NLP Hypnosis Video

NLP Hypnosis Video

Part of out NLP Glossary Video series, this video gives a good introdution to hypnosis.

NLP Training: Choosing an NLP Trainer

NLP Training: Choosing an NLP Trainer

NLP or Neuro-Linguistic Programming is a way to understand your own thinking, values and aspirations. When an individual knows what’s important to them, it instinctively improves their communication and their ability to achieve what they want. Furthermore, it is a holistic set of tools to help you communicate, influence and persuade.

For the right person at the right time, an NLP Practitioner course will have significant positive impact for them and their lives. For this reason, it’s important that you choose your NLP Trainer with care. Here are some important aspects to consider when choosing an NLP Trainer.

READ AROUND:
It’s useful to understand something about NLP in advance of looking for a trainer. Having a basic knowledge about the subject, will make it easier to select the trainer that can deliver what you want to get out of NLP. There are a number of great books available about NLP, so take the time to read around this new subject matter. However don’t be concerned if they don’t make total sense. NLP is a ‘live’ rather than ‘theoretical’ discipline and to many people it only makes sense after they’ve experienced training.

WHAT DO YOU WANT TO GET OUT OF IT?
It’s important that you have an idea of what you want to achieve from your training. Having a purpose will help you get the most out of NLP and help you to find the right NLP course for you – one that will help you to get what you want. A good trainer will help you refine and develop your purpose as they work with you.

ACCREDITATION
It’s essential to understand that NLP training is unregulated in the United Kingdom. On the whole this is a positive thing, because it means that NLP training companies are not hindered by regulation that promotes uniformity and standardization. However, it’s critical that potential clients are able to find out the calibre and quality of their trainer before commencing their training.

To ensure that you don’t end up with a poorly qualified trainer, we suggest that you look for those NLP trainers that have been recently accredited by Richard Bandler and John Grinder, the co-creators of NLP. They’ve both developed NLP significantly over the past 30 years and made it far more effective.

PRICE OR QUALITY
Professional training is measured by the quality of the course content and the skill of the trainer. You need to know in advance whether you want to buy training on the basis of ‘quality’ or ‘price’. Buying on price alone is fine, but don’t expect the quality of training to be in the same league as the more expensive NLP courses.

IT’S ABOUT YOU
NLP is about your development. Speak to potential trainers in advance about what you wish to achieve. The focus should be on you and not the trainer, or in fact about NLP itself. NLP is an enabler to help you achieve what’s important to you.

ETHICS
Another important aspect of NLP training is that you trust your trainer. Your learning will be accelerated if they put you at ease. One of the essential elements in the training relationship is that the trainer allows you to be yourself and has no problem if you hold differing beliefs to them.

NUMBERS
Large training groups are more like a lecture and it’s easier for you to ‘hide’. Smaller training groups require more courage and openness, because you cannot ‘hide’. However, the smaller the numbers, the greater the focus on your own agenda will be and the more potential for a powerful outcome.

CREATE A SHORT LIST
Don’t just choose the first person that you find on Google, instead make a short list of potential trainers. Compare their approaches and speak with them via telephone or email. Assure yourself that you are making the right decision and the best investment of your time and money.

OPEN MIND
Once you’ve chosen your NLP trainer, it’s vital that you maintain an open mind during the training process. The training is experiential and requires that you reserve judgement until you discover the results. This way you can make your own decisions based on the outcome. Some of the most powerful learning experiences occur when what you believed to be ‘impossible’ is revealed to be ‘obvious’.

Resources:
NLP Books
NLP CD and DVD’s
NLP Forum
And include us, NLP Training on your shortlist!


Michael Beale
PPI Business NLP Ltd
Tuesday, 14 July 2009

Achieve Success - Leading NLP Trainer Releases New YouTube Series

PPI Business NLP’s Lead Trainer and Coach Michael Beale has recently launched a series of videos on the website YouTube to help introduce people to Neuro-Linguistic Programming or NLP. The short video clips are aimed at people that are new to NLP or are interested in PPI’s particular perspective on using NLP for personal and professional success.

Michael Beale said, “We wanted to help people to understand in a concrete way what NLP was and thought that the simplest way to reach people these days was through some short videos on YouTube. Many people have heard of NLP, well this is a chance for them to find out more about it.”

Michael Beale has spent the last 10 years using NLP to help other people to achieve personal and professional success. PPI Business NLP works with many high level clients such as Oracle, BT and Astra-Zeneca, but also they work 1 on 1 with many individuals too.

Beale says, “Having worked with many high level clients and seen their staff take great benefits, I wanted to find a way to express the basics of NLP so that anyone, anywhere could listen and benefit from.”

