towards an event, person or job, you need to realise that there are other ways you could react to each event, person or job.

You can’t change the world but you can change the way you react to each situation and that is the magic of NLP.

Realising what you don’t want clears the way towards what you do want in life and enables you to discover your life goals.

Don has over 35 years experience in sales and sales-management in the advertising and Insurance industries. He is a highly successful and motivated entrepreneur involved in coaching salespeople through articles, talks and sales training seminars. His new book “The Master Skills in Selling has just been published on Amazon for $47.95 but if you are really interested in how to make Bigger Sales more frequently and with Far Less Effort, you can get a Free Download of the whole book by going to the link below.
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The foundations of the modern Personal Development industry were quarried out of a new world view and away from traditional Freudian analysis.

Through the codifying of behavior to identify what works, why it works, and how it works, a new path was forged with the objective of facilitating change, not by virtue of hours of talk and endless questioning, but instantaneous change born out of simple techniques.

This new direction was manifested in the NLP movement of the late ’70′s. Change is rarely universally popular, particularly if it confronts the very fabric of a lucrative, if somewhat arcane industry. That industry was traditional psychology.

The first superstar of this movement was uber-celebrity, Coach to the stars, Author, and Seminar leader extraordinaire, Anthony Robbins. Love him or hate him, his impact is powerful and ubiquitous, and he will go down as one of the great salesmen of his generation.

This Review however is not about Mr Robbins, but the rather less known, though hugely respected in his field, Richard Bandler. Bandler co-founded Neuro Linguistic Programming (NLP) with John Grinder and coached the likes of Robbins who then packaged, rebranded and sold it to the world.

GET THE LIFE YOU WANT will be looked on as the bible of NLP. Bandler is an innovator, a doer, a worker bee and queen bee at the same time. He is not however an entertainer. This book strips the mysticism, magic and psycho babble from this oft derided “behavioral technology”. Ironically one of his earlier masterpieces was titled the THE STRUCTURE OF MAGIC

There is no strong premise to the book. Rather Bandler ascribes to the Keep It Simple lesson. His assertions are all backed up by practical examples of his methodology and results. The key message is that desired change; change of attitude, elimination of Phobias, eliminating emotional baggage, changing beliefs and overcoming any number of obstacles, does not need to be a gradual process. Change can and should be quick.

He contends that all beliefs, fears, addictions, worries and self doubt are learned, and therefore can be unlearned. The key is to mirror and model the thought processes, breathing patterns, posture, and physiology of those that are better adapted.

Phobias are a mentally created fear and mostly can be eliminated by “noticing” the thought processes that precede the utter fear. The question is asked “how do you get in to that state?” ‘what do you think about and focus on to create the fear?” “what is the voice in your head saying preceding this fear?” Now let’s look at how non-phobics react in the same situations. Notice what’s different and mirror it.

This is a book about the techniques that produce results. Good and bad. Even the cynically minded will feel somewhat seduced by the actual stories of profound success, and the speed of change.

A more diluted presentation of the world of NLP than Anthony Robbins’ best seller “UNLIMITED POWER”. From the Granddaddy of NLP, this is a remarkably clear introduction, and unadulterated with academic references, as one might have expected from a lifetime scientist. As they say if you only ever read one book on the topic, this is probably it. Big title, little hype.

kiaran finn of http://www.adversity2success/ [http://www.adversity2success.com/] for more stories, reviews, inspiration and motivation, please visit my website/blog

The NLP language model has been deprived from such people as Gregory Bateson, Alfred Korzybski, E.T Hall, and George Miller – many sources. To conceptualize the model we can say such things as the map is not the territory or the menu is not the meal. We can never describe things fully to completely understand the experience. Some of the main concepts of the model include:

The world at large – “the only reality we have is inter-subjective reality; that is, each person’s view of the world at large is observe dependent and as such true for him/her” (Kostere and Malatesta,1990). In short, it’s impossible to have full truth in perception. Each reality of the world is different from every person, and different through their differing perceptions. The NLP model attempts to recognise the fact that it is possible for individuals perceive the same reality in a variety of differing methods which give people the ability to change their waves or thoughts about experience.

