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]

Neuro-Linguistic Programmin

NeuroAll behavior stems from our

neurological processes of sight,
hearing, smell, taste, touch and
feeling.

Neuro-Linguistic Programmin

LinguisticIndicates that we use language to

order our thoughts and behavior and
to communicate with others

Neuro-Linguistic Programmin

ProgrammingRefers to ways we can choose to

organize our ideas and actions to
produce results

Neuro-Linguistic Programing

Subliminal stimuli (pronounced , literally "below threshold"), contrary to

supraliminal stimuli or "above threshold", are any sensory stimuli below an
individual's absolute threshold for conscious perception. Visual stimuli may be
quickly flashed before an individual may process them, or flashed and then
masked, thereby interrupting the processing. Audio stimuli may be played below
audible volumes, similarly masked by other stimuli, or recorded backwards in a
process called backmasking. Introduced in 1895, the concept became
controversial as "subliminal messages" in 1957 when marketing practitioners
claimed its potential use in persuasion. The near-consensus among research
psychologists is that subliminal messages do not produce a powerful, enduring
effect on behavior;[1] and that laboratory research reveals little effect beyond a
subtle, fleeting effect on thinking. Apart from their controversial use in marketing
and media psychology, subliminal stimuli are employed in scientific research on
perception without awareness, or unconscious perception.

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

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

(Mehrabian and Ferris Inference of Attitudes form Nonverbal

Communication)

Non Verbal Communication

Did you ever stop and think of how
many signatures you could have and
what they communicate? Examples:

Sincerely,
Fondly,
Very Sincerely,
Kind regards,
Yours,
Warm regards,
Very truly yours,
Warmest regards,
Love,
Best,
Love always,
Best always,

NLP Skills

Developing rapport (simply

communicating without
thought/structure isnt enough)
Communicate in the language of the
other person

Determining
Communication Bias
Listen
Read
Watch

Eye Accessing Clues

Visual up
Auditory even
Kinesthetic down
Constructed right
Remembered - left

Rapport
Mirroring and matching

Body language is complementary

Matching body language creates bridge
Matching breathing patterns
Voice matching

Successful people create rapport and

rapport creates trust

Rapport

Rapport is the context around the

verbal message
Gaining rapport is the ability to elicit
responses
Doing so allows one to begin changing
behavior (leading)

Rapport
Leading

Change your behavior so the other

person will follow

Pacing is adapting to situations

What happens when you have an angry

confrontation

Match their level a bit below where they are

Begin leading them to a calmer state

Embedded Message

Powerful tool for reinforcing a position

Written
Verbal

Influencing tool

Embedded Message - Sales

Example embedding the message of

experience

Dear Ann:
Thank you for considering Consulting Strategies to provide
consultative services to your organization. As the most
experienced firm in our profession you will feel confident that
our consultants can bring enhancements to your travel
program.
I appreciate your confidence and willingness to test our
services. The experience gained from our 12- year history
with major corporations will create a situation that allows you
to quickly grasp return on your investment.
Sincerely,
Mark L. Walton

Dear Ann:
Thank you for considering Consulting Strategies to provide
consultative services to your organization. As the most
experienced firm in our profession you will feel confident
that our consultants can bring enhancements to your travel
program.
I appreciate your confidence and willingness to test our
services. The experience gained from our 12- year history
with major corporations will create a situation that allows you
to quickly grasp a return on your investment.
Sincerely,
Mark L. Walton

Dear Ann:
Thank you for considering Consulting Strategies to provide
consultative services to your organization. As the most
experienced firm in our profession you will see that our
consultants can bring enhancements to your travel program.
I appreciate your confidence and willingness to test our
services. The experience gained from our 12- year history
with major corporations will create a situation that allows you
to quickly see return on your investment.
Sincerely,
Mark L. Walton

Dear Ann:
Thank you for considering Consulting Strategies to provide
consultative services to your organization. As the most
experienced firm in our profession you will see that our
consultants can bring enhancements to your travel program.
I appreciate your confidence and willingness to test our
services. The experience gained from our 12 - year history
with major corporations will create a situation that allows you
to quickly see a return on your investment.
Sincerely,
Mark L. Walton

Dear Ann:
Thank you for considering Consulting Strategies to provide
consultative services to your organization. As the most
experienced firm in our profession our clients say that our
consultants brought enhancements to their travel program.
I appreciate your confidence and willingness to test our
services. The experience gained from our 12- year history
with major corporations should tell you that you will quickly
realize a return on your investment.
Sincerely,
Mark L. Walton

Dear Ann:
Thank you for considering Consulting Strategies to provide
consultative services to your organization. As the most
experienced firm in our profession our clients say that our
consultants brought enhancements to their travel program.
I appreciate your confidence and willingness to test our
services. The experience gained from our 12 - year history
with major corporations should tell you that you will quickly
realize a return on your investment.
Sincerely,
Mark L. Walton

Communication - Anchoring

A stimulus which is linked to and

triggers a physiological state

Examples aromatherapy use in hotels

Book on NLP

Introducing NLP
Joseph OConnor
John Seymour

THANK YOU!
markw@consultingstrategies.com

Neuro-Linguistic Programming
NLP