Topics covered by PPI Business NLP’s Video Clips include:

What is NLP? - A Brief Exploration of NLP NLP Coaching – How NLP is used in Coaching and Mentoring What are the Key Skills of NLP? How to turn all States to your Benefit using NLP How to achieve Success through NLP Modelling NLP’s Application to Business Success

Beale added “We hope that these videos will spark people’s curiosity, and they’ll want read more about NLP, or they’ll want to get in touch with us at PPI Business NLP to find out more about learning to achieve success through NLP”.

The first in the series of short clips on NLP presented by Liam and Michael Beale are available at:

Free Video - What is NLP?

The full mini-course is available FREE on:

How to Achieve Success - NLP Mini-Course

NLP Podcast Extract : John La Valle on Motivation

John La Valle is a Licensed Master Trainer of NLP™ & DHE™, who has been in the training & development field for almost twenty-five years and who has brought NLP™ and DHE™ into the business arena for the past 20+ years.

"My name is John - last name La Valle, of course. And I work closely with Richard Bandler, co-wrote a book called Persuasion Engineering with him. And I guess I have been involved in the field of Neuro Linguistic Programming for coming-close-to Twenty Five years now, mostly in business applications."

"I also run the Society of NLP, that's the certifying body."

"That's a big question I guess. Let's see. There are a lot of things that people want to do, and when we talk about motivation, what comes to my mind is "How much do they want to do what they think they want to do."

"If I think about it from a language point, if somebody wants to do a particular activity, how much, or to what degree is their want or their willingness to do that activity?"

"So its a thing where some people want to do certain things, but how bad do they really want to do those things? That's the way I look at it."

"There are a lot of things, and they all work in conjunction with each other. Motivation is an interesting thing - there are certain things, like, are you able to do certain things? Are you mentally capable? "

"I always look at the capability factor - are people able to do what they want to do? And if not they need to go off to learn that. And the second part of that is that they really have to believe that they can do that - but there are a couple of other sub-routines if they will. Its not just that they believe that they can do it, but lets say that they don't believe that they can do it to the extent that they want to do it, and they want to rearrange their beliefs, or enhance their beliefs - and build the belief that its possible for them to do it."

"Firstly they have to have a belief that they can change their beliefs, so they have to have a belief in themselves that they can change what they believe about themselves, or their own capabilities. So they have to have that first of all."

"And the second thing is, that there are these - linguistic structures, really - that people would call them their "Values" or "Their life criteria", basically the things that are important to them, lets say. So where those things are on a list, lets say, would determine how they do a particular activity. "

"I'll give you an example. Lets say that someone wants to be able to run their own business. I would be interested in what is important to them about that, or find out where those things are on their list of priorities, because that's really what motivation comes down to - a list of priorities - so the hierarchy of importance."

"I have a friend of mine who's probably around Fifty years old now, somewhere around there. And he's always wanted to become an astronaut. And lo and behold, the guy has had an absolutely phenomenal career, or should I say careers, collecting very expensive autographs, to marketing things, marketing campaigns."

"And lo and behold, at whatever age he's at now - he's probably about Fifty-ish - he has just passed the first leg of a test to become an astronaut."

"So, it's not like he didn't want to become an astronaut before - he did - but the hierarchy of what was important to him must have been, I'm not sure - If I was to say it was number five or number six on his long number of things that he always wanted to do - he's finally getting around to doing that after doing what he always wanted to do."

"I'm not sure how much that things that are on the outside can effect us. Because to me that is the environment and we can change how the environment will effect you. Obviously if you want to do X activity and it requires one million dollars to invest in, or half a millions pounds - I guess to some degree, you'd have to have access to that kind of money - but that's not the only way to achieve that activity, even if you had to make that investment, there are other ways of getting access to that type of money."

"So I don't know. I am sure that there are things that people perceive in the outside world that could stop them. To me the mind is the last bastion of freedom that we can have. So we could do lots and lots of things if we put our minds to it."

Read or listen to the full John La Valle transcript and podcast on Motivation.

Our index of Motivation podcasts

Liam Beale

Business Development Manager

PPI Business NLP: NLP Training and NLP-based Business Training

NLP Podcast Extract : Vicky Karambatsos-Kitson on Spread Betting and Trading

"My name is Vicky Karambatsos-Kitson. I'm a full-time trader, a independent financial markets trader, and I'm also a trader coach, so I trade, coach and teach and mentor traders to become profitable."

