Thursday, 26 September 2013

NLP Speak


NLP stands for Neuro-Linguistic-Programming. Neuro means the nervous system. linguistic refers to speech and programming refers to changing patterns of thinking.

As an NLP Practitioner, I often help clients change the way they think about things, using NLP techniques. Sometimes it isn't the situation we find ourselves in that is unbearable, it is the way we view the situation. For example, if we are out having a lovely picnic and it pours down with rain, we will start thinking negatively. We will hate the fact that it's decided to rain and ruin our nice day out. We will most likely curse the British weather (if you live in the UK, you will know what I mean!) and moan for the rest of the journey home. If you are a farmer, who has been worrying about his crops for two weeks, you may be dancing for joy!

The above example illustrates how the same event can cause two different reactions depending on how the person sees the situation. NLP can help those of us who struggle to see the positive side of situations.

As well as this, NLP is a useful tool when you want to communicate effectively with someone. It is particularly beneficial for sales people and those who want to build up a rapport with another person. Before I became aware of NLP, my employer sent me on a top sales course. It was very expensive and thought to be the one of the best sales courses in the UK. I learnt a lot on the course and it was only recently, when I qualified as an NLP Practitioner, that I realised most of the units on the course were based on NLP.

Listen carefully...

I am going to let you in on a little secret, used by those who know about NLP. You can build up a rapport with someone and get them on your side, just by listening to the words they use. Then you can match your words to theirs and you'll have more chance of closing a sale.

Visual - if the person says things like ' I see what you mean' or 'Iet's all take a look' or 'my view is'. Each of these phrases shows that the person is a visual person as they use words such as look, view and see.

Auditory - if the person says things like 'I hear what you're saying' or 'keep the noise down!' you will know they are an auditory person and you will work well with this person if you can match the tone, pace and loudness of your voice, to match theirs.

Kinaesthetic - if the person says 'I feel weird about this' or 'let's throw some ideas around' you will do best with this person if you use a lot of actions, gestures and use similar words.

It can be difficult, at first, to match the words of the other person without it looking obvious or contrived; however, with practice it will start to come naturally to you. I got more sales using these techniques than I ever did before, but it isn't just sales that can benefit from these techniques. If you've not been getting on with somebody, it may be because you are a visual person and they are an auditory person, for example. If you can start to match words to build a rapport with them, you may find your communication with this person improves dramatically.

Have fun with it.



Mochira X