Power Hypnosis

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.
http://s332087174.websitehome.co.uk/form/

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

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.

It is remarkable how well-adapted human beings are for agreement. Our neurology has evolved to facilitate connection with other human beings, to allow a group to know more and do more than even its most productive members could accomplish on their own. Different parts of our brain interact to allow us to agree with each other on multiple layers. The different agreements interact so that it becomes easier to agree. NLP (neuro-linguistic programming) and integrated thinking provide models for the next step in the evolution of agreement.

Integrate these five layers of agreement to establish common ground and move forward with any individual or group:

1. Take full advantage of mirrors. Your brain comes equipped with mirror neurons that fire when you watch others. If you see them eat grapes, the neurons fire in the areas that would be activated if you were eating grapes. This effect multiples when someone sees you mirroring him/her. Looking at your smile fires neurons in his/her smile region – where neurons are already active because s/he was smiling first. Of course, the mirror neurons were also active in your smile region when you decided to smile back. You can effectively mirror postures, gestures and expression to create one layer of agreement.

2. Keep the beat. Your brain also comes equipped with centres that monitor dozens of different rhythms and notice when those rhythms are in sync with someone else’s. You can pick up a rhythmic gesture, vocal rhythms, or blinking and breathing patterns. Notice one of these rhythms in someone else, and then send it back with your own breathing, blinking or movements. The synchronization will register in both your brains, creating another layer of agreement.

3. Offer back exactly the words that have been given to you. Agreements are strongest when they are precise mirrors: don’t rephrase in your own words. Just repeat back part of what someone has said to you exactly as s/he said it. In the new context, you might be giving the phrase a different meaning or turning a statement into a question. That’s less important than having someone register that you have heard precisely what s/he said. Being heard is almost irresistible: it creates agreement about communicating even when the communication is about controversy.

4. Create shared language patterns. The easiest form is to ask a series of questions that elicit the same answer – either yes or no will do, as long as the same answer applies to each question in the series. If someone says no to you once, that person is disagreeing. If the same person says “no” five times in a row, s/he is agreeing to complete the pattern that you are suggesting with your questions. S/he can agree by saying “yes” or agree to disagree by saying “no” another time.

5. Just say “yes.” It’s infectious and it signals agreement even when your “yes” is actually a logical “no.” For instance, you might say, “Yes, coffee is delicious and I never drink it this late in the day.” “Yes, it’s true that I disagree,” invites more conversation than “No, I don’t agree.” Although the logic says “no,” the brain also processes the “yes” as a sign of another level of agreement. “Yes” establishes that you are mapping out common ground, not moving on to greener pastures.

It is well known that people are motivated less by logic than by the integration of logic with other factors. Our reasons for making choices and taking action are always a mix of many different processes working together. Building agreement on layers of interaction creates common ground and shared momentum. It’s a great basis from which to identify common reasons and shared interests. And it feels great to be in agreement – on lots of levels.

Linda Ferguson, Ph.D. is a senior partner at NLP Canada Training Inc. in Toronto, Canada. With her partner, Chris Keeler, Linda develops training that allows people to experience stronger integrity and better results. Clients experience rapid, sustainable change and long-term learning about how their thinking drives success. Drawing on fields from the arts to business to neuroscience, NLP Canada Training Inc. provides spring-training for the mind: clients sharpen their perceptions, focus their efforts, and become better at knowing what they want and communicating to get it.

More than 4 million American children ages 4 to 17 have been diagnosed with ADHD; more than half diagnosed are being treated with drugs. (Source. NCQA – National Committee for Quality Assurance)

Additionally almost 50% of children with AHDH have been suspended from school at some point.
ADHD is a neurobiological condition and a developmental disorder which results in problems with impulsiveness, attention span and hyperactivity.

It does not have to be that way. Neuro-Linguistic Programming offers amazing tools for children to take charge of their ‘brains’ and hence their actions. Misunderstood …certainly, drug treatment – not necessarily.

J…had a diagnosis of ADHD, was in Year 5 (aged 10) and had been excluded yet again for the day when I arrived at school. It was lunchtime and he rarely managed an afternoon. I had only read an article on NLP and ADHD at the weekend.

J…was not on my caseload of children at this school, but I needed to wait until lunch was over. I could not believe I had the opportunity to try out this stuff so soon.

I sat with J…, built rapport with him and engaged him in conversation. All the time he was playing with a ‘Rubiks cube’ and giving me virtually no eye contact. During the conversation he told me he had ‘kicked off’ in class. I went through the process I’d only read about at that time. I asked him about the images, sounds etc. he experienced in his head when he was ‘kicking off.’