"That's a good question because that's something that people tend to get mixed up quite a lot with, and partly to do with the media. Spread bidding or spread trading is one product, if you like, that a trader can use to enter the market in trade. There are other products like CFDs - contracts for difference - you can by the shares themselves just so share trading, traditional share trading - you can trade in currencies, you can trade in options, in futures - the list is endless."

"So the traders size of account, their style of trading, their objectives and goals financially, will largely determine what's the best product to enter the market with. Spread bidding or spread trading becomes really popular - its still embryonic in the UK, but still very popular - because its brilliant with the people starting with a small account which could be as little as Five Hundred pounds with a broker, it's great for people who are in and out of a trade quite quickly, buying-selling, buying-selling, because the costs are so low per transaction, as compared to traditional shares."

"And the final reason that it 's so popular is that it is completely and utterly tax free in the UK! "

"Yes - so lets compare it with traditional share dealing or share trading because that's what people are really familiar with. So in the share world, to do a typical transaction where you have five thousand shares, that kind of thing, you need something like - it depends on the price of the shares before - five, six, seven, eight hundred pounds just to get into the trade."

"So you need a large account. There are also lots of costs due to the government, its like buying an asset, buying a house - you've got to pay the broker substantial amounts, twenty pounds a go at least t buy and sell the shares for you, the stock exchange - and before you know it, a large chunk of what your profits."

"So traditional share tradings are excellent for people with very large accounts, and I'm talking about people with a hundred thousand and over, and for people who are buying to hold stock, I would say that they're perfect. But for anybody who's got a medium or even a large account, but is going to be trading constantly - buying or selling, three, four, five times a day, if you like - fifteen trades a week, if you like."

"And the costs of the share trade are much, much, lower - negligible in fact - and you've got a massive advantage, which is that you don't pay tax, which you do on the share-trading. "

"Well that's a brilliant question, because it comes to the heart of the matter in terms of whether you're trading as professional or not, and the heart of the matter is risk. Professional trading, if I had to say it in ten words or twelve words, to what is processional and profitable trading, it would be; the measurement, the management, and the utilization of risk, such that it works to your advantage every single time."

"So one of the disadvantages if you like, or one of the challenges, of spread trading, is that its a leveraged product. And what leveraged means, is just like a home loan, or mortgage" - you put in some money - the bank gives you the rest, maybe with a twenty, thirty, forty thousand pound deposit, you've got a one thousand, two thousand pound property that you've got access to much quicker than you otherwise would have been able to - that's leverage."

"Spread trading is also a leverage product - Now that means, you can make money ten times faster and ten times greater - absolutely without a shadow of a doubt - but you can also lose money ten times faster and ten times easier and ten times greater if you re not trained enough."

"OK, lets be really clear. If you were to do a share transaction, and a spread-trading transaction for an equivalent amount - an equivalent underlying share value - the amount that you'd lose on both is equal.

However, because you only need one tenth of the amount in your spread trading account, because it ' s leveraged. To do the trade it feels like you're doing more, it that makes sense - because you've only got a small amount in your account - you can actually lose more, if you're untrained - than what you have in your account."

"However, professional trading is all about, never, ever, ever being in that situation. We risk-manage, every single trade, to a tiny, 1% value of our account. "

"Yes, I would suggest that people start with, if not end with momentum or position trading. I love position trading, because it enables you to trade at the end of the day, outside market hours - you don't need the best PCs in the world or the best broadband connections, or anything like that - you're placing your orders or your trades outside of market hours - there's about five of them a night - and you can expect three or four of those to trigger the next day - you're looking at about fifteen trades a week."

"So it takes about forty-five minutes a night to do this. And what you need for this style of trading is - an OK PC, and I'm not talking about anything more than four-hundred pounds worth of equipment. You might have an analogue connection, it wont matter at all - I'm assuming that most people have broadband at home these days which might be slightly better."

"You need Skype, which is completely free, obviously, over the Internet, www.skype.com You need a broker account, now there's many, many great brokers out there. And I'll give anybody that's interested the contact details of the brokers out there - I need to ask some questions about what their needs are, but I could certainly sort them out with a broker - some are brilliant, some are not so good. You need a broker account."

"And you need at least five hundred pounds in your account, A good size trading account would be about five thousand pounds - about four or five thousand pounds - that you could start without a shadow of a doubt for as little as four or five hundred."

"And I would say, that you categorically need to train."

"Approximately - we tend to train throughout our careers, and it becomes self-funding obviously. I would say probably about two and a half thousand pounds."

Read or listen to the full Vicky Karambatsos-Kitson transcript and podcast on Trading.

