Summary of NLP

Neuro-Linguistic Programming is a discipline that seeks to explain how our mind works.
brain and define its mental patterns, enabling us to gain knowledge of ourselves and
allowing us to change them using certain techniques with the aim of optimizing our
communication ability.

By learning how we process information, we can uncover our patterns and

change them with specific techniques such as, for example, visualization,
reframing, the timeline, the change of history, etc.

Through Neuro-Linguistic Programming (NLP), we gain awareness of language and

importance of its proper use. It gives us the key to communicate effectively in our
personal relationships, and it also helps us break our limitations and achieve deep and
durable changes in us.

PNL in detail

What is Neuro-Linguistic Programming?

Neuro-Linguistic Programming (NLP) is a dynamic model that attempts to explain how

how the human brain works and how we process the information that comes to us from the world
Around. With neurolinguistic programming, one discovers how a human being communicates with themselves.
same and with its environment.

In this way, by learning how we process information, we can discover our

patterns and change them with specific techniques such as, for example, visualization,
the reframing, the timeline, the change of story, etc.

Origins of NLP
It was developed by Richard Bandler (computer scientist and psychotherapist) and John Grinder (professor)
university linguistics) in the 70s, at the University of Santa Cruz in California.

They wondered why there were teachers who had full classes and their students ...
I loved attending, while others, with the same level of knowledge, did not convey and did not achieve such.
successful attendance. To find out the reason for this situation, they started to 'model' people
who were "excellent" in their profession, extraordinary communicators and therapists, like Virginia
Satir,pionera enTerapia Sistémica Familiar; Milton Erickson, creador de la hipnosis Ericksoniana,
pioneer in Clinical Hypnosis; Fritz Perls, Creator of Gestalt Therapy and Gregory Bateson,
anthropologist and pioneer in social and verbal sciences.

Through this research, they started to systematize the similar mental patterns and
they identified, in that group of people, patterns of excellence so that they could be used
by any other person and obtain, in this way, similar results.

This discipline was called Neurolinguistic Programming for the following reasons:
Programming: for mathematics and cybernetics, because we are programmed by our
memories and learnings, from our experiences and beliefs. We have mental programs and
behavior patterns.
Neuro: for neurology, because we can deactivate these programs executed by networks
neuronal and activate other more positive programs.
Linguistics: due to the importance of the use of language and its linguistic metamodels (system of
Questions that allow for a deeper understanding of the person and their patterns.
They used the modeling technique - the observation and systematization of processes to recreate.
these specific success behaviors. They systematized the patterns to ensure that anyone
a person can learn them and achieve similar successful results.

The linguistic metamodel of NLP

Bandler and Grinder wrote the first NLP book in 1975, "The Structure of Magic," in which
they developed their theory of the aforementioned Language Metamodel (a series of patterns
basic syntactic structures that identify expressions of verbal communication that can limit
our reality).

This metamodel, also called precision model, will allow us, through language,
to deepen the understanding of the person and their mental map, it consists of 12 patterns that
divided into 3 categories:

Omissions,
distortions and
generalizations of the information.
Omissions
We are selective and pay attention to some of the information and discard another part that
we believe that it is not important.

Distortions
We understand information according to our own map and often we change it and the
we misunderstand.

Generalizations
We draw general conclusions based on past experiences to understand reality. They are
the foundation of basic learning processes.

Representational systems
From the perspective of Neuro-Linguistic Programming, there are 3 ways to perceive the world.
and process the information, which are called representation systems. These are:

Visual: corresponds to people who pay special attention to visual details and, therefore,
your memories take the form of images. They need the visual contact of your interlocutor and since
his thoughts emerge in the form of images, they tend to speak quickly and frequently jumping
quickly changing the subject. (Circular system).
Auditory: in this case, auditory people tend to remember words and sounds better, thus
that their own language is influenced by auditory terms. (Linear system).
Kinesthetic: this system is used by people whose memories come from sensations.
(bodily, taste, olfactory, tactile,...) and therefore, they use physical contact a lot. In this case,
as in the previous ones, their own language is influenced by terms that represent
sensations. (Network system).
Although we usually use all our senses when processing information, we have a system
preferential representational, that is, we think using, to a greater extent, one of the three
previous systems. This is the foundation of our Map of the world and our communication.