Sensory Experience – Our internal systems translate sensory information (sound, vision, touch, smell, taste) according to our learnt and inherent patterns. This fact has two major implications.

- The automatic internal patterns that we have imbedded in our brains determines to a large extent what is most significant and ‘thus worthy of transformation’ into the sensory experience.

- The distinctions we make worthy of ‘experiencing’ are determined largely not by our environment but are simply the end product of subconscious processing.

Experience of experience – We have internal representational systems that determines largely how experiences in the outer world are stored internally. These experiences are essentially the building blocks of experience. It should be noted that experiences at this level are subject to the constraints of conscious awareness. Information gets filtered out by the subconscious through these representational systems but does get stored there. Conscious awareness according to George Miller is only able to be aware of 7+_2 chunks of information per second. The other important consideration that we must make from this is the fact that behaviour isn’t determined largely by consciousness but by the subconscious.

Language – Language or the symbolic sounds that are can be representations of experience cannot perfectly describe the or a reality. From this we can see that slippages can occur since experience can never be portrayed accurately. From this we must understand that language is a rule governed language and therefore incomplete. That the real meaning from a statement of language can be accessed by not easily discernable in some cases. Although language is of deep benefit (obviously), it can cause miscommunication through slippage points whereby language doesn’t accurately portray the experience.

Many of our NLP practitioners confessed that one of the reasons why they join our NLP certification program is because they wanted to learn useful NLP techniques that can help them in overcoming procrastination.

Probably like them, you have been a victim of this negative state and disease for quite some time already. You do recognize the consequences of you not able to overcome this undesirable behavior of procrastinating in life and hopes to do something about it.

Now the question is, “Of the many NLP techniques, is there one such technique that can really help you in overcoming procrastination?”

Of course there is. In fact, there is one technique which many of our practitioners enjoy successes with.

As from today you will know a powerful technique that not only helps you in overcoming procrastination, but takes it one step further. To turn your procrastination into power!

Previously, we have talked about anchoring and the process of executing it. Now we are going to build on top of that knowledge and learn something more, known as NLP chaining anchors.

As a matter of fact, chaining anchors is one NLP technique which has been widely used by many practitioners in overcoming procrastination.

However, before we delve into using NLP chaining anchors, let’s first understand why people even procrastinate in the first place?

There can be many reasons why people procrastinate. However, the number one reason is often due to lack of motivation to achieve something in their lives.

When the pleasure to achieve a goal in life is not strong enough, we tend to rest on our laurels. We tend to put off doing the things that are necessary for us to realize our desired outcome.

Thus, what we really need when we start to procrastinate is to move ourselves to the state of motivation.

Since the state of motivation is usually far, it often requires practitioners to develop a bridge or chain of anchors to “move” them from their present state to their desired state.

And that’s how this particular technique gotten it famous name, NLP chaining anchors!

Chaining anchors are especially useful when you sense that it requires tremendous amount of effort to push yourself out of the “stuck” state (procrastination, uncertainty, confusion etc) to feeling motivated, to start…

Overcoming Procrastination Using NLP Chaining Anchors

1. Begin the process by discerning the intermediate states that you believe will help take you from the state of procrastination to the state of motivation. An important consideration to take note of will be the intensity of these states (Are they strong enough to move through the chain?).

2. Anchor on the state of procrastination. Recall a past experience where you have been procrastinating in life. How does it feel like to procrastinate? What do you usually do when you are procrastinating? Repeat the step with a few more past experiences. Break state.

3. Develop an anchor for each of the intermediate states. It’s essential to perform a break state before anchoring on each subsequent state.

4. Anchor on the final state or desirable state of motivation. How does it feel like to be motivated in life? This positive anchor should be as powerful as possible.

5. Move through the chain of anchors by firing each anchor in sequence and releasing it when the state is about to decline. Repeat this step several times to ensure the chaining anchor becomes conditioned. The anchor has to be able to move through the chain naturally. Break state.

6. Do a test and future pace.

7. You should now be able to overcome procrastination and achieve a state of motivation simply by firing off the anchor.

Similar to the usual anchoring, to enjoy success in this NLP technique, it is prudent that you continue build up the intensities of your chaining anchors.