Liam Beale

Business Development Manager

PPI Business NLP: NLP Training and NLP-based Business Training

Our index of Making Money podcasts

NLP Podcast Extract : Andrew Wilcox on Online Networking

Andrew runs 'Cabre' which helps other businesses to rapidly capture, organise and publish their knowledge. For example: recording and publishing events from team meetings to large conferences; creating mind maps for presentations, web sites and printed publications; structuring early stage projects and product developments by converting ideas into plans and requirements; training companies and individuals to exploit Mindjet’s MindManager software.

"My name's Andrew Wilcox and my business is called Cabre. It has two purposes, to service the MindManager community and to make use of MindManager in a variety of situations. MindManager is a very comprehensive Mind Mapping software which interfaces with the Microsoft Office world."

"So I retail, I train people on how to use it and then do jobs for people, such as produce Mindmaps that they can take in presentations when they're trying to partner up with new business's - to explain their business in terms of how the new combination would work. Through to taking Mind Mappers to conferences along with video people and audio people and recording the whole event and publishing it on a website."

"I've been connecting with people online for quite a long time. I was looking back on this yesterday - I started using email at work at the late 1980's. I certainly remember arranging to meet people at the pub using the office email system, and they were only next door to me. A similar thing to that, also in the early years I was with Compuserve in the early 90's, I had a modem on the back of my Amstrad portable PC, and found out interesting things like how - what the fingering was for a fife that I bought at a car boot sale, through that process of asking a question on compuserve, inside a music group somewhere."

"The one I have the major strength with at the moment is Ecademy, which I joined in 2004. I also do a little bit of work in LinkedIn and Xing and I'm on Facebook too, but I can't say that I'm very active on it."

"Directly for the business, I get attendees for my courses, and people buy software from me because they've met me on Ecademy, principally and see what I do. I get referrals from clients, I get associates that work for me with my clients. And Ive received lots and lots of advice on sales and marketing and internet marketing, building websites and so on."

"I think it's important, particularly for small business', because we need help! We're operating as individuals or small partnerships, inside those, the individuals and the partnerships, but between those, that experience is often in quite a narrow area - for example my background is in engineering, it's not in sales or marketing. So the more we help each other, the better we'll get and the more able we'll be to take on bigger and better business's with bigger and better clients."

"I think that the first thing is being able to listen. It's not selling, it's listening. it's finding out what other people can do, what other people want. It's then connecting them with the resources that they want - and when you get the opportunity it's about being very clear about what it is you do. understand the message quickly and begin to ask you question about what you do rather than you trying to tell them what you do."

"I think I'd have to say almost any time. it's part of my working day. My network is part of my business, so it's very difficult to differentiate it at some times, and I don't think that I particularly want to. So most of the time I'm working from my home office, but I'm also networking in hotels, in the members lounge of the IoD where they're free wireless, at train stations, anywhere."

"I don't go 24-7, but it's not a 9 to 5. So I'm quite often working on it in the evenings, and have been periods that I've been working very early in the morning but not in the last year - I've managed to stop doing that addiction."

"I think they've got to create a strong profile first of all, because that's the first thing that people see of them online. They should then try and find people with similar interests, because that will be a cozy and comfortable group to start in, because we all have the same language and you'll start to understand the process's and tools that are involved whichever online networking site you're using."

"The next stage would be to start commenting on other peoples blogs, and then doing your own blogs, and then joining clubs, and then forming your own clubs. It's an iterative process, you don't have to do it all at once."

"I think profiles are very individual things. it's not like trying to replicate a CV, where you've seen one CV you've seen them all. Your profile should be different, it should be characteristic of you. So my belief is that you should write it and not get someone else to write it. You might want to take advice from people - and they should get a flavour of your attitudes, the business's you're involved with, your social interests, because someone may want to talk to you about that, and then lead to something else you never know."

"I think you have to be able to type. I was talking to someone only the other evening and he said 'I'm going to make a business now out of teaching people to type because you can see that people are very slow at interacting and that is the method of the keyboard - you can use ink, you can use voice-to-text, but predominantly it's typing. So if they're going to get going, just brush up on your typing skills."

"I think now there's a need to understand some html, and the other things that go towards making up a web page. because you're missing out on the richness that you can achieve. So if you don't understand how to embed your short youtube video onto one of the pages on your site, then you're going to fall behind. So it's important. "

"I don't think it's very difficult. I certainly think it's much easier than learning a new foreign language. Again, you can do it in stage, some people struggle to just add links to what they're writing, others struggle to add images - these are two straight forward things - and you just have to talk to someone that knows how to do it and let them explain it, and they're all out there willing to do that on these social networks."

"if they're talking to me about something, I'm giving them some of my knowledge, because it's pointless it all being locked inside my head - I would prefer it being out there and being used."