When we understand what representational system another person is using, we will be able to
communicate better and adapt to your language (verbal and non-verbal) so that everything is easier and
fluid.

Operational presuppositions or paradigms of NLP

NLP is based on a series of presuppositions or paradigms (beliefs) that if we take them...
as if they were true, they help us optimize our reality and our relationships with others
others.

There are numerous assumptions or paradigms, and depending on the author, they give more relevance to
some than others. In my opinion, the most noteworthy are:

The map is not the territory (that is, our model of the world, which we have created through
our senses and language correspond to a partial and personal representation of the
reality).
Mind and body are part of the same system.
A person cannot not communicate.
People have two levels of communication: conscious and unconscious.
All the information we receive goes through the five senses.
To know the answers, it is essential to have clean and open sensory channels.
All behavior is oriented towards adaptation.
We accept the known more easily.
The value of your communication lies in the response you receive.
The most flexible person is the one who has the most influence over the system.
Rapport is the meeting of people in the same model of the world.
Every behavior has a positive intention.
People have all the resources necessary to make any change they desire.
If what you have done so far isn't working, do something else.
There are no failures or mistakes in communication, only results.
Change produces changes.
Si es posible para alguien, es posible para mi.
The importance of connecting with the interlocutor: rapport
Rapport is a basic tool within the techniques that comprise NLP, and that have
what to see with generating good harmony and connection during communication with another person.

This technique, therefore, allows us to try to influence our interlocutor to provoke that
good connection and empathy that promotes the communication process and a feeling of comfort
from both sides.
To achieve that rapport, we utilize a multitude of aspects such as, for example, breathing, the
gestures and body postures, the tone and speed of voice, the representational systems
(visual, auditory, kinesthetic), expressions and facial movements, distance, ...

We must divide this process into two steps:

Calibrate
To accompany
First we will calibrate bodily, paying special attention to:

the breathing
the gestures
the postures
define what representational system our interlocutor is using (we observe their
eye movements, the characteristics of the voice, the structure of the message, the predicates, the
perceptual position, ...).
When we have all the data, we move on to the accompaniment:

Corporal: direct or mirrored

Predicates of the language
We use the representative system that you are using.
When we synchronize, we must do it with subtlety, learning to observe the micro
movements and behaviors of the person to be calibrated (observed). Rapport is established when
we synchronize our nonverbal and verbal language with the person in front of us and that
we want you to modify something (we have a specific objective, or the person themselves has it if
we are in, for example, a Coaching session and it is a client), when we change
subtly our language, the other person also changes it, that means that rapport has been
established.

To verify if the rapport is working, we can change our body posture.

Subtly, for example, crossing your legs to the other side and checking if the person still follows.

Uses of NLP
With NLP we can make deep and lasting changes.

Nowadays NLP is used in many personal development techniques such as Coaching, and in many
areas of daily life such as in Human Resources processes, sales, conflict resolution,
in education, etc.

More in Healththerapy:The link provided does not contain any text to translate.
How can I benefit from this model?
There are many people who have found their purpose in life; by using the techniques,
Many of them have learned to question their limiting beliefs, generating new ones.
possibilities, new ways of understanding their environment and their reality; they have learned to communicate
better with others and above all with themselves.

What is it for then?

To reorder beliefs. To transform limiting beliefs into empowering ones.

Allows to accelerate the achievement of the objectives.
Possible to handle the states interns.
It intensifies our innate ability to continuously learn new things.
Let us discover the relationship between our thoughts and the way of doing.
the things.
We learn to alphabetize our emotions, that is, attending to each of our
states internos.
With NLP, profound and lasting changes can be made.

NLP is not a set of fragmented or compartmentalized tools. It is part of a

unique set, where each tool is used at the moment it is deemed necessary,
understanding the global action to be taken and the final objective. Nowadays, this model is used hand in hand
of Coaching and in many processes of Human Resources, sales, conflict resolution, of
therapy and in education.