When you realize that the chaining anchors don’t change your undesirable state, it is a sign that you should keep repeating the process or change the intermediate states.

From our practitioners’ experience, failure in chaining anchors is often due to the following two reasons:

1. Unconditioned chaining anchors

2. Insufficient or wrong intermediate states

Selecting and conditioning your chaining anchors is the utmost importance to the success of using chaining anchors in overcoming procrastination.

Waste no time in putting this NLP technique to practice and share your successes here. You too can enjoy the same, if not, more successes as our NLP practitioners.

While simple, NLP anchoring is one of the most used and favored NLP techniques among our certified NLP practitioners.

Hope to learn more advanced NLP techniques? Check out our high quality, top notch free NLP resources where you will receive numerous NLP techniques, tricks and advices. Learn NLP and start applying them to enjoy great successes in your life.

Or if you are more interested to become a certified NLP practitioner, why not check out our Singapore Neuro-Linguistic Programming Certification Course, where you will learn more in-depth NLP techniques and how to make permanent changes in your life.

Have we already mentioned that you will also become a world-recognized NLP practitioner after you’ve successfully completed from our course?

Sales negotiations work in two ways. In the external real world, and in the customer’s internal world where they make pictures, listen to self talk, and create feelings and emotions. Most sales people know how to negotiate in the real world, but how many can use powerful NLP sales negotiation techniques to negotiate in the internal world of the buyer’s mind.

Negotiation techniques are used when there is a discussion between two or more people with separate objectives for a common situation. This happens all the time as you try and close a sale. Imagine what an advantage you would have if you focused on what the buyer’s real objectives are, and how they arrived at them.

Internal and external negotiation techniques

There are two negotiations going on at the same time. One is in the real world. The other is in the internal world of the buyer’s mind.

Your objective is for you and the customer to see the sale from the same viewpoint. For example the customer won’t agree to the price you are asking. If you drop your price you have moved to where they are in the external world. This is using external negotiating techniques, and it’s cost you money.

In the same situation you might stick to your sales price but build the value of your product by changing the internal viewpoint the customer has on the value of the product. What the benefits of the product are worth to them. Nothing has happened in the external world. It’s the same product at the same price. This is sales negotiation techniques used in the internal world, and it hasn’t cost you a penny. External negotiation moves usually cost you money or time. Internal negotiating skills help you avoid giving discounts and making concessions. So which do you want to use?

Sales negotiation starting points

The buyer enters the negotiation stage of the sale with a viewpoint, and a set of beliefs and ideas. To negotiate in their world you want to find out where and how this starting point was formed. This will lead to you understanding their motivators and drivers. You will be able to relate to the reference points they are using to form their starting position on their map of reality.

For example, when a buyer says the price is expensive, you should first ask how they arrived at that belief. Are they comparing your price to a competitor’s offer? They may not see the value they will get from the benefits you have presented. The buyer could be comparing your price against a price they presumed they would be paying. What evidence have they used to create that belief? This is one simple viewpoint that the buyer has. It has been formed by taking in information. That information could be correct or false. They could have distorted it, made generalizations, or misunderstood parts of it.

During the sales process enter their map of the world. Question their beliefs. Find out what they think they know about the product, your competitors, the cost, the value, the market. Are they basing their ideas of what the cost should be on a purchase they made five years ago? As early as the introduction and questioning stage of the sales process you can start to change their viewpoint, and stop sales objections coming up in the negotiation stage.

Now you can start negotiating

You understand the starting point and what’s going on in the internal world of your customer. Now you can use internal sales negotiation techniques to move the buyer closer to agreeing a sale with you. This is where many sales people make the most common mistake when negotiating. They focus on the differences between their position and the buyer’s. This just highlights the obstacles and does nothing to build a relationship on which agreements can be formed.

If you want to know how to negotiate to get the best possible outcome, start by confirming with the customer on what you agree on. What do the two starting points have in common? This is solid ground to build upon. Then move to the areas of the negotiation where you are close to an agreement. Question the buyer’s position and how they formed it internally. When you know how a belief was formed you can change it.

