So, what is exactly is NLP?  Let’s take the three words that make up the term neurolinguistic programming and look at each of them separately.

So first, we have neuro, which refers to our nervous system, our neurology, the system through which we gather and process information received through our five senses — sight, smell, taste, touch and hearing. This is how we gather information from the world around and inside us. It’s how we make sense of the world. 

The second part of the first word is linguistic.  This refers to language in the broadest sense. There are non-verbal systems that we communicate with and through which, we code our internal experience and representations. Now, this coding allows us to give order and meaning to the things we experience.

And finally, there’s programming. Now, the thought of programming your own brain can seem very strange to some people, but what you may not realize is that other people have been programming your brain for years and years. In fact, right from the moment you were born. So, what this is about is taking back control of your own mind and beginning to have it operate in a way that gives you more of what you want in your life and enables you to assist others in doing the same.

In addition, David introduces the coaches listening in to this teleseminar his 5 Pillars of Success…FROGS

Enjoy the recording!

Book on to one of David’s 2 day workshops here http://www.auspicium.co.uk/section.php?xSec=3

David Key has developed a new methodology enabling you to ensure you maximise your potential and achieve your personal and business goals more easily.

SMART goal setting isn’t the most effective model for supporting your goal achievement. This model developed by Peter Druker in 1954 is outdated and too much of a conscious process.

Most organisations and individuals utilising this model comment on how inconsistent the SMART methodology is, so, not so SMART. As a result, David set off on a quest to create a new way that is far more consistent and effective for people dedicated to reaching their full potential.

Having studied the work of Dr Stephen Covey, Neuro Linguistic Programming, Time Line Therapy ® and being a Certified Master Trainer of Hypnosis, David discovered that ALL successful goal achievers create their future dreams and goals unconsciously.

It then clicked and David saw how he could enable his clients and you to tap in to the POWER of your unconscious mind.

By taking Habit No.2 from Covey’s 7 Habits of Highly Effective People and combining it with Druker’s SMART model, Time Lines, your Somatic Mind and David’s NLP Present™ Model, you get  “Getting On And Living Successfully” G.O.A.L.S.

All successful people set goals. In this workbook and  5 CD series, you’ll discover and learn How to unlock your true potential and develop your goal achieving strategies, effectively.

Click here for more information…

G.O.A.L.S. Cd's (MP3 Download)

We’ve all heard that it’s tough out there at the moment and successful businesses are always looking for new ways to improve their business performance. This is especially true in the selling department. In fact, it is probably more important than ever to have a highly skilled and flexible sales force, capable of dealing with the actual psychology of people selling and knowing what this means.

With this in mind, Anglia Business magazine posed me a few questions  which I’d like to share. I’d like to imagine that perhaps these questions will start you thinking about your own way of doing things right now.

Why learn about NLP? Well, even with basic NLP skills you’ll find yourself achieving improvements in your communication, rapport building and goal setting, which have a proven and positive effect on business performance, including your bottom line.

Only last year, a young sales person on a four-day NLP business diploma with Auspicium discovered he was irritating a potential client with his direct authoritarian approach. He actually received a telephone call during the course from his client ending their business relationship. After he pleaded for a second chance and after learning some powerful NLP skills, he met the client one more time and secured a £12 million construction project with 22 per cent gross profit.

I wonder how much revenue sales people lose because they don’t get on with the client? If it’s a lot, then how many sales people get told by the client that the reason they didn’t buy your stuff was because they didn’t like, trust or feel comfortable with you? The answer is probably none.

By the way, if that’s never happened to you, brilliant, keep doing what you’re doing. And if this does apply to you that’s fine too because there is no such thing as failure, this is what I’d call feedback. Remember though, if you don’t change your approach with difficult clients then you’ll keep getting the same results. Think about doing something different.

So, getting good at rapport (which has behavioural structure that includes using your physiology a certain way, voice tonality and specific words) along with a range of other NLP soft skills could makes that all-important difference to you and your clients. If our young sales person hadn’t changed his approach he would have lost £12 million to a competitor. Ouch!

What if you don’t get client rapport? I believe people buy from people who are like themselves, which is why I know the NLP skills we teach are extremely effective in helping people build much better relationships.

If you don’t get unconscious rapport with prospective or existing clients then you probably spend whole sales discussions, meetings or presentations having to deal with resistance. Have you ever tried to take a 1000lb stallion to water who didn’t want to go?

Also, I feel customers don’t care how much you know until they know how much you care. Do you care about your customers, I mean really care? I know plenty of sales people who don’t care about buyer remorse. If that happens, say goodbye recommendation and hello to Chinese whispers starting with “don’t touch that company with a barge pole”.

How else can NLP skills be used? With NLP you can learn skills for dealing with people who perceivethe world differently from you, which will help improve relations with peers, bosses, customers, new prospects and across cultural divides in multinational companies. Many leaders and consultants in businesses haveturned to the innovative aspects of NLP for inspiration in organisational development, teambuilding and strategic planning and leadership skills.

Briefly, what is NLP? Neuro-linguistic programming is a powerful body of information about how the human mind works built up since the 1970s and continuing to evolvethrough new research. At the heart of NLP is a range of methods offered for understanding how people think, behaveand change. NLP training provides the skills to define and achieveyour goals and a heightened awareness of your five senses, allowing you to remain flexible, on track and maintain rapport with those around you.

Recommend five things to increase your chances of success

 I call these the 5 Pillars of Success

1. Have an outcome for everything you do…(try this out now – G.O.A.L.S)
2. Have the sensory acuity to notice if you are on track with your outcome
3. Have the flexibility to change your approach if you’re not on track
4. Have rapport with yourself and others when useful (which is most of the time)
5. Have the awareness to manage your emotional state when things aren’t going your way

In one sentence, what should we remember when selling? Resistance in a client is a sign that there is a lack of rapport with the client and or yourself. You may be wise to consider changing your approach, but keep going.

David Key

managing director

Auspicium Ltd

0845 434 0149

www.auspicium.co.uk