SMP BUSINESS FORUM – 12 APRIL 2013

ACHIEVE SUCCESS IN BUSINESS WITH NLP

OR……

Steve Engwell …aka ‘Sherlock’

Neuro = How we are ‘wired up’ to our brain, our physiology. We learn habits…..walk, talk, breath, drive, eat, laugh, cry and how to feel the way we do. Mostly stored in unconscious mind.

Linguistic = verbal and non-verbal language we use to communicate with others and ourselves. Our language is our life. What we can say is what we can think and do.

Programming = the way in which we put all these patterns of thinking, language and behaviour together to get the results that we do.Can be good and bad. We run our lives like strategies – similar to a computer program.

WHAT IS ‘NLP’?

MY HERO

……Day Off

……..and this is just as cheeky………

Milton Erickson(1901 – 1980)

MY HERO

Conscious

Unconscious

Rationale

Analytical

Logic

Will

Short term memory Congruency (‘Harmony’)

Suggestions(Persuasion, Distraction, Influence)

CRITICAL FACULTY (‘Gatekeeper’)

Imagination

Permanent Memories

Emotions

BeliefsA Program

OUR MINDS

PRIME DIRECTIVES OF THE UNCONSCIOUS MIND

1) To store memories2) To house your emotions3) To organise all memories4) To repress memories with unresolved negative emotion5) To present repressed memories for protection6) To keep repressed emotions repressed for protection7) To run the body. It has a blue print:

• of our body now• of perfect health – a function of the higher self

8) To preserve the body9) To be a highly moral being10) To follow directions11) To control and maintain perceptions12) To generate, store and transmit energy13) To respond with instinct and habit14) Is programmed to continually seek more and more15) Does not need separate parts to function16) Uses and responds to symbols17) Takes everything personally18) Works on the principal of least effort19) Does not process negatives20) Need repetition for long term projects

Ooooppss……too late………….

Now to Explore Techniques, Language

Patterns and Persuasion

…to shift resistance and focus people on the results that you want.

1ST:

YES SETS

…to achieve a ‘win/win’ situation for both parties

Wow!…….haven’t we covered a lot already?

This learning is actually fun, isn’t it?

You’ll be wondering what can possibly come next, won’t you?

No matter what comes next …I can tell you are engaged and ready to do some exercises and learn more, aren’t you?

Eerrmmm…well YES!

YES, I’m enjoying this!

YES, I’m intrigued now…..

Oh YES please, I’m up for that

Sherlock’s Goal: I want this group to engage enthusiastically with the exercises coming up

= Fact

= Fact

= Fact

= Plausible - Accept

GOAL: A parent wanted her child to clear up all her toys off the floor before she can sit down and have dinner. The Mother said:

“Which means you must put all your toys away”

“The TV is on”

“It’s Dinner Time”

“Your toys are all over the floor”

Outcome: Mother was flabbergasted as the 4 year old picked up all her toys and put them away

EXAMPLE 1

= Fact

= Fact

= Fact

= Plausible

STRUCTURE OF A ‘YES’ SET

GOAL: You are chairing a business meeting and you want to ensure that all members agree an action plan by the end of the meeting.

“Which means you will make an agreed action plan by the end of the meeting ”

“You have an agenda in front of you that I have prepared ”

“It’s now 9:30 a.m. by the clock on the wall”

“We are now in the room”

Outcome: Constructive meeting with an agreed action plan by the end of the scheduled meeting

EXAMPLE 2

= Fact

= Fact= Fact

= Plausible – accept….YES

2nd:

Redefine …..changing the direction of a person’s thoughts

“The issue is not how good the car is, but what kind of discount are you going to give me so that you can make the sale today and be assured of your commission. If you give me another 10%, I’ll take the car right now”

EXAMPLE 1

I was looking at a new car in the showroom and the car salesman approached me to give a lengthy sales pitch about the car.

Outcome: Deal struck –win/win

You then say to him:

The issue isn’t (x), it’s (y) and this means (z)

The issue isn’t about trying to understand the formula, it’s about having the opportunity to play with it,

and that means you will remember it so you can change the flow of conversation to talk about what you want.

THE FORMULA

EXAMPLE 2

I’m with a group of people at a networking event and they are all complaining about problems with their companies and I want to talk to them about my communications courses.

