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NLP for Business Excellence

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POSTED IN AUGUST 2017 - WRITTEN BY MICHAEL CARROLL

WELL FORMED OUTCOMES

NLP was originally created from NLP co-creators fascina on with human excellence sowing the seeds for
the early NLP modelling projects to emerge

John Grinder and Richard Bandler focussed their studies on extraordinary ‘Change Agents’ i.e. people who
were geniuses at enabling others to transform their lives. Grinder and Bandler had no interest in average
performers, their a en on was firmly focussed on the behaviour of geniuses whose innate behaviours
provided the difference that made the difference in an individual who was considered excellent in their field
of endeavour.

NLP modelling is where the behavioural pa erns of excellence are unpacked and coded in a format that is
replicable for others to learn. The NLP models can provide business people with strategies for high
performance in their professional lives. In this ar cle, I will outline some NLP processes to assist you as a
business person to enhance your business excellence.

NLP as an integrated change model, firmly puts a en on on what is known as a well-formed outcome,
which is like a 3 dimensional goal. Prior to NLP’s coding the performance of high performance ‘Change
Agents’, the major premise of tradi onal counselling was focussing on the problem in order to understand
the problem. This of course does not provide a solu on. I am not saying in the business world we do not
a end to a problem, of course we do, and par cularly the processes that led to the emergence of the
problem. However it is very important we are clear about the outcome, which puts a en on on the
specifics of the goal. There are different levels of outcomes.

You have daily outcomes, which are like ‘to do lists’ and form part of larger outcomes, and then business
outcomes such as sales targets, costs targets and other ‘measurable’ ac vi es that underpin business
ac vi es. A key aspect of NLP outcomes, that I think brought a difference to personal development, is the
visual, auditory and kinaesthe c evidence procedure for knowing how you will know when you have
achieved the goal.

This mul sensory process engages more brain parts than standard goal se ng, thus establishing a reality
of achieving the outcome at the outset. In addi on, if a person is incongruent with the goal, they will have
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direct sensory evidence from the visual, auditory and kinaesthe c representa on of the goal before they
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commence with the goal and realise it is not for them. This creates an opportunity to explore the
incongruence rather than paying lip service to goal achievement without even realising they are kidding
themselves.

Click this link to read a full ar cle on ‘Well Formed Outcomes’

MULTIPLE COMMUNICATION CHANNELS

Modern business is moving at a faster speed than ever before, there is more pressure to get more done in
shorter periods of me. At such break neck speeds and a greater reliance on important communica on
being undertaken electronically, the personal touch can be overlooked. In NLP, we consider
communica on to occur in three primary channels which map the neurological processes occurring in the
brain.

One NLP premise is a human being does not operate on the real word but a map of the world. So whilst we
as humans, are absorbing masses amount of data through the senses, we consciously will be aware of only
a small por on of that data to form our map of the world. Our internal representa ons (thoughts) will be
constructed of visual, auditory and kinaesthe c elements, these we refer to as channels or representa onal
systems.

In any interac on be it a sales presenta on, coaching session, nego a on, the person you will be
interac ng with, will be adap ng to you by experiencing your communica on in the different sensory
channels (visual, auditory kinaesthe c). It is likely that one channel will be dominant in any given me, and
there will be a sequence of channels for gathering informa on to make decisions.

A business person trained in NLP can track the channel moment to a moment another person is using
internally and thus the communicator can adapt their language to match the sensory process the recipient
is using in that moment, or is more dominant in.
So when the other person is in visual mode, the communicator will use visual orientated phrases, such as
‘let’s focus on the big picture’, ‘you have a bright future’, ‘that is a foggy idea’ and so on.

Exactly the same message can be communicated in different words in the other channels, for example in
the kinaesthe c system you can say what was said above with the following phrases ‘let’s pay a en on to
the broad founda on’, ‘you have a solid future’, ‘that is a clammy idea’. It is important to add that each
channel has a different set of tonal and physiological accompaniments. You can find out more about this in
the next sec on

NON-VERBAL COMMUNICATION
Albert Mehrabian, Professor Emeritus of Psychology, UCLA conducted research into what the rela ve value
language and non verbal communica on has in the context of face to face communica on. Mehrabian’s
research was conducted in the se ng of emo onal communica on on whether people liked or disliked a
person or situa on. The values of the communica on are listed below:
So a person could say ‘I really like you’ whilst shaking their head, the head shake will have a greater value in
communica ng the underlying meaning of dislike. This research can be generalised to other communica on
contexts although the values may change. From my observa on, the body language and tonality definitely
carry more weight than just the words. A business person knowledgeable in NLP, is trained to detect
discrepancies in verbal (the spoken word) and non-verbal communica on, this skill is called calibra on.

The example above when the person makes a statement of liking another whilst shaking their head, is an
obvious act of incongruence. In everyday business, the non-verbal cues may be more subtle, but will be
massive indicators of hidden meaning. By calibra ng the hidden meaning through observa on of body
language and tonal pa erns, could be the difference that makes the difference in major transac ons going
ahead or not.

In the paragraph on mul ple communica on channels, I wrote about how to use visual, auditory and
kinaesthe c language to increase influence, rapport and connec vity. The VAK words you use will be
further enhanced by the non-verbal communica on that accompanies the words, as is documented in the
paragraph above. By applying the non-verbal structure to visual, auditory and kinaesthe c language you
will increase further the effec veness of your message and depth of rapport the other person will
experience through your communica on.

NON-VERBAL STRUCTURES:
Visual – people in this mode, are making lots of internal images and movies looking up when doing so.
They tend to talk quickly and have a higher pitched voice than the other modali es, breathe from the top
of the chest, have shoulders upright and point a lot. They will use words that represent imagery – focus,
colourful, imagine, big picture.
Auditory – in this mode, people are hearing their internal voice, and construc ng the voice of others as
well as paying a en on to other sounds associated with an experience, looking sideways when doing so.
They tend to talk at a mid speed, breathe from the middle of the chest and annuncia ng their words. Some
will have a large tonal range in their everyday communica on. They will use more words that represent
sound – hear, tune into, resonant, ring a bell, orchestrate.
Kinaesthetic – in this mode, people are paying a en on to their internal sensa ons and also how things
feel. Feelings are slower to experience than sounds or images, so in kinaesthe c mode, people talk tend to
breathe from the diaphragm and talk more slowly. Their shoulders are rounded and the voice will be deeper
in the individual, than when in the other modes. In kinaesthe c mode, people will use language that
represent touch or sensa ons – gut feeling, get a handle on, get a feel for, solid.
Click this link to read more about Multiple Channels’

Business excellence is measured in many different formats, in this ar cle I have presented three NLP
processes to develop high performance in business.

Well formed outcomes focus the mind to achieve goals, communica ng in different channels enhances
rapport and enables a business person to succinctly put their message across. Non-verbal influence enables
a communicator to reach into and apply tonality and body language which can represent up to 93% of
communica on, ensuring messages are congruent and experienced deeply as well as calibra ng other
people’s communica on for congruence or incongruence.

About The Author

Michael Carroll is the founder and course director of the NLP Academy and co-founder with John
Grinder and Carmen Bos c St Clair of the Interna onal Trainers Academy of NLP.

He is the only NLP Master Trainer in the world cer fied by John Grinder and Carmen Bos c St Clair
and he works closely with them in developing and delivering high quality NLP training.

COMMENTS

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Kelly Wieninger
here seems to be an error on the website
Like · Reply · 13w

Linda Nicholls
Did anyone proof read this document in the last few years, first impressions are important
Like · Reply · 6w

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