For example, the buyer wants the product delivering this month and you can’t get it to them for 2 months. Question why they want it this month. What is their motivator for wanting the delivery this month? What beliefs do they hold that make this a need on their map of the world? Now take the motivators and the beliefs, and the other information you have, and use it to negotiate on their map of reality. Find alternative ways to fit with their beliefs, or change them. Look at how you can satisfy their motivators and still get what you want from the negotiation. Is their a way to pacify the needs the buyer believes they have? Can you change their reasons behind their needs so they fit closer to what you can provide? If the buyer wants an early delivery date because they have been let down in the past, then you can change their belief about your promise rather than a physical concession in the real world.

Overcoming the major differences

When you have moved positions on the points you and the buyer were close to agreeing, but had some differences, you can work on negotiating the points you are farthest away from agreeing.

Look at what you’ve achieved up to this point with your negotiation techniques. You’ve confirmed what you had in common at the start of the negotiations. Using negotiating skills you have moved the buyer’s position on some points. This has built a solid relationship that will help you with the next stages of the negotiation. You have also created a pathway for agreement. A process that has worked towards closing the deal, and will continue to work. When you summarise how much you and the buyer have come together it will make the remaining points to be discussed look small in comparison. You have achieved so much that neither you nor the buyer wants to lose what you have.

Use the same process of finding where the buyer’s beliefs have come from. How they were formed, what evidence they are based on, and what the buyer really needs from them. Change the beliefs that you can, and find alternative ways to achieve the same objective for the buyer with the others. When you have used all the internal negotiation techniques you may still be left with differences that prevent the sale going ahead. This is when you start negotiating in the real world. You achieve your objectives by giving to the buyer, but always getting something in return. Each discount or concession you make should result in a step closer to closing the deal.

The sales negotiation process

You begin by understanding the buyer’s starting position and how it was formed. You question their beliefs and their viewpoints. You understand their motivators, what they want from the negotiation.

The next stage is to confirm the common ground. Agree what you agree on. This forms the foundation of the negotiation relationship, and gives you both something that is worth building upon.

Now work on the negotiation points where your differences are smallest. This creates an agreement habit. It helps form a process that will be useful when you face the points of major difference. The more you agree upon, the more your customer will not want to waste what they have achieved so far.

All that remains are the points on which you have the most distance apart. But by now you have agreed so much that these points will look small on the buyer’s internal map of the discussions. This is where you can start using negotiation techniques in the real external world. If you had made the common mistake of starting with these major challenges you would be facing a huge obstacle.

Stephen Craine is a working sales manager and trainer for a major UK company. He uses his experience of sales, motivation training, NLP, and personal development coaching, to achieve results for himself through the achievements of others in a sales environment.

All the sales training presented here, and on the website, has been tested and proved by working sales people in real sales situations. There are no acronyms, buzz words, or complicated techniques to market training courses. The focus is on practical sales training that achieves results.

Stephen has recently teamed up with a successful clicnical hypnotherapist in Manchester uk to offer sales and career coaching to private clients and small businesses. Combining the power of hypnosis to make personal changes and overcome obstacles, with the practical experience of a professional sales coach, offers a unique training resource.

The aim is to help anyone looking to increase sales results, develop their career, or prepare for job interviews. The coachng program can also be tailored for small businesses to give them access to resources usually only avialable to large organisations.

For more free sales training and sales skills information, and to see what else might be of interest to you or your company, visit the website at http://www.sales-training-sales-tips.com

Just like Beyonce anyone could access a motivation state of mind…like an alter ego, when your state is that intense you can cope with what superman can cope with (especially if your normal state is Clark)!

A state can be that powerful. The Dynamic-Role Model is a cognitive strategy I discovered while looking at exceptional achievers in life where humans engineer ourselves to become the highest or best we can be. There is a chance for a new beginning when we stop ‘knowing” ourselves too well. NLP’s evolving and increasing in congruence so I’ll explain how I’m using NLP on itself to doubt our average life.

