NLP in 10 minutes id 320418 Nieznany

Advanced Marketing Concepts

An Introduction to

Neuro

Linguistic Programming (NLP)

www.advanced

marketing

concepts.com

Reality

We See

We Hear

We Feel

(We Taste)

(We Smell)

External

Environment

We Filter

Deletion

Distorti

ons

Distorti

ons

Generalizations

Our Internal

Representation

of the World

•

Pictures

•

Sounds

•

Feelings

•

Tastes

•

Odors

We perceive the world through our senses. The flood of incoming information is

so huge that we are forced to filter it in order to make it meaningful and useful

to us. The filtering process is automatic and largely unconscious.

Our Internal Representation (IR) of the world is dominated by what we See,

Hear, and Feel

Internal Representations

“

Football

…

”

What I say and what you hear will almost always be different. More precisely,

since your Internal Representation of the world is not the same as mine there

will be many opportunities for us to mis-communicate

Physiology

There is an intimate connection - in real time – between our Internal state and

our External Physiology. The purpose of NLP is to be able to draw accurate

conclusions about how another’s Internal Representation works by carefully

observing how they Externally respond to questions.

Significantly improved Communication and Self-Awareness are the result

Ask a Neutral Question

…

“Do you remember the house you grew up in?”

The purpose of this question is to have someone dig into their memory and pull

out an Internal Representation from their childhood

Visual Representation

Someone who Visualizes the world will respond by “seeing” images from their

memory. They will “see” images from the past by looking upwards and to left and

right as if watching a movie screen.

As they speak you should expect to hear how the house looked, its color, its

shape, and a description of the surrounding landscape.

Auditory Representation

For someone who remembers the world through what they hear the eyes will

move horizontally to left and right as if re-hearing sounds from childhood.

You should expect their description to include words such as – noisy, quiet

countryside, birds singing, relatives had loud voices….

Kinesthetic Representation

For those who feel the world they will look downward, with lowered eyelids, “re-

feeling” distant memories.

Expect to hear how it was a warm and happy place, protected from cold winds

and facing towards the warm Sun…

To Better Communicate

Your Communication challenge is to continue the dialogue BUT using words and

expressions that resonate with IR of the person you are speaking with.

For a Visual – I see what you are saying, it reminds me of a picture I once saw…

For Auditory – I hear what you are saying, it reminds me of a song…

For Kinesthetic – I’d love to know more if you feel you can tell me about it…

It’s takes practice but you’ll be astonished with the results!

Context & Commonsense

Strong Emotions will mask Internal Representations and need to be interpreted

accordingly! Always keep this in mind.

This poor chap was just asked to describe the house he grew up in – clearly

there is some association with a significant negative experience.

Lots of Practice and some Commonsense will go a long way in this type of

situation

Contact

Are you interested in further learning NLP skills?

In U.S. +1 (650) 868 3225

United Kingdom +44 1334 471 422

info@advanced

marketing

concepts.com

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