"That they're watching me, hopefully. Or listening to me. Or reading me. You have to believe that the rest of the world is actually looking at what you're doing, otherwise it's going to be a rather pointless activity."

Read or listen to the full Andrew Wilcox transcript and podcast on Networking.

Our index of Networking podcasts

Liam Beale

Business Development Manager

PPI Business NLP: NLP Training and NLP-based Business Training

NLP Podcast Extract : Nick Bush on Change Management

"My name is Nick Bush and I’m an independent consultant and I help organisations clarify and organise their strategies and their business transformation."

"I spent around about ten years in working in the area of change management - business reengineering, transforming IT departments, and various other functions - as a consultant, and then for the last nine years I’ve been putting into practice those techniques, whilst working for a large UK telecoms provider."

"I think that’s a very interesting distinction to make. I think we can define a change project as a project in which you’re changing an aspect of your business or organisation over time, and like any project it’s got a start and an end date, and some measures of success. But the distinction between that and a transformational change project is that a transformational change project is one where you’re changing your organisation so it is completely different from the one that you set out with."

"So, if for example, you’re a large telecoms company and you have a legacy of working primarily as a telephone services provider, and then over the years you make the transition to the world of internet and broadband, and then ultimately to IT and home entertainment services. As we can observe in the UK market today."

"I think that before you look at that, a really frank conversation is needed with the sponsor, to really understand if he or she is really up for this. If it’s a transformational change project then it’s immensely easy - and I’m just as guilty of this as anybody else - to underestimate the scale of the effort and investment required to make a major or radical change."

"And also, for the sponsors themselves, they’re very likely to have to go through a rather profound personal transformation because if you’re seeking a really radical way of changing the way that an organisation works, then it’s very likely that whatever’s brought them to this leadership and success that they have today, is probably inappropriate and insufficient to bring them into the new challenges that they’ll soon be facing."

"Yes, I’ve seen this quite recently in the work that I’ve done, the leaders of that change and the leaders of that organisation will talk a good game’, if you like - but it’s very hard for the other people in that organisation to really pick up that anything has fundamentally changed in the way that those organisational efforts are lead from the top. Therefore it doesn’t really filter down effectively to the people who are actually able to put into effect that change."

"I think that there are about five main reasons in total that change fails- I’m sure that if I thought about it some more I could come up with a lot more! But this issue of sponsor engagement is absolutely fundamental, as I said before. And in one project I was running, we did have the ’are you up for this?’ conversation about three months into the project. It was at the point where we had done enough analysis on the problem to articulate the degree of transformation required, and where the efforts really needed to be focused. At that point the sponsor, because of a number of things that were happening to them elsewhere, backed a way from it and took a path that was less radical and less aggressive, and obviously didn’t achieve the results that we thought that they could achieve."

"So that’s the key thing to get right - and then to ensure the sponsor then stays engaged all the way through the process. "

"And again it’s very easy to think that it’s enough to communicate in one way, with people who are effected by the change and not get and listen to their feedback, and indeed not get their ideas about how best the change can be effected within the organisation."

"Another area where things can go wrong is in the area of symbolic and tangible change. People need to see a change effort take effect quickly, or some effect so that even if the overall goals of the program aren’t achieved, then there will be some symbolic or tangible change in the way things are organised. So people say ‘ah yes, we’ve started!’ This is a different era that we’re now moving into."

Read or listen to the full Nick Bush transcript and podcast on Managing Change

Our index of Managing Change podcasts

Nick can be contacted at Open Chord Ltd

Liam Beale

Business Development Manager

PPI Business NLP: NLP Training and NLP-based Business Training

NLP Podcast Extract : Richard Sanders on the Benefits of NLP

"I had a fairly odd introduction to NLP and a fairly rapid one"
"I had been working as a consultant for three or four years and was looking for a way to channel my development, my influencing skills, listening skills, and came across NLP there, really from scratch. So I did the practitioner course as quickly as I could. "

"Having done the first session I realised that I had a number of the skills I needed, in part, already - and then built on that with the practitioner course, and then started to use that directly in my consulting career, and since then in my corporate career as well."