Map is not the Territory

Try continually telling yourself your map is not your “territory” and you’ll likely come undone or end up with some contagious new mental disorder yet to be ADD-ed in the (psychology diagnostic manual 4) DSM IV. We tend to be very believing of our “reality” maps, if we understand Milton Erickson’s intent and what he was trying to achieve with the statement  ‘map is not the territory,’ my guess would be that it was a useful disconnection with problem thinking. Map: these words you are now reading are ‘black’, these words are not “black” well not really, black is just the name of the experience of the light contrast. The naming is a useful deception we speakers of English lend to each other as if we all know what each other is thinking.

Sapir Whorf Hypothesis

“Human beings do not live in the objective world alone, nor alone in the world of social activity as ordinarily understood, but are very much at the mercy of the particular language which has become the medium of expression for their society. It is quite an illusion to imagine that one adjusts to reality essentially without the use of language and that language is merely an incidental means of solving specific problems of communication and reflection. The fact of the matter is that the ‘real world’ is to a large extent unconsciously built up on the language habits of the group.”

Identifying

In General Semantics Korzybski says “be careful of those small words of identity” ‘is’ and ‘are’ and ‘am’. Nothing could be further from the truth than the idea ‘that we are an accountant, dad, teacher or even inspiration.’ Up until now NLP has sided with the idea that it is dangerous to identify with some of our ideas like “I am depressed”, “I’m an anxious person”, “I have low esteem” etc Meaning making is so much apart of our entire neurological make up and experience we simply, without questioning much, all continue linking our meanings/maps to these stimuli-experiences which tends to equal “our realities”.  We couldn’t really believe anything that has not come in through our 5 senses anyway right?

True: map is not the territory (music is not the score menu is not the meal) but we tend to make is so, this outside-in approach is only a dirty mechanism on the real truth. It is not that we tend to life and living from the outside world in but that we tend to create more from within (a world) for the outer.

“What lies behind us and what lies before us are small matters compared to what lies within us.” Ralph Waldo Emerson

Modeling Success

As I began modeling excellence, my approach is in opposition to the NLP belief “map is not the territory”. What if we forgot to distinguish between map and territory but in a useful way. Map is not the territory seemed exempted, when people are accelerating thier success. Each of them identified with (glued up their map to a quite significant territory). NLP is built around what works. So identifying with something that really helps you get the job done might be worth considering take a look at some who don’t mind their alter ego…

Sasha Fierce is the alter ego name of a very successful singer Beyonce. But she is not the only person identifying with another (imaginary or real) person to help her ‘get the job done’ in those shy moments.

Sean Combs – p. diddy etc

Charlie Sheen – Carlos Irwin Estevez

Donald Trump – the General

Tupac Shakur – Machiavelli (after Nicolo Machiavelli)

Brian Hugh Warner – Marilyn Manson

Anthony Robbins – the Giant

Charles Bronson – Charles Buchinski

George Herman – Babe Ruth and the list goes on….

So the previous NLP training said to you don’t identify with things – now we say map IS the territory, you are the ‘one’, you are giant, I am the lawn mower, or I am the music, I am the xyz….it is time to celebrate the alter ego and amplify it.

Results

Introducing the new alter ego human engineering technique the ‘Dynamic Role Modeling’. Some found great power, successfully disconnecting with an average past while increasing control of their talents. Dynamic roles like the following:

· The Navigator

· The Inner coach

· The Shepherd of my thinking

· The Controller of my thoughts etc

Summary

So there we have it, sometimes we succeed faster than we can cope. While we maintain a ‘folksy plain ole me pizza and movies’ inside ourselves, organically or by choice we can find something powerful, (imaginary or not) to bolster ourselves and identify with something so successful that when we need to go onto the stage of life we shine – make the best map your territory can handle!

By Darryl Howrie NLP Master Trainer, Author & Coach
Email: darryl@nlptc.com
Web: http://www.nlptc.com

Author: For over 10 years Darryl has presented, trained and coached communication skills. He is a NLP Master trainer in Perth, Australia and the Managing Director of NLP Training & Coaching. He has appeared on national TV and radio and is a sought after trainer for persuasion and influence strategies.