I said: “The issue isn’t about the results you are getting , but how your people are not solving these problems for themselves” (X)

“The fact that they’re not taking the initiative is a problem, but the bigger issue is how well the managers are communicating the company vision to their staff (Y) ….how good are your managers at this?”

“The issue is not the cost of the training, but how much poor performance is costing you (new X and Y) If I can show you a way of getting a return on your investment from your existing training budget , you’d be interested in talking about that….wouldn’t you?” (tag) (Z)

…where is the conversation now moving to?

…I now have interest, but …..the conversation moves to the cost?

….frustrating…it’s going nowhere.

…..wow, yes ….…this guy is worth listening to!

…… a bit more complex

3rd:

Agreement Frames …... to gain agreement and create a situation

where the other party can’t say no…..

“I’ve listened to you this morning and seen the sample of window you brought along with you”.

EXAMPLE 1 - Situation

True story. ‘Sherlock’ wanted to buy new double glazing windows and the salesman would not negotiate. All he wanted to talk about was his quality and his service.

“I have no doubt about the quality of the ‘Platinum’ range windows which you have taken the trouble to demonstrate and I certainly agree that your company provides a great quality of service”.

“I would add that issue isn’t the product or the service you provide, the issue is simply that we determine a price I can afford so that I can place you at the top of my list of companies for consideration”.

So, Sherlock said:

EXAMPLE 1 - Outcome

This is what happened:

The salesman completely changed tact

He phoned Head Office to explain the situation

He explained that ……We had a sum of money ready to commit and make a good deal. That we were very happy with the product and service, but that the price was critical and noted that I had seen other companies who were also providing quotes

He passed the phone to me to discuss further with the company’s senior partner

I continued with the ‘redefine/agreement’ process and the partner offered a deal for £1k less than the price I had suggested

Potential Client: “Well it’s not on quite frankly, the cost of your training course is far too expensive, I just can’t afford to attend!”

EXAMPLE 2

You: “Yes I agree, and I would add that although the course may be considered expensive, that’s why when you compare it to our competitors you’ll find it’s packed full of useful information and you will learn so much more”

You: “Yes I agree, the Masterclass may be considered to be expensive and I would add that the issue is not the expense, but just how much money you will then go on to make once you have attended my course”.

……OR …

…have you noticed yet, just how powerful this pattern can be?…..

THE FORMULA

“I agree …..(X) and would add…..(y)”

Can be creative…e.g. …..• “I don’t completely agree with all that you said and …..….”• “I agree with almost all of that and …………….”• “Can I check that I agree and……………..”• “I totally agree you said (x) and………..”

GROUP WORK – A CHANCE TO PLAY

3 GROUPS – BREAK OUT

All groups now have a chance to practice each of the 3 language patterns using Business Scenarios

10 minutes on each pattern = 30 minutes total

You will time-keep yourselves – Sherlock will monitor

• Groups are self-managing • Elect a scribe for flip chart

(keep as neat as possible and Sherlock will type it up)• Elect someone to feedback

Briefly feedback of your examples and experiences afterwards Groups will only have 5 minutes each to feedback

Do you realise the fun you’re going to have yet?.........

RECAP – THE 3 TECHNIQUES

1st ‘YES’ SETS- Have a goal- To get someone to continuously say ‘Yes’ and build momentum- Deliver with 3 facts in a row - Then introduce something plausible

2nd ‘REDEFINE’- Changing the direction of a person’s thoughts.- “The issue isn’t (x), it’s (y) and this means (z)”

3rd ‘AGREEMENT FRAME’- To gain agreement and attach conditions so they can’t so ‘no’.- “I agree……(X) …and would add…………(Y) ”

10 minutes on each

PLENARY FEEDBACK5 mins – each Group

SHERLOCK’S END PIECE

Now for a ‘TEEPEE’ break i.e. a cuppa and comfort break !

You deserve it

Looks like rain ‘Little Crow’!

Oohh…that’s colourful

“Have you asked yourself yet if the unlimited

potential of this information is what is

making you so excited?”

“You’ve probably started to become aware of

some of the many easy yet powerful ways you

can use this information”

“Once you begin to easily absorb this information, you’ll

naturally discover how easily it works for you”