SMP BUSINESS FORUM 12 APRIL 2013 ACHIEVE SUCCESS IN BUSINESS WITH NLPORSteve Engwe !"! #S$e%&'"(Ne)%& = 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 ind.L*ng)*+t*' = verbal and non!verbal language we use to counicate with others and ourselves."ur language is our life.What we can say is what we can think and do.L*ng)*+t*' = verbal and non!verbal language we use to counicate with others and ourselves."ur language is our life.What we can say is what we can think and do.P%&g%!,,*ng = the way in which we put all these patterns of thinking, language and behaviour together to get the results that we do.#an be good and bad.We run our lives like strategies $ siilar to a coputer progra.WHAT IS #NLP(- M. HERO /!0 O1122!n3 t$*+ *+ 4)+t !+ '$ee"0 M*t&n E%*'"+&n51601 16708M. HERO C&n+'*&)+Un'&n+'*&)+%ationale&nalytical'ogicWill(hort ter eory #ongruency )Harony*Suggestions(Persuasion, Distraction, Influence)CRITICAL FACULT. 5#9!te"ee:e%(8+agination,eranent Meories-otions.eliefs & ,rograOUR MIN/S PRIME /IRECTIVES OF THE UNCONSCIOUS MIN/ /* 0o store eories1* 0o house your eotions2* 0o organise all eories3* 0o repress eories with unresolved negative eotion4* 0o present repressed eories for protection5* 0o keep repressed eotions repressed for protection6* 0o run the body. +t has a blue print7 of our body now of perfect health $ a function of the higher self8* 0o preserve the body9* 0o be a highly oral being/:* 0o follow directions//* 0o control and aintain perceptions/1* 0o generate, store and transit energy/2* 0o respond with instinct and habit/3* +s prograed to continually seek ore and ore/4* ;oes not need separate parts to function/5* ectsO&&&::++t&& !te2N&w t& E;:&%e Te'$n*.ES SETSt& !'$*eve ! #w*n?w*n( +*t)!t*&n 1&% @&t$ :!%t*e+W&wA2$!ven(t we '&ve%e3 ! &t !%e!30-T$*+ e!%n*ng *+ !'t)!0 1)n= *+n(t *t-.&)( @e w&n3e%*ng w$!t '!n :&++*@0 '&,e ne;t= w&n(t 0&)-N& ,!tte% w$!t '&,e+ ne;t I '!n te 0&) !%e eng!ge3 !n3 %e!30 t& 3& +&,e e;e%'*+e+ !n3 e!%n ,&%e= !%en(t 0&)-Ee%%,,,we .ESA.ES=I(, en4&0*ng t$*+A.ES= I(, *nt%*g)e3 n&w22O$ .ES :e!+e= I(, ): 1&% t$!tS$e%&'"(+ 9&!>B F!'tB F!'tB F!'tB P!)+*@e C A''e:t9OAL>A :!%ent w!nte3 $e% '$*3 t& 'e!% ): ! $e% t&0+ &11 t$e 1&&% @e1&%e +$e '!n +*t 3&wn !n3 $!ve 3*nne%2 T$e M&t$e% +!*3>?Which means you ust put all your toys away@?0he 0A is on@?+ts ;inner 0ie@ ?Bour toys are all over the floor@O)t'&,e> EDAMPLE 1B F!'tB F!'tB F!'tB P!)+*@eSTRUCTURE OF A #.ES( SET9OAL>.&) !%e '$!*%*ng ! @)+*ne++ ,eet*ng !n3 0&) w!nt t& en+)%e t$!t ! ,e,@e%+ !g%ee !n !'t*&n :!n @0 t$e en3 &1 t$e ,eet*ng2 ?Which means you will ake an agreed action plan by the end of the eeting @?Bou have an agenda in front of you that + have prepared @?+ts now 972: a.. by the clock on the wall@ ?We are now in the roo@O)t'&,e> EDAMPLE 2B F!'tB F!'tB F!'tB P!)+*@e !''e:t2.ES 2n3>Re3e1*ne 22'$!ng*ng t$e 3*%e't*&n &1 ! :e%+&n(+ t$&)g$t+?0he issue is not how good the car is, but what kind of discount are you going to give e so that you can ake the sale today and be assured of your coission.+f you give e another /:C, +ll take the car right now@EDAMPLE 1 I w!+ &&"*ng !t ! new '!% *n t$e +$&w%&&, !n3 t$e '!% +!e+,!n !::%&!'$e3 ,e t& g*ve ! engt$0 +!e+ :*t'$ !@&)t t$e '!%2"utcoe7;eal struck $winDwinYou then say to him:T$e *++)e *+n(t 5;8= *t(+ 508 !n3 t$*+ ,e!n+ 5E80he issue isnt about trying to understand the forula, its about having the opportunity to play with it,and that eans you will rememer it so you can change the flow of conversation to talk about what you want.THE FORMULA EDAMPLE 2I(, w*t$ ! g%&): &1 :e&:e !t ! netw&%"*ng event !n3 t$e0 !%e ! '&,:!*n*ng !@&)t :%&@e,+ w*t$ t$e*% '&,:!n*e+ !n3 I w!nt t& t!" t& t$e, !@&)t ,0 '&,,)n*'!t*&n+ '&)%+e+2 I +!