NLP Presented by Mark Walton – Principal Consulting Strategies

NLP
Presented by
Mark Walton – Principal
Consulting Strategies
markw@consultingstrategies.com
847-541-2605
Neuro-Linguistic Programming
Neuro-Linguistic Programming
NLP
Defining NLP………….. "a model of interpersonal
communication chiefly concerned with the
relationship between successful patterns of
behavior and the subjective experiences (esp.
patterns of thought) underlying them" and "a
system of alternative therapy based on this which
seeks to educate people in self-awareness and
effective communication, and to change their
patterns of mental and emotional behavior".[1]
1 Oxford English Dictionary
Neuro-Linguistic Programming
NeuroAll behavior stems from our neurological
processes of sight, hearing, smell, taste, touch
and feeling.
Neuro-Linguistic Programming
LinguisticIndicates that we use language to order our
thoughts and behavior and to communicate
with others
Neuro-Linguistic Programming
ProgrammingRefers to ways we can choose to organize our
ideas and actions to produce results
Neuro-Linguistic Programing
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Subliminal stimuli (pronounced , literally "below threshold"), contrary to
supraliminal stimuli or "above threshold", are any sensory stimuli below an
individual's absolute threshold for conscious perception. Visual stimuli may be
quickly flashed before an individual may process them, or flashed and then
masked, thereby interrupting the processing. Audio stimuli may be played below
audible volumes, similarly masked by other stimuli, or recorded backwards in a
process called backmasking. Introduced in 1895, the concept became
controversial as "subliminal messages" in 1957 when marketing practitioners
claimed its potential use in persuasion. The near-consensus among research
psychologists is that subliminal messages do not produce a powerful, enduring
effect on behavior;[1] and that laboratory research reveals little effect beyond a
subtle, fleeting effect on thinking. Apart from their controversial use in marketing
and media psychology, subliminal stimuli are employed in scientific research on
perception without awareness, or unconscious perception.
Source: Wikipedia
1 Pratkanis, A. R.; Greenwald, A. G. (1988).
NLP Enhances Ability To…..
 Create
rapport
 Understand body language
 Improve interpersonal skills
 Influence
Practical Applications
 Improve management skills
 Sales and achievement performance
 Motivation
 Being effective in meetings, negotiations and
selling
 Personal development
Key Learning
 How we communicate deals with the structure of
 What we see
 What we hear
 What we feel
Communication and Learning
 We
all have an inherent way of communicating
and learning
Begins at birth
 Used throughout life

 NLP
offers ways to refine your skills
 Used to create messaging (e.g. rapport)
Communication Language



Visual
Auditory
Kinesthetic (by feeling, touch, physical)
Awareness/Acuity
We may be inherently capable people, and all
of us use NLP in some way or another. The
difference is actually practicing.
Communication

You cannot not communicate
Communication

₁





Impact in communication is:
55% by body language
38% by tone
7% by content
This is why emailing can be so dangerous!
Why phone presence is so important
₁(Mehrabian and Ferris – Inference of Attitudes form Nonverbal Communication)
Non Verbal Communication
Did you ever stop and think of how many
signatures you could have and what they
communicate? Examples:







Sincerely,
Very Sincerely,
Yours,
Very truly yours,
Love,
Love always,
Fondly,
Kind regards,
Warm regards,
Warmest regards,
Best,
Best always,
NLP Skills


Developing rapport (simply communicating
without thought/structure isn’t enough)
Communicate in the language of the other person
Determining Communication Bias
 Listen
 Read
 Watch
Eye Accessing Clues

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Visual – up
Auditory – even
Kinesthetic – down
Constructed – right
Remembered - left
Rapport
Mirroring and matching

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Body language is complementary
Matching body language creates bridge
Matching breathing patterns
Voice matching
Successful people create rapport and rapport
creates trust
Rapport

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
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!
markw@consultingstrategies.com
Neuro-Linguistic Programming
NLP