There is a lot of articles on the internet about what NLP is, how great it is for improving just about everything and why we should all learn something about the subject. Whilst I agree with all of this I think that there is a need to sometimes explain what makes NLP so great. This article sets out some of the reasons why every sales professional would do well in attending a NLP practitioner course.

Selling with NLP

Any good NLP Practitioner course would be great for a sales professional either front line selling or a sales manager. In NLP there are techniques that are applicable in face to face or telephone sales situations and can be applied to product or service sales.

I can confidently say that any sales person attending an appropriate NLP practitioner course will increase their performance by at least 20% and probably much more. For most sales professionals this is a significant number, but imagine the scale you can get the sales manager or a sales trainer who can then deliver this to the rest of the team.

There are two reasons I can say this is a typical result for sales people attending practitioner courses. The first and most obvious is direct observation of sales people graduating courses. Over the last 12 years I have attended, assisted and delivered hundreds of practitioner course and my general experience of sales people is that 20% is a conservative estimate of what can be achieved.

A friend and colleague of mine changed his web copy as a direct result of attending a NLP practitioner training course and instantly increase conversions by 400%

The other reason is having worked in highly sale driven environments as a training consultant I know something of their needs. On the right practitioner courses a lot of those needs are answered.

How NLP meets the Needs of Sales People

There are unique sales challenges for specific products and services but sales issues can be simplified to key areas that include:

o Staying focused and motivated. Every sales professional knows the value of staying motivated, energetic and positive when dealing with prospects, but perhaps after a string of rejections this is not the easiest thing to do.

o Building rapport. Most sales trainings will start with the idea that the customer buys the sales person before they buy the product or service. You probably instinctively know the truth of this as most people have had the experience of not buying something you actually wanted because you were put off by the sales person.

o Finding the prospects deep needs. Every purchasing decision we make is based on our values even for the smallest, most inconsequential things. A personal example would be the way I always by Heinz beans. If you fed me beans from a variety of different manufacturers I would unlikely to be able to tell the difference but I buy Heinz beans and wouldn’t normally consider changing. This is just based on values, experiences and beliefs that I hold and if I wasn’t writing about it now would probably been completely unaware of this for the rest of my life.

o Objection handling. There are physiological reasons why prospects will raise objections that are independent of their need for the product. A good sales professional needs to be able to understand what is creating the objection and then handle it.

o Closing the sale. This is a difficult area for many sales people because this can be a crunch point for another rejection. Some sales people will put off closing because of their fear of rejection and the problem here is that unless the prospect is highly motivated towards the product they may not buy simply because no one has asked them to.

There are obviously many other areas and personal development needs for any individual working in sales, but if I take this as a general list of common areas, a NLP practitioner course addresses all of this and a lot more.

A good practitioner course will specifically give a sales person these tools:

o Emotional management techniques to stay focused, motivated and on target despite anything else going on around you.

o Techniques to build rapport face to face and on the telephone that work at a deep and unconscious level as well as conversation management techniques that allow you to capture and lead a prospects imagination to the point where they are living happily with the product.

o Questioning techniques that will quickly give you a deep understanding of your prospect and their needs in relation to your product or service.

o Hypnotic language patterns that you can use to overcome objections before they are even framed in the mind of your prospect as well as specific patterns to deal with objections if they should come up.

o Processes that can be integrated into any sale area that automatically close the deal as well as techniques to get rid of the fears that might have dictated your decisions in the past.

On top of this there are tools, techniques and processes that would be useful to any one working in business, for example:

o Reading at least twice as fast and retaining more than you were originally.

o Modelling best practise and installing that in yourself as a habit or training others.

o A deeper understanding of your personally motivations as well as that of others.

It is for these reasons that I am confident that any sales person attending a course should easily be able to increase their performance by at least 20% and probably much more.

Another friend and colleague straight from his practitioner course trained a team of sales agents selling mobile phones in a high pressure, cold calling sale environment and doubled their sales within a month, complete outstripping their original sales targets.

I hope this article has explained a little more about NLP for the uninitiated and perhaps given you some good reasons why it is a useful body of knowledge for, at least, the area of sales.

