neuro-linguistic programming in business · neuro-linguistic programming in business dr. sally...
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Neuro-Linguistic
Programming in Business
Dr. Sally VansonCertified Master Trainer of NLP
Professional Certified Coach with ICF
What is NLP?It’s Applied Neuroscience or
How successful people do what they do!
N/euro - Mind and Body in one interactive system
And
L/inguistic - The structure of language toexpress our thoughts andemotions
And
P/rogramming - The highly mechanistic way that we behave in the world is expressed as habits, beliefs and stereotypes
©The Performance Solution
(2004) Ltd
Focus on what you want!
2,000,000 bps
134bps (Brain) 7 +/- 2 Chunks
HOW DO YOU USE IT?
BODY
“I CAN CHANGE MY STATE OFMIND BY THE WAY I USE MY BODY”Ref. Robert Dilts
Benefits of understanding
other people’s language
and communication preferences
1. Sells your products/ideas quicker because you are on the same wavelength.
2. Builds relationships and makes presentations more memorable.
3. Resolves conflict, where unhelpful communication is the cause.
4. Makes people accountable for their performance
We do this through use of ‘Rapport’ and ‘Filters’
©The Performance Solution
(2004) Ltd
RapportPeople like people who are like themselves
Rapport is defined in NLP as “The ability to reduce the perceived difference at the unconscious level between you and someone else to the minimum.”
LANGUAGE +
Match voice or tempo
Match breathing
Match movement/ rhythm
Match posture
Mutual confidence
Values and beliefs
©The Performance Solution
(2004) Ltd
Representational systems
use the main three senses
Visual - seeing pictures,
images
Auditory - hearing sounds,
noises
Kinaesthetic - feeling,
emotional, tactile.
(taste + smell)
Sample phrases for different
preferences
©The Performance Solution
(2004) Ltd
V C VR
AC AR
K AD
V C VR
AC AR
K AD
Eye PatternsEye Patterns
Normally organized person as you look at them
Practical Exercise
Person ‘A’ describes his/her last holiday and talks for 3 minutes
Person ‘B’ listens and watches eye patterns, noticing where
eyes move to in conjunction with content of description.
Reverse roles
Discuss your findings with each other. How would you need to
adapt your language to influence each other?
5 mins each way
Rapport is the bridge to
successful relationships!
Practical Exercise
Find a different person to work with.
Ask him/her to share the unique selling points of their business
Match his/her language to discover what they are really
passionate about
When I call STOP – freeze your body language
©The Performance Solution
(2004) Ltd
Filters on our worldHow we make sense of reality.
Wine glass half full or half
empty (‘towards’ or
‘away from’ )
Many cars the same as
yours (similarity)
Friends with different
experiences (difference)
©The Performance Solution
(2004) Ltd
Types of filters
Associated / dissociated
Towards / away from
Big chunk / small chunk
Past / present / future
Activity / person / place / object / time
Internal / external
Convincer pattern
©The Performance Solution
(2004) Ltd
How do we use all this at work?
Recruitment, sales, performance reviews,
training programmes, coaching,
mediating and negotiating, influencing
skills, managing expectations – anywhere
where people are involved.
Remember, there are no resistant people, just insufficient flexibility
on your part.
How do you learn more?
Three levels;
• NLP Diploma
• NLP Practitioner
• NLP Master Practitioner
www.anlp.org
www.sensibility.co.uk
NLP Practitioner in Bristol:
Module 1: 13th – 16th February
Module 2: 27th February – 2nd March
