NLP Podcast Extract : Dexter Moscow on Presentation

"A really good presentation is really like any good story. It should have a beginning a middle and an end. It should be impactful and I suppose open with a really strong message. "

"And a strong indication of who that person is, and to end with a call to action if that’s what’s required."

"The first thing that I would do – because we’re led to believe that public speaking is one of the most fearful things that we will do in our lives. So I would lend from your experience, and I would ask people to visualise the positive outcome of this presentation and see people in their mind applauding and congratulating them on a fantastic presentation, and saying ‘what a wonderful message! We need to go and do something!” So not just about presenting, but really making it impactful, making people take action – so that’s the first thing I would do, if fear is an issue."

"Then I would suggest that they really plan, and rehearse – begin to think about what they need to say and the message that they need to convey. "

"Well, it’s a bit of self advertising here, but because of my years of experience working in television and also pitching people business as well I’ve developed what I call the ‘seven keys to perfect communication’ and the perfect element is an acronym that when you have those seven keys you will be successful, and I can explain that a little bit more if you wish to.

"Perfect, as I say is an acronym that stands for the key elements that I believe a presentation should contain. I’ll just run through them very briefly for you. "

"P stands for Personal Impact, so that means what will we look like and how we sound when we first stand up."

"The second element, the first E, if you like, is Emotional Connection, when we make an emotional connection with people, we show who we are, we tell stories about ourselves – then that really creates a connection with you and your audience, whoever that audience might be."

"Then the R is the Right to Talk, really what we’ve done in our lives – will give us a right to talk in our subjects, or to motivate, or to explain to somebody that what we do is what we believe is right. "

"The F stands for Facts. Because after initially we’ve made that connection with somebody, we have to give them the facts, we have to tell them what we’ve succeeded at, the bottom line figures if you like. If we’re in a business environment, what we’ve achieved in terms of percentage, various elements like that."

"The next E is an Encapsulation of what we do. We live in a sound-byte society, so people don’t want lots of information thrust at them. They want it packaged. So if you can encapsulate what you do in key phrases, we see it all the time, Nike has ‘Just do It’, ‘Finger Licking Good’ we see it all the time – Or Coke ‘The Real Thing’ when we encapsulate a message, and if we can make an emotional connection with that message as well, then that can be really effective."

"The next element of perfect is C, standing for Credibility. That could be testimonials, that could again be relating facts, but in a much more personal way. So our own personal credibility."

"And the last element of perfect T, which is The Company, our company