1. What is Neuro-Linguistic Programming (NLP)?

NLP is an attitude (a way of thinking), a study of excellent performance (modelling), and a set of tools that enable change on an individual and organisational level.

NLP is an outcome-focused, functional model of human excellence. The test of any model is the results it produces when applied.

Through NLP modelling, an individual can acquire new skills in an accelerated timeframe. By understanding the relationship between how we think (Neuro), communicate (Linguistic), and how we do what we do (Programming), it is possible to reach our true potential.

In the business context, the evidence for NLP exists in numerous case studies. These demonstrate breakthrough change and quantum leaps in business performance. The actions of an organisation’s employees are crucial – they shape its results and affect its ultimate success. These human actions and behaviours are performed within the unique environment of every workplace. By using NLP, the values, direction and culture of an organisation can be aligned, thus empowering employees to perform at their optimum.


How can NLP be applied in business?

Through modelling in the business world, a number of NLP applications were developed. These included sales skills, business communications, negotiation skills, meeting management, presentation skills and speaking techniques.

As a result, the misconception arose that NLP was related to effective selling or public speaking. In fact, the descriptions of various capabilities developed by NLP practitioners are the output of the NLP methodology, not the methodology itself. The United States has been the front-runner in the use of NLP in the workplace. Its techniques are used extensively by corporations in a variety of applications. As early as the 1980s, companies such as American Express employed NLP in their call centres, achieving extraordinary sales success.

The field of NLP has evolved continually since its inception in the early 1970s, and it will continue to expand. Skilled practitioners in the NLP community develop new applications using NLP methodology every year.


The benefits of NLP

The four major benefits of NLP are related to the skills it helps to develop.

These include:

• Excellence in communication.
• Thinking skills (cognitive strategies).
• Skills for self-change and personal choice (personal evolution).
• Basic skills for modelling behaviour and capabilities.

Following on from these benefits, excellent communicators should:

• Know their outcomes.
• Have sensory acuity (track feedback).
• Have behavioural flexibility (respond to feedback).

Of course, in sales, such excellent communication skills are critical. In addition, through modelling in the field of psychology and sales, NLP has identified a set of techniques that can consistently influence our thinking and the thinking of others.

With NLP, it is possible to influence the mental activity of prospective clients and achieve behaviour change in subtle yet effective ways. When used in a context of integrity and professionalism, it is a powerful and productive sales training tool. It is based on research and it really works!

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