"I think it’s across the whole spectrum of NLP, certainly in language and the observation part that goes with that. I'm definitely aware of the reference system and the language that people use with me and mirroring back. Body language is another area that I'm very aware of, and again using very basic techniques to mirror"

"Some other techniques that come in there are actually around the written use of NLP. Writing reports, writing emails certainly. There's as much of an application there to get people to do what you need them to do, as anywhere else. On some levels you call that common sense for language, but actually a lot of it is picked up from the framework of NLP"

"I certainly don't see it as manipulation. I think in the workplace there are so many barriers in terms of making logical decisions - history and politics, and personal preconceptions about a situation - Maybe you've tried a project before that's failed"

"The way I see NLP is unlocking some of that baggage, or at least understanding it - which can then help people get to the right answers - the logical answers"

"Definitely. I was just thinking about the pictures that I have in my head. I definitely consider myself to be breaking down this big granite block, and the answer's in there somewhere, it's always been there - it's not that you have to create it from fresh, it’s that you’re chipping away at what other people or history has put in place that prevents the solution from being obvious"
"There are lots of examples. Depending on which time period we talk about, you have different projects. So again I'd go into my consulting proofs for some more obvious, less sensitive answers. There are some recently, but they're a bit more sensitive"

"In my history, those projects where you're dealing with highly sensitive issues, where the organisation structure changes, changing of ownership of business's - what NLP has allowed me to do is to get past these individuals who have these big preconceptions about a situation, to help me understand where they're coming from and also the reference system that would work particularly well to articulate to them a different view of the future - or at least to make sense of what they're articulating to me, and kind of play that back"

"So it’s given me the framework to break down some of the less tangible issues, as some people would see them - I actually see them as pretty tangible - and put them into an approach, and work with that approach to get a decision made"

Read or listen to the full Richard Sanders transcript and podcast on NLP Benefits.

Our index of NLP Benefits podcasts

Liam Beale

Business Development Manager

PPI Business NLP: NLP Training and NLP-based Business Training

NLP Podcast Extract : Rory Woolridge on Sales

"And the sales experience really started at about the age of Eleven. I particularly remember an episode of borrowing some plums from a field, and then selling them some hundred yards away from a fruit and veg guy, just under their prices. So that was good fun."

"So I guess Ive been selling for a long time. I'm Fifty Three at the moment. My current joy is to deal with accountants and that's with insurance from tax investigations. So that's a very exciting subject - but there is a need there and I help people fulfil that need."

"Well I think really the key steps, and the first thing of all, I'm sure people have heard of "the blink of an eye" approach, where people will make an assumption about what is in front of them or who is in front of them - so I tend to make sure that in the first instance that I'm fully prepared - I know before I meet my prospect that I understand who they are, where they are - understand a little bit about the company - so that I can be positive from the moment that I walk in through the door."

"So really I think that the first step start prior to my meeting of meeting the prospect, and making sure - dressed appropriately - why I say that is because at one stage I did appliance leasing. Now, had I got onto the farm in a suit, I probably would have been shot, because they probably thought that I had come from the inland revenue. I had to buy some tweed jackets and all that kind of stuff so that I fitted in to the environment that I was actually working in."
So my first step was I said "We'll start with myself and how I'm presenting myself and also the knowledge I have about the company, and probably of the individual."

"I think what then comes next - you have to assume that the deal comes to me - so they feel that they have a need for the product that we are providing in the marketplace. It may be that they have an existing product and they're looking at maybe moving away from that supplier. It may be that they have not had this product before even though its been available for twenty-two years and perhaps they have some questions or some reservations about the product."
"So the next step really is going to be qualification. What is it that they're actually looking for, or what is it that they have at the moment? What is it that they have? What is it that they think is good about what they have? And what are they not so pleased about?"

"Then maybe I can look at my approach from that point."

"It depends on the meeting. Obviously everybody's different, they all need a different approach. The main thing really is information that you can gather - and quite often sales people will forget that they only have one mouth, but they do have two ears - and most sales people will go in on their own agenda to sell what they think is right before actually listening to the prospect and what it is that they actually need."

"I think you then have to agree on the process, you have to agree what the client actually needs - once you've established that and I tend to write things down because I think it tend to make things more powerful - especially for the person opposite you - if you write something down, they will watch you write that - that then becomes important."

"So if there is a specific need I think "Oh good, we can make a good start with that," because that's something that they could really need - and its something that you could then go to later to reinforce, why they should buy."

"So I think really the next thing is getting a full agreement on what it is that they require"

Read or listen to the full Rory Woolridge transcript and podcast on Sales.

Our index of Sales podcasts

Liam Beale
Business Development Manager
PPI Business NLP: NLP Training and NLP-based Business Training

NLP Podcast Extract : Brian Mahoney on Hypnosis

Brian Mahoney is a certified hypnotherapist and master hypnotist who runs Boston Hypnosis. He has trained with many of the worlds leading NLP and hypnosis trainers and practitioners.
"I am Brian Mahoney, I run Boston hypnosis in Boston Massachusetts, over in the US, I do therapeutic hypnosis on a really wide area of issues, mainly behavioural, emotional, although there are some physical issues as well."

