Carolyn Boyes - NLP

Cover Page

Title Page Collins Business Secrets – NLP

Learn how to use NLP in business

Take responsibility

1.1 Be ‘at cause’

1.2 Know your map

1.3 Look below the surface

1.4 Recognize your preferred sense

1.5 Discover your beliefs

1.6 Identify your business values

1.7 Be observant

Focus on your outcomes

2.1 Have well-formed visions

2.2 Don’t just try…DO it

2.3 Commit and take action

2.4 Break old habits

2.5 Use failure as feedback

2.6 Ask questions

2.7 Be specific

Be an excellent communicator

3.1 Establish rapport

3.2 Pay attention

3.3 Watch the eyes

3.4 Don’t mention the blue tree

3.5 Create a positive state

Be a great motivator

4.1 Discover your direction

4.2 Know the reason why

4.3 Be convincing

4.4 Reward interests

4.5 Offer the right sized chunks

4.6 Separate externals from internals

4.7 Manage mismatchers

4.8 Respect values

Boost your performance

5.1 Believe in yourself and other people

5.2 Change your perspective

5.3 Change your negative thoughts

5.4 Change the frame

5.5 Anchor positive feelings

5.6 Change your language

5.7 Respond positively to criticism

5.8 Be your own success coach

5.9 Model excellence

Make a powerful impression

6.1 Learn from the masters

6.2 Use stories

6.3 Vary your voice

6.4 Use the 4-Mat system

6.5 Run a great meeting

Sell to anyone

7.1 Know your client

7.2 Ask questions

7.3 Check out what’s important

7.4 Paint a happy future

7.5 Get agreement along the way

7.6 Talk your client’s language

7.7 Handle objections simply

7.8 Use power words

7.9 Watch your ‘buts’!

Jargon buster

Further reading

About the Author

Copyright

About the Publisher

Neuro Linguistic Programming (NLP) is a method used in business to improve performance. It contains techniques that help to change your patterns of thoughts, emotions and behaviour in positive ways. You can use these techniques for yourself, or as a manager with your team.

I first learnt these techniques 15 years ago while I was working in international sales. Immediately I realized how dramatically my performance would improve by applying them in my business work and other parts of my life. I trained first as a practitioner and then as a teacher of NLP. I have since coached and trained hundreds of business people in NLP methods and ways of thinking.

NLP began life in the 1970s as the result of studies at the University of California. Richard Bandler and John Grinder came up with a model of human excellence based on their research into language and behaviour, and the link between mind and body.

NLP has become a powerful tool for improving performance. Some of the benefits I have observed in myself and others are better communication and team skills, overcoming blocks to performance, improved sales, management and leadership skills, greater self-confidence, improved presentation and influencing skills, and the ability to generate clearer goals and achieve them.

This book consists of 50 secretsabout NLP, divided into seven chapters.

• Take responsibility.The basic thinking in NLP that allows you to focus on the results you want to get in business.

• Focus on your outcome.How to set a clear desired outcome in order to improve short- and long-term performance.

• Be an excellent communicator.Tools that help you to have better relationships with your colleagues and clients.

• Be a great motivator.Understand how to motivate yourself and others, and achieve more.

• Boost your performance.Overcome barriers and blocks to performance, and increase your personal power in business.

• Make a powerful impression.Increase the impact you make in meetings and at presentations.

• Sell to anyone.How to sell yourself, your products and your ideas successfully inside and outside your organization.

If you follow these 50 secrets, you will have learnt the ways of thinking that allow business leaders to become star business performers. Look forward to boosting your business performance every day and avoid the pitfalls that can hold you back from success.

You can change your results just by changing the way you think.

The key attitudethat underlies the thinking and techniques of NLP is to take charge of what happens to you. Once you decide to take responsibility for your business success you will achieve more of what you want (and less of what you don’t want). When you don’t get the result you want quickly, you’ll find it easier to uncover the block and know what to do about it.

“I can’t help being late. All my family are like that.” “I can’t do anything about getting on with my boss. It’s him who always causes the problems.” “I can’t make this business successful, the economy is too bad.” “I can’t stop smoking, I’m addicted to smoking.” “It’s not my fault!”

Everything that happens in life has a cause. Ben eats a big meal. What happens? He puts on weight. Krizia doesn’t eat for two days, and loses weight? It’s simple: the effect of eating too much or too little has been caused by the action of eating too much or too little.

• The Cause: Effect equation.NLP expresses this with the Cause: Effect equation, C:E. Cause is on one side, and Effect is on the other.

one minute wonderAny time you feel unsure about what you are doing, take a minute to think about what you want to achieve. By being clear about the outcome you want, you will soon understand what you need to take responsibility for. This will make you more prepared to be ‘at cause’ in business.

“Always bear in mind that your own resolution to succeed is more important than any other”

Abraham Lincoln, 19th-century US President

What this means is that for every cause there is an effect and for every effect there is a cause.

• Are you at the cause of your life or the effect of your life?In other words, do you take responsibility for what happens to you or do you consider yourself a passive victim?

Losing weight’s a simple example. Take responsibility, exercise more and eat less, and see if you get a different result. Probably you will. Occasionally it gets more complicated, if there’s a medical issue for example, but then you can stay ‘at cause’ by taking medical advice. Now you know how to lose weight again.

But what about my relationship with my boss? Why is it not working? The original cause may not be as obvious. Was it me or him? Or both of us? All you know is that it’s not working. So how do you stay on the cause side of the equation on this one?

Well, at first glance it may not seem an easy situation to change, but in fact it’s very simple. All you have to do to be ‘at cause’ is to take responsibility for the results you get from now on. So what if it was his fault? How about changing your beliefs about the situation and behaving differently towards him? See what happens. Later secrets will give you great tools for doing this.

Decide to be in charge of your business success, and not at the mercy of what happens to you.