The type of life we have today is the result of the decisions we have made in the past.
Similarly, the life that will be lived tomorrow will be the result of the decisions made.
today. Therefore, a special benefit of NLP is the ability it provides us in decision making
decisions in our daily lives.

All of this is very good, but... how can I apply NLP to sales?
The answer lies in its own definition. Thanks to NLP, you will be able to
to model the behaviors of excellent salespeople and commercial agents, those who
they have above-average results, and apply their behaviors and sales processes to your
own process. In this way you will achieve a model of commercial excellence.
In addition to this modeling process, there are other patterns of excellence that both Grinder
like Bandler modeled excellent therapists. These modeled patterns are
easily applicable in a sales process. Here are some of them:
• SMART method for good objective [Link] to this method you will be able to
properly formulate the necessary objectives to achieve the desired results.
on occasions, wording them correctly is the difference that makes the difference, between the
success or an unexpected [Link] here to learn more about the SMART method.
• Anchor for state changes. This pattern consists of acquiring the appropriate state.
to undertake any task, whether it is public speaking, negotiating, or selling to a client
difficult. Through anchoring, at any moment you can retrieve resources such as the
tranquility, fluency, communication skills, etc. Once the state is acquired
suitable, you will be in a position to tackle the task with a greater likelihood of success.
Imagine being able to control your nerves before sitting at an important table.
negotiation or during a business visit to a difficult client. What would the outcome be?
So? It is already known that attitude is sometimes more important than technique itself.
for sale.
• Perceptual positions. It consists of an empathy exercise. With this exercise, you will be able to
predict what your customers feel and think. You will be able to predict what their
main objections, so that you can anticipate and prepare them in advance of the visit
commercial. The perceptual positions are a very powerful dynamic to help you
prepare for a negotiation before it takes place. Imagine predicting and
anticipating the possible needs and blockages that the person you are going to have may have
to negotiate.
• Representation systems of your clients. Thanks to perceptual systems, your
clients perceive reality in their mind differently. This reality is composed
from previous experiences with the product or service, imagined experiences, the
information about your sales presentation, current perceptions regarding the service or product,
etc. Adapting to their systems of representation will help you have a more effective communication.
efficient with all of [Link] to learn more about representation systems.
These are just some NLP patterns, but there are many others that can also be
apply to sales processes. Little by little, I will be sharing them.

Other tips on NLP sales

The initiative"Institute of Business" We summarize how to 'program the brain' and positively influence
our interlocutors. Take note of these 7 tips or advice to successfully apply NLP in sales and get started.
to achieve results:
• Words generate reaction: the use of certain words can evoke feelings.
negatives or positives in our interlocutor. You must be aware of that impact and learn
when is the best time and the best tone to pronounce certain terms.

• Be mindful of the words you say to yourself: try to make them boost your confidence.
One of the key aspects of NLP is that it helps us change ourselves. With it,
we must take advantage of it to realize when we can be influencing ourselves
same in negative form, and how to self-motivate.

• Improve your relationship with 'no': as you increase your skills, they will
increasing the "yes" against the "no". However, you should not be afraid of the negatives. Start
por reformular tus frases y ve eliminando el "no" de tus pensamientos.

• Regulate your non-verbal communication: our tone of voice should be clear, positive and show
interest. We must develop a natural tone of voice that conveys confidence and calm.
be calm without falling into speaking slowly. Also, take care of your body language so that it aligns.
with your message.

• Create the moment to sell: to sell, you must create moments that facilitate the close.
from sales, both online and offline.

• Stay attuned to paralanguage: reading your interlocutor's body language is key to

find out what situation he is in or how he is [Link] to himbut don't neglect his
expression.

• Develop your sales strategy: work on your own strategy. To do this, analyze your
own message: how you speak, your body language, your tone of voice, etc. This way you can incorporate the
NLP techniques for sales to your tactics and leverage them to achieve your goals.