"Well, you've got the textbook definition 'a state of highly focused attention - for the purpose of selective thinking' and there's others as well. For my purposes, hypnosis is a state, it's a state for people to get some work done so people can get some things solved for themselves."

"Well, it's kind of interesting. I think with a lot of people in the NLP community my door was Tony Robbins. I did a lot of his stuff through the nineties, as I was in a more traditional business career, and at the tail end of that I began to do some coaching work with some guys that I was managing."

"And I was just wowed by the quality of results that these guys got for themselves, with this pretty basic stuff that I was teaching them from Tony Robins, Dale Carnagy, Steven Covey, so I decided that I liked coaching. and when I left the company I was with I began to do some coaching work and I pretty quickly realised that the type of tools that I had didn't really have the horce power I needed to really help people sort some things out within themselves."
"And I knew that Tony came out of NLP so I decided 'well, I should learn this stuff.' so I went to see John Grinder in London in 2003, and from then it was just a whirlwind of training, with who I think really are the best minds in NLP, and hypnosis. And in 2004 I opened the doors at Boston hypnosis."

"Well from the career standpoint it's enormously rewarding, it's rewarding in the way that every day I get to see people solving major life problems for themselves, or almost every day anyway, and there's a lot of satisfaction to be found in there."

Read or listen to the full Brian Mahoney transcript and podcast on Hypnosis

Our index of Hypnosis podcasts

Liam Beale
Business Development Manager
PPI Business NLP: NLP Training and NLP-based Business Training

NLP Podcast Extract : Stuart Pedley-Smith on the Benefits of NLP

My name is Stuart Pedley-Smith. I work for a company called Kaplan Financial. And what we do is prepare people to sit their final level accountancy exams. And also, more recently look for methods for preparing people for CPD, the continued professional development element of becoming an accountant."

"The qualification in the exam is only one sort of element of training, all professional bodies have become keen to ensure that their membership remain up to date. So all qualified accountants now are required to undertake a degree of continued professional development to keep up to date with their subject."

"I’ve been involved in NLP for the best part of ten years now. And I came to do it by being particularly interested in how you can put words and language together to influence people, also as a professional presenter, with a view to influence so not only would they listen to what I would say, but also they would take action."

"In my job, and in a certain extent in my career, it’s helped me with a framework. It’s provided - the old cliché I suppose is that we’re doing most of these things anyway. It’s provided me with a framework to identify instinctively what works. You get good at knowing what works by watching people’s reaction. But that’s just called experience. What NLP has done for me is that it’s provided me with an analytical structure to make sense of my experience."

"When I did my NLP, I probably sat there- (the course that you do is modular- which was one of the reasons I was keen to do it). I probably sat there for two modules over a period of six months and I probably sat there looking around the room thinking - this isn’t working for me, I’m not sure I’m getting this, I’m not even sure I should be in the room here. But having persevered and stuck with it and then got back for another module, listened to what people said it really came together. "

"I was very pleased that I went through the exercises almost without questioning them first, because I think if I questioned them first, with the way I think about things I would have analysed them to death. So go along, do the exercises, give yourself a break in between. Think about how it could be applied and how it does work in the real world. Go back, and you know, do it over a slightly longer period."

"I think sometimes if it’s rushed you’ll just go out the other end and go, "Oh, I just finished that" and you’ve never really finished. I’ve certainly not finished……. "

Read or listen to the full Stuart Pedley-Smith transcript and podcast on NLP.

Our index of NLP podcasts

Liam Beale
Business Development Manager
PPI Business NLP: NLP Training and NLP-based Business Training

NLP Podcast Extract : James Prior on Benefits on NLP

"My name’s James Prior. I work for AstraZeneca, one of the world's leading pharmaceutical companies. I’m the Organisational Development Partner. My role is really looking after leadership development; it’s also looking after the culture within the business considering where we’re headed as a successful organisation, and looking at the business skills offerings we have. "
"Yes, it’s quite a big role. And obviously I don’t do all that on my own. I have a team of two people as well who help support me in those areas."

"Over the years quite a bit, working up to my Master Practitioner qualification in coaching, leadership development and change management."

"I think it allowed me to really focus on building rapport and relationships with people. And NLP has both allowed me to pick on audio clues and visual clues. To really get a sense of peoples core values and identity. So that we can shape the offerings we have, so that we know that they’re aimed at the right areas that people want to improve."

