SMP BUSINESS FORUM 12 APRIL 2013

Steve Engwell aka Sherlock

ACHIEVE SUCCESS IN BUSINESS WITH NLP
OR

WHAT IS NLP?

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.

MY HERO

Day Off

..and this is just as cheeky

MY HERO

Milton Erickson
(1901 1980)

OUR MINDS

Conscious
Rationale

Will

Unconscious

Logic

(Persuasion, Distraction, Influence)

Imagination

Emotions

A Program

Beliefs

Analytical

Suggestions

Permanent
Memories

CRITICAL FACULTY (Gatekeeper)

Short term memory

Congruency (Harmony)

1)
2)
3)
4)
5)
6)
7)

8)
9)
10)
11)
12)
13)
14)
15)
16)
17)
18)
19)
20)

To store memories
To house your emotions
To organise all memories
To repress memories with unresolved negative emotion
To present repressed memories for protection
To keep repressed emotions repressed for protection
To run the body. It has a blue print:
of our body now
of perfect health a function of the higher self
To preserve the body
To be a highly moral being
To follow directions
To control and maintain perceptions
To generate, store and transmit energy
To respond with instinct and habit
Is programmed to continually seek more and more
Does not need separate parts to function
Uses and responds to symbols
Takes everything personally
Works on the principal of least effort
Does not process negatives
Need repetition for long term projects

PRIME DIRECTIVES OF THE UNCONSCIOUS MIND

Ooooppsstoo late.

Now to Explore
Techniques, Language
Patterns and Persuasion
to shift resistance and focus people on the
results that you want.

ST
1 :

YES SETS
to achieve a win/win situation for both parties

Wow!.havent we covered a lot already?

Eerrmmmwell YES!
= Fact
This learning is actually fun, isnt it?
YES, Im enjoying this!

= Fact

Youll be wondering what can possibly come next, wont you?

YES, Im intrigued now..

= Fact

No matter what comes next I can tell you are engaged and
ready to do some exercises and learn more, arent you?
Oh YES please, Im up for that
Sherlocks Goal:

= Plausible - Accept

STRUCTURE OF A YES SET

EXAMPLE 1

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:
Your toys are all over the floor = Fact
The TV is on
Its Dinner Time

= Fact
= Fact

Which means you must put all your toys away = Plausible
Outcome:

EXAMPLE 2

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.
We are now in the room

= Fact

You have an agenda in front of you that I have prepared = Fact

Its now 9:30 a.m. by the clock on the wall = Fact
Which means you will make an agreed action plan by the
end of the meeting = Plausible accept.YES
Outcome:

nd
2 :

Redefine
..changing the direction of a persons thoughts

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.
You then say to him:
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%, Ill take the car right now
Outcome: Deal struck win/win

THE FORMULA

The issue isnt (x), its (y) and this means (z)

The issue isnt about trying to understand the formula,

its 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.

EXAMPLE 2
a bit more complex

Im 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.
.frustratingits going nowhere.
I said: The issue isnt about the results you are getting , but how
your people are not solving these problems for themselves (X)
where is the conversation now moving to?
The fact that theyre 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? I now have interest, but ..the conversation moves to the cost?
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 , youd be interested in talking about that.wouldnt
you? (tag) (Z)
..wow, yes .this guy is worth listening to!

rd
3 :

Agreement Frames
... to gain agreement and create a situation
where the other party cant say no..

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.
So, Sherlock said:
Ive listened to you this morning and seen the sample of
window you brought along with you.
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 isnt 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.

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

EXAMPLE 2

Potential Client: Well its not on quite frankly, the cost

of your training course is far too expensive, I just cant
afford to attend!
You: Yes I agree, and I would add that although the course
may be considered expensive, thats why when you compare
it to our competitors youll find its packed full of useful
information and you will learn so much more
OR

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

THE FORMULA

I agree ..(X) and would add..(y)

Can be creativee.g. ..
I dont 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
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 youre going to have yet?.........

RECAP THE 3 TECHNIQUES

10 minutes on each
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 persons thoughts.
- The issue isnt (x), its (y) and this means (z)
3rd AGREEMENT FRAME
- To gain agreement and attach conditions so they cant so no.
- I agree(X) and would add(Y)

Oohhthats
colourful

Looks like rain

Little Crow!

Now for a TEEPEE break

i.e. a cuppa and comfort break !
You deserve it

Have you asked yourself

yet if the unlimited
potential of this
information is what is
making you so excited?

Youve 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, youll
naturally discover how
easily it works for you