Rintu Basu is the only NLP and Hypnotic Persuasion Trainer in the UK. Having worked with businesses, the police service and the financial sector. His latest venture is developing NLP in Scotland through good quality public NLP training courses. Find out more about NLP Sales technique on the website.

What is neuro-linguistic programming, and how can it help you reorder your life’s priorities around a fresh new perspective of the world? Simply put, neuro-linguistic programming is a form of psychotherapy and organizational change based on the belief in a connection between neurological processes (‘neuro’), language (‘linguistic’) and behavioral patterns that have been learned through experience (‘programming’) and that can be organized to achieve specific life goals.

NLP can be used to treat all of the basic psychological diagnoses, such as phobias, habitual disorders, learning disabilities, clinical depression and other psychosomatic disorders. The foundation of neuro-linguistic programming contains multiple presuppositions that form several categorical orders from which psychological treatment. Here are 10 such presuppositions:

#1 – SYMBOLS AND SEMIOTICS: A map is not the territory it depicts; words are not the objects they describe; symbols are not the things they represent. This is the fundamental presupposition of NLP.

#2 – SELF-ASSESSMENT and SELF-CONTROL: This presupposition hinges on the idea that while we cannot control the world, we can and need to control our reactions to it. The clearest way to make change in our lives is to recognize how we interact with the world.

#3 – CHANGE BREEDS CHANGE: The idea here is that small personal changes can lead to larger, more important changes to the circumstances that controls your life.

#4 – THE MIKE IS ALWAYS ON: This presupposition says that even when you are saying nothing and sitting still, you are still communicating with the world.

#5 – YOU ONLY GET THE COMMUNICATION YOU GIVE AWAY: This NLP presupposition states that other people will always take away some form of meaning from what you tell them, whether they get the meaning right or wrong depends on your own abilities.

#6 – YOU ARE PROVIDED WITH EVERYTHING YOU NEED: All of the resources you require are provided to you, and you do not require anyone else to help you fulfill your own needs. The responsibility rests with you alone.

#7 – EVERY ACT IS A JUST, POSITIVE ACT: The neuro-linguistic programming presupposition here is that no matter what a particular behavior leads to, its base motivation is inherently positive.

#8 – EVERY ACTION HAS A PROPER CONTEXT: Along the lines of the previous presupposition, the idea here is that every behavior has at its root a just and proper context that should not be maligned.

#9 – MIND AND BODY ARE ENTWINED: This presupposition rests on the notion that your mental and physical states are indivisible, and whatever influences one must affect the other.

#10 – IF A PERSON HAS ACCOMPLISHED SOMETHING, ANYONE CAN: This NLP presupposition states that anything can be learned, and that if one person achieves something, it is possible for anyone else in the world to replicate this success.

Study these 10 NLP presuppositions and discover more to unlock the power of this communication technology.

Read the full article for 12 NLP presuppositions right now. Learn more about NLP and better communication by visiting towerofpower.com.au/free/

I get this question all the time. You might even have wondered about that yourself sometime back. I scoured the internet quickly to see what “experts” had to say on the topic. Didn’t really find anything all that enlightening so I decided to write up an answer for you here.

First, let’s talk about Neuro Linguistic Programming (NLP).

As I’ve written about extensively in other articles, the field of NLP centers on the modeling of outstanding performers, those people who produce astonishing results in a variety of fields. In NLP, we want to figure out how Ronaldinho dribbles, how Kobe Bryant decides to pass the ball, how Barack Obama mesmerizes the public in his speeches, or how a Cirque du Soleil artist performs a brilliant feat.

While many beginning students and outsiders mistake Neuro Linguistic Programming (NLP) as a therapeutic modality, it goes way beyond that. The reason for this confusion is that the co-founders of the field initially modeled outstanding therapists, notably Fritz Perls, Milton Erickson and Virginia Satir.

To be able to accurately describe these models, John Grinder and Richard Bandler developed an epistemology, or a formal “code”, for how human beings process sensory information they gather from the world around them. This code flows all the way from how we pick up sensory cues to how we use language to manipulate our perceptions and communicate them to others. This code is Neuro Linguistic Programming, or NLP.

So modeling is the end game and NLP is the tool that makes it happen. It’s a language, a code, a formal way of describing and coding human phenomena that you’re modeling. In the same way that mathematicians express themselves in equations, symbols, algorithms and so forth, trained modelers of human behavior express themselves in representational systems, accessing cues, strategies, four-tuples, states and TOTEs.

You can then take these models – these instruction sets or codes – and apply them in a variety of fields (psychotherapy being only one of them). You can leverage coded models in business communication, leadership, sales, team building, sports training, and so forth and so on.

NLP is a code. Nothing more.

This is why the idea that “NLP will solve all your problems” is bogus. It would be the same as saying that C++ will eliminate all viruses from your computer. You can use NLP to create problems in the same way that you can use C++ to create viruses.

Now, let’s move on to hypnosis.

Think of hypnosis as a word that labels an altered state (both mental and physiological). People commonly associate hypnosis with the notion of “sleep”, which has a lot to do with the fact that Hypnos is the God of Sleep in Greek mythology. The truth is, the hypnotic state is rather a state of heightened awareness and suggestibility than a “sleeping” state.

Someone experiencing hypnosis has shifted his or her attention and awareness from common patterns to new or inhabitual patterns, which may be more focused or peripheral, depending on the person’s habitual state.

What characterizes hypnosis is the shift from usual patterns of awareness.

We achieve hypnosis through induction. We can induce the hypnotic state through verbal commands or suggestions, or through non-verbal, sensory input, that leads us or our subject into the altered state. Induction is a SKILL that you can learn and master. There are several different types of induction and each can be leveraged in different contexts to produce a desired result.

So, in this case, hypnosis is a state and induction is the process to get there.

Let’s get back to the difference between NLP and hypnosis.

Hypnosis is an altered state you attain through induction. Induction is a process that can be performed using a variety of methods, which can be learned like any other skill. The most effective way to master the skill is to model a master of induction. You can then document your model using NLP, the code or language developed specifically to document the fruits of a modeling project. Does it make more sense now?

Want to learn a ton more, a lot faster?

To learn NLP the easy way, visit http://www.HowToMasterNLP.com and download your Free Skill-Building Guide right away.

The basis of mind reading and mentalism gives the impression the mind reader or mentalist has special powers of some sort. Whether it be psychic abilities, amazing psychological influence or any host of weird and wonderful things.

With the psychological persona, many tricks include the illusion that the mentalist is influencing the volunteer’s choice. Note I said Illusion. But I’ve always tried to push the boundaries of what’s actually possible and there’s one method I’ve come across that is probably as close the boundary as one can get.

I found that you can use subliminal suggestion to influence a spectators decision when you give them a range of options.

Confused? Don’t worry, The easiest way to explain it would be to get someone to pick a number between one and five that you want them to choose. What you do is when you call out their number options you say, choose a number “one, two, three, four or five”

Using a special little tirck, you can then get them more often than not to actually pick the number you want.. but how?

It’s quite simple, you actually ever so slightly nod your head on the number you want them to choose. If you are to try this it will take you quite some practice to do it without being obvious. It’s a very slight nod that the spectator should only subconsciously pick up on your suggestion.

To give you an example if you want to influence the volunteer to choose the number 4 you say to the volunteer “Choose a number between one, two, three, four (nod your head as you say it) or five, choose the one that felt right and don’t change your mind”.

I’ve tested out 2 different ways, one is repeating the process again, with the same nod but also just doing it the once and pushing for them to answer. I found that doing it once and forcing them to choose a number quickly worked a little better, I think this is because the subconscious mind is more likely to kick in when you don’t give them too much time to think and the chance to change their mind.

This like all real suggestion and influence doesn’t always work and it’s wise to have an ‘out’. If you don’t know what an out is then I suggest reading a little deeper into mind reading and mentalism techniques. Either way, try this out when you can do it and it won’t matter if you get it wrong, do it as a preliminary effect before you go on to do a proper mentalism trick which is certain to work.

To learn how to do some seriously mind boggling mentalism tricks and completely amaze your friends visit mind reading