"I think it’s helped me in expanding my career in allowing me to take on new opportunities. I think in the sense that it’s allowed me to build relationships far quicker than if I didn’t have the skills. But it is also about understanding people. It’s allowed me to specialise in the area that I’m very passionate about - leadership. It has big implications for improvement in leadership in many areas. In building relationships and enabling people to see the benefit of communicating really well."

"My drive and ambition is a big motivator for me. As well as taking responsibility for my own development. I come from a philosophy that things don’t come to you, you have to go looking for them. I work very hard on my own personal development programme. Working hard with external supplies like yourself, and working very closely with the company putting core business cases together. This enables me to broaden my career, broaden my experience and allows me to move on through AstraZeneca.!

"The biggest area for me is listening to people, really listening, in order to understand people on a number of different levels. This includes body language, tone of voice, use of language and beliefs. This has enabled me to be really challenging in some areas. I think people find me challenging sometimes but in the end they see a huge benefit because it allows them to challenge some of their own behaviours and beliefs."

"I’m going to be really honest. I think the first thing I’d advise is just have a go! "
I think from a corporate point of view NLP has sometimes some quite bad press. People don’t really understand what it’s about and they fill in the blanks without ever really trying it themselves.

"So my advice to people is to actually have a go but also speak to some practitioners who really understand it and use it and have been successful. And then go to some taster evenings, like you do yourself, and really explore for yourself what it’s about."

Read or listen to the James Prior transcript and podcast on NLP.

Our index of NLP podcasts

Liam Beale
Business Development Manager
PPI Business NLP: NLP Training and NLP-based Business Training

NLP Podcast Extract : Stephen Gilligan on Hypnosis

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Stephen Gilligan, Ph.D., is a licensed Psychologist practicing in Encinitas, CA. Stephen was among the group of students that gathered around the founders of NLP during its formation at U.C. Santa Cruz from 1974-1977. Milton Erickson and Gregory Bateson became his teachers and mentors.

"I'm a psychologist. I live in San Diego, California. And professionally speaking, for the last thirty two-thirty three years, I've been doing a variety of therapeutic work, coaching work related to hypnotic work. I started out in the late seventies as a student of UC Santa Cruz and I was a student of Bandler and Grinder, I actually met them when they first got together - I was a student of Grinders. And about a year into that they went out and met Milton Erickson and I was just thoroughly taken by what they had brought back, and the next time they went I went with them and met Erickson in 1974 and became a student of his for the next six years until he died in 1980. So a lot of my work has that as a core - Ericksonian hypnotic trance, and a number of other things have become integrated into that over the years, including a lot of stuff from Aikido and Buddhism, and some from other aspects of psychology."

"Well I think it's important to distinguish between hypnosis and trance, most people don't, and it leads to a lot of misunderstanding. So in order to define hypnosis I would first have to define trance. One of the most important aspects of Erickson's legacy was emphasising trance, not as artificial, but as naturalistic, and that is it doesn't come from hypnotic suggestion, it comes from consciousness itself - that it's a natural part of peoples learning states and of their consciousness. I think we could say in the most succinct way that trance is the way that occurs any time that identity is disrupted."

"And of course identity might be disrupted in a number of ways, you might get traumatised, you might be at the end of an identity cycle or a learning cycle in your life. I was just working with somebody for example, that was going through retirement - that you might call the end of a identity cycle for that person. Your identity might get disrupted because of things that happen in the world, you might get married, divorced, you might have a child, your child leaves home, a parent dies, you get ill, you get a new job, you change your residence. Those would be what we call events at the identity level, and it creates a break in the identity box, if you will, that you've been walking around in. "

"So because you need to create new identity patterns at those pivotal points, nature has supplied consciousness with this learning state that we call trance - so trance is natural. And like it or not you're going to go into a trance at least periodically in your path."

"Now the thing about trance I would say, is that it's incomplete. It needs a human context. And so the social ritual is able to absorb it, to give it a container, connect it with some traditions or some patterns that allow something that is that coming up in trance, be made artistically into something that has human value. So another way of saying that is what your unconscious gives you in trance is not complete, it's only half human. so you need someway to be able to absorb it in order to be able to shift it into something that has full human value. And that's why I say hypnosis is one of those ritual processes if you will. If a way that you can safely create a container, and receive the unconscious and at full throttle be able to open to the more primitive, primordial consciousness. and that has some set of tools that you can gracefully, I hope, effectively guide it, into a thing that has a full human form and full human expression. "
"So trance is the experience, hypnosis is the social ritual to guide the experience. "

Read or listen to the Stephen Gilligan transcript and podcast on Hypnosis.

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Liam Beale
Business Development Manager
PPI Business NLP: NLP Training and NLP-based Business Training