Copyright 2007 Advanced Marketing Concepts
Advanced Marketing Concepts
Advanced Marketing Concepts
An Introduction to
An Introduction to
Neuro
Neuro
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Linguistic Programming (NLP)
Linguistic Programming (NLP)
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Copyright 2007 Advanced Marketing Concepts
Reality
Reality
We See
We See
We Hear
We Hear
We Feel
We Feel
(We Taste)
(We Taste)
(We Smell)
(We Smell)
External
External
Environment
Environment
We Filter
We Filter
Deletion
s
Deletion
s
Distorti
ons
Distorti
ons
Generalizations
Generalizations
Our Internal
Our Internal
Representation
Representation
of the World
of the World
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Pictures
Pictures
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Sounds
Sounds
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Feelings
Feelings
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Tastes
Tastes
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Odors
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
Copyright 2007 Advanced Marketing Concepts
Internal Representations
Internal Representations
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Football
Football
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?!
?!
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”
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
Copyright 2007 Advanced Marketing Concepts
Physiology
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
Copyright 2007 Advanced Marketing Concepts
Ask a Neutral Question
Ask a Neutral Question
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“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
Copyright 2007 Advanced Marketing Concepts
Visual Representation
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.
Copyright 2007 Advanced Marketing Concepts
Auditory Representation
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….
Copyright 2007 Advanced Marketing Concepts
Kinesthetic Representation
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…
Copyright 2007 Advanced Marketing Concepts
To Better Communicate
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!
Copyright 2007 Advanced Marketing Concepts
Context & Commonsense
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
Copyright 2007 Advanced Marketing Concepts
Contact
Contact
Are you interested in further learning NLP skills?
Are you interested in further learning NLP skills?
In U.S. +1 (650) 868 3225
In U.S. +1 (650) 868 3225
United Kingdom +44 1334 471 422
United Kingdom +44 1334 471 422
info@advanced
info@advanced
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marketing
marketing
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concepts.com
concepts.com