*3>?0he issue isnt about the results you are getting , but how your people are not solving these probles for theselves@ 5D8?0he fact that theyre not taking the initiative is a proble, but the bigger issue is how well the anagers are counicating the copany vision to their staff 5.8 .how good are your anagers at thisE@?0he issue is not the cost of the training, but how uch poor perforance is costingyou 5new D and .8+f+ can show you a way of gett*ng ! %et)%n &n 0&)% *nve+t,ent 1%&, 0&)% e;*+t*ng t%!*n*ng @)3get , 0&)(3 @e *nte%e+te3 *n t!"*ng !@&)t t$!t2w&)3n(t 0&)-F (tag) 5G8where is the conversation now oving toE+ now have interest, but ..the conversation oves to the costE.frustratingits going nowhere...wow, yes .this guy is worth listening toF ! @*t ,&%e '&,:e;3%3>Ag%ee,ent F%!,e+ 222 t& g!*n !g%ee,ent !n3 '%e!te ! +*t)!t*&n w$e%e t$e &t$e% :!%t0 '!n(t +!0 n&22?+ve listened to you this orning and seen the saple of window you brought along with you@. EDAMPLE 1 C S*t)!t*&n T%)e +t&%02#S$e%&'"( w!nte3 t& @)0 new3&)@e g!E*ng w*n3&w+ !n3 t$e +!e+,!n w&)3 n&t neg&t*!te2A $e w!nte3 t& t!" !@&)t w!+ $*+ 0he salesan copletely changed tact He phoned Head "ffice to eHplain the situation He eHplained that We had a su of oney ready to coit and ake a good deal.0hat 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 e to discuss further with the copanys senior partner + continued with the redefineDagreeent process and the partner offered a deal for 1k less than the price I had suggestedP&tent*! C*ent7?Well its not on Guite frankly,the cost of your training course is far too eHpensive, + >ust cant afford to attendF@EDAMPLE 2.&)7?Bes + agree, and + would add that although the course ay be considered eHpensive, thats why when you copare it to our copetitors youll find its packed full of useful inforation and you will learn so uch ore@.&)7?Bes + agree, the Masterclass ay be considered to be eHpensive and + would add that the issue is not the eHpense, but >ust how uch oney you will then go on to ake once you have attended y course@. "% $!ve 0&) n&t*'e3 yet= 4)+t $&w :&we%1) t$*+ :!tte%n '!n @e-22 THE FORMULA HI !g%ee 225D8 !n3 w&)3 !3322508FCan e creativee.g. .. ?+ dont copletely agree with all that you said and ...@ ?+ agree with alost all of that and .@ ?#an + check that + agree and..@ ?+ totally agree you said )H* and..@ 9ROUP WORI A CHANCE TO PLA. 3 9ROUPS BREAI OUTA g%&):+ n&w $!ve ! '$!n'e t& :%!'t*'e e!'$ &1 t$e 3 !ng)!ge :!tte%n+ )+*ng 10 ,*n)te+ &n e!'$ :!tte%n B 30 ,*n)te+ t&t!.&) w* t*,eC"ee: 0&)%+eve+ S$e%&'" w* ,&n*t&% 9%&):+ !%e +e1C,!n!g*ng Ee't ! +'%*@e 1&% 1*: '$!%t(!eep as neat as possile and Sherloc! will type it up) Ee't +&,e&ne t& 1ee3@!'"B%*e10 1ee3@!'" &1 0&)% e;!,:e+ !n3 e;:e%*en'e+ !1te%w!%3+"roups will only ha#e $ minutes each to feedac!/& 0&) %e!*+e t$e 1)n 0&)(%e g&*ng t& $!ve 0et-222222222RECAP THE 3 TECHNIJUES1+t#.ES( SETS! Have a goal! 0o get soeone to continuously say Bes and build oentu! ;eliver with 2 facts in a row ! 0hen introduce soething plausible2n3#RE/EFINE(! #hanging the direction of a persons thoughts.! ?0he issue isnt )H*, its )y* and this eans )I*@3%3#A9REEMENT FRAME(! 0o gain agreeent and attach conditions so they cant so no.! ?+ agree)J* and would add)B* @10 ,*n)te+ &n e!'$N&w 1&% ! #TEEPEE( break*2e2! ')::! !n3 '&,1&%t @%e!" A.&) 3e+e%ve *t'ooks like rain 'ittle #rowF"ohhthats colourful?Have you asked yourself yet if the )n*,*te3potential of this inforation is what is aking you so eHcitedE@?Bouve probably started to becoe aware of +&,e of the ,!n0 e!+0 yet :&we%1) ways you can use this inforation@?"nce you begin to e!+*0 absorb this inforation, youll n!t)%!0 discover how easily it works for you@