Introducing NLP

VISUAL

AUDITORY

KINESTHETIC

VISUAL

AUDITORY

KINESTHETIC

NEUTRAL

OLFACTORY

GUSTATORY

VISUAL PHRASES

AUDITORY PHRASES

KINESTHETIC PHRASES

OLFACTORY AND GUSTATORY PHRASES

Elicitation is the word used in NLP to describe the process of guiding someone into a particular state. This is an everyday skill under a different label, for we are all greatly practiced in putting people into different moods, or bringing them out of moods. We do it all the time by our words, tonality and gestures. Sometimes, however, we do not elicit what we want. How many times have you heard a phrase like, “What’s the matter with him, all I said was …” (View Highlight)

The simplest way to elicit an emotional state is to ask the person to remember a past time when he was experiencing that emotion. The more expressive you are, the more expressiveness you will elicit. If your voice tone, words, facial expression and body posture match the response you are asking for, you are more likely to get it. (View Highlight)

A stimulus which is linked to and triggers a physiological state is called an anchor in NLP. Other examples of naturally occurring positive anchors would be favorite photographs, evocative smells, or a loved one’s special expression or voice tone. (View Highlight)

Metaprogram Summary

Selling is often misunderstood, like advertising. A popular definition describes advertising as the art of arresting human intelligence long enough to get money from it. In fact, the whole purpose of sales, as the book The One Minute Sales Person by Spencer Johnson and Larry Wilson puts very eloquently, is to help people to get what they want. The more you help people to get what they want, the more successful a sales-person you will be. (View Highlight)

Framing in NLP refers to the way we put things into different contexts to give them different meanings; what we make important at that moment. (View Highlight)