He told me they were Dexter cartoons , and that the sound was kind of s-l-u-r-r-y. We dealt with his inner images and his slurry sound until he had one fixed color picture and sound was a normal speed.
He even tried to get back his old images, just to check it out for himself.

As we went through the process and ‘chatted’ he fiddled less and less with the Rubik’s cube until finally he placed it on the table in front of him. Wow, he then gave me full eye contact and we just talked a normal conversation.

I told the Head teacher about our experience and she totally took it on board. When a ‘kicking off’ was anticipated she asked him, ‘Do you remember the work you did with Mrs. O.? How many pictures do you have now?

He was able to adjust his internal images and calm himself down. With this input and a change of teacher the following year, not only did his exclusion stop – he was able to go on a one-week residential trip with his class.

Some say their brains don’t work properly. Maybe no one has shown them how!

Following that I became a NLP Master Practitioner and NLP Life Coach, using my NLP tools extensively with children and adults in and out of school.

Pauline Oliver
http://happinesspages.com

Pauline is a retired teacher, now committed to helping others find their own happiness. Pauline believes strongly that we hold our destiny in our hands and that some knowledge is too important not to be shared freely.

One of our clients have recently reported great success in applying NLP techniques in sales environment. They previously closed about 30% of incoming phone inquiries, and after 3 days of NLP sales training with us, they now close almost 90 % of inquiries. This article outlines the basic NLP strategies that I shared with them. Although a written word can not replace live NLP training and practice, you may get a much better idea of what you can do to increase your sales, especially those carried over the phone.

1. Match tonality of your prospective client

Notice if your client talks using high, medium or low tonality. Take care to match their tonality, especially at the beginning of your conversation. For example, if your client talks in low pitch of voice, and your natural voice has got a high pitch to it, step out of your comfortable zone and lower your tonality. This is very powerful way to build rapport with your prospective client very quickly.

2. Talk their language

Listen to your client closely to determine how are they using their senses to process information. Depending on the key words and predicates they use, you will be able to determine which representational system is their favourite and how do they need to be talked to in order to ‘get what you are saying’.

• Visual People
Visual people think in images. They imagine what they want and learn by seeing. So you need to show them your product, send them brochure or e-mail them with graphs and pictures. They will use words such as see, view, bright, show, picture, clear, look, perceive, illustrate, focus, reflect, watch, preview. If you talk to them in visual terms, they will smile, comprehend, understand. They will be comfortable with you.

• Auditory People
Auditory people respond to sounds better than people who use other modes of thinking. They love talking on the phone. Your tonality will be important to them. They will use words such as talk, hear, say, tell, sound, mention, accent, question, inquire and ask. Talk to them in auditory terms – they will ‘hear’ you.

• Kinesthetic People
Kinesthetic People ‘feel’ the world. They will respond best to touch, emotions and gut instinct. They make frequent pauses in their conversations and often use words such as feel, touch, grasp, affect, pressure, grab, cold. Use these and similar words when you talk to them. Do not rush in conversation as they need slightly longer to process information than visual or auditory people.

3. Ask questions – plenty of them!

Effective questions and listening is the bottom line of trust. You will not be able to establish rapport with your client if you cannot listen. Every conversation is relationship, and you are there do discover your needs and values of your client – not other way round! Unfortunately, many sales people overlook importance of effective listening. They talk to the point when they oversell, often past the point when the client is willing to buy. By talking they often buy their product back!

Have a list of relevant open ended questions handy. Ask – and listen! Do not limit yourself to listening to what they say, listen to their emotions also. For example, if they use words ‘happy’ but sound flat, use this information and probe further. By asking questions and paying attention you will remain in control of conversation as you can use what you now know to describe your product accordingly. Link your product to needs of your client.

4. Uncover price at the end of conversation

Once I was asked by lady selling professional services for advice of how to improve her sales. She was happy with amount of inquiries she received, the only problem was, she converted hardly any of them. When I asked her to describe how the phone conversation usually went, she admitted that people usually called to ask about price, to which she promptly gave answer.

There is no surprise that she was struggling to sell. People who are interested in your product or service will often start with that question: “How much will it cost?” If you answer there and then, you have nowhere else to go. Unless they already made their mind up before their picked up the phone, you just lost your opportunity to get to know your client, to build relationship, to uncover their needs and to build value of your product or service.

So what to do when price is the only question on your customer’s mind? It is actually very simple. When you are presented with question about the price at the beginning of conversation, ask your client: “Sure, and to answer that, may I ask you what got you interested in our product / service?” You can also tell them that it is free if it is not right for them and start asking questions.

Tell them about price towards the end of your conversation, once you know you built value of your product or service enough. If you did that well, price is never a question. Your customer only needs to know what they are paying for. Shortly after this point, it is a good idea to ask for objections, answer them if there are any, and ask for order.

5. Sell with integrity

This is probably the most important tip for increased sales – sell with integrity! If you have win win outcome in your mind and genuinely care about your client, you will find it very easy to build relationship with your client and sell them your product or service.

Once I was asked by a professional sales man whether we run an advanced course for building rapport. When I explained that rapport building skills are covered on each of our training courses, he said that he wants something more advanced than that. I told him: “No, we do not run any specialised courses for building rapport, however I can give you one advice right here and now that will surely advance your building rapport skills, would you like that?” And I told him to care about his customers. I told him to want the best for them. I told him to have a win win outcome in his mind. In other words, I told him to sell with integrity.

He had a ‘light bulb’ moment and I had a good feeling. I knew that from then on he will start building relationships instead of selling. Because to me, that what sales are about – meaningful relationships. With that in mind, sales excellence becomes so much more realistic.

Lenka Majstrikova is an expert author, Trainer and Master Practitioner of NLP, Time Line Therapy™ & Hypnosis, personal change facilitator and an absolute believer in the magnificence of every human being. She is a Founder and Managing Director of Ultimate Mind (http://www.ultimatemind.co.uk/), dynamic training company delivering accredited training courses in NLP (Neuro Linguistic Programming) for personal and professional development.

Join Lenka on Facebook at http://www.facebook.com/ultimatemind to find more of inspirational articles and tips for living happy, healthy and prosperous life.

Neuro Linguistic Programming (NLP) has been developed on some extensive research, begun in the early 1970′s, investigating how people naturally overcome their problems. This research has brought a deep understanding of how people unconsciously contribute to both the creation and the solution of their problems.

NLP is also the study of exceptional talent. It studies the combined conscious and unconscious processes that enable people do what they do. For instance, NLP doesn’t pay much attention to what people say that they do, as this is not usually related to what they actually do, just because the key to success is often unknown at the conscious level.

NLP shows how our own successes can be understood and modeled, so they can be reproduced. It is a way of discovering and unfolding somebody’s personal genius, a way of bringing out the best in somebody’s personality and skill.

The key is to understand that how we feel about doing anything depends entirely on which emotion we have unconsciously learned to associate with that situation, just because most unwanted behaviors and beliefs have been learned and stored at an unconscious level. For example, as a child you may have ‘learnt’ to become afraid of insects, this may have been because the first time you saw a bee or another insect the adults ‘taught you how to behave’ by running away from it. This is then stored at an unconscious level and every time you now see an insect you react with an automatic unconscious response which you are unable to change consciously. This is the same for phobias and fears and they can only be changed at the unconscious level.

A special attention is paid to what is also known as limiting beliefs. You may be letting a belief that you formed at an early stage of your life hold you back today, like ‘I am not worthy’. It’s important to understand and accept that this is only a belief, it is not true and therefore can be changed at an unconscious level to a belief that will empower you life.

Traumas, difficult life experiences or other conditioning can lead us to form erroneous beliefs about ourselves and the world. These ideas become frozen in time within our nervous system causing blocked energy and are often set off by triggers in the present. By re-programming the brain through certain simple exercises, we can be able to replace these conditioned responses with more life affirming or desired behaviors.

NLP basically works by utilizing our ability to change the process in which we experience reality (this is the real ‘power’ of our own mind) to rapidly change the way we think and act for the better, providing a way of helping to become more competent at what we do, more in control of our thoughts, feelings and actions, more positive in our approach to life and better able to achieve results. In other words, NLP can help eradicate old out dated “programs” (mental, emotional and physical) that run on “automatic pilot”.

Once a limiting belief or a limiting belief system is identified, there are various techniques that can be used to remove it and replace it with beliefs that support our goals. Patterns of failure, self sabotage, over eating, addiction, money problems can all be tracked back to limiting beliefs, often developed in childhood.

By examining our values, beliefs and capabilities around unwanted behaviors, we can set up a ‘how to’ methodology to identify patterns and looks at the reason or intention behind the behaviors, which in turn gives us more choices about how to think and run our life.

The magic of NLP is that it teaches how to eliminate those negative associations for good, by the mean of techniques often involving fun exercises that use your imagination: guided visualization, anchoring new associations, Time Line Therapy, hypnosis, metaphors, creative imagination, re-imprinting etc. to name a few, are actually helping millions to enhance mental, emotional, physical and spiritual well-being.

Using NLP we can model, or copy, human excellence, e.g. the best of performance, feelings, behaviors. You can identify what makes someone exceptionally skilled, and get the skill for yourself or teach it to others. The application of these skills is infinite. NLP can enable a therapist to change the impact of the past on a patient, or improve from poor performance into good performance, and/or teach how to gain rapport in a non-verbal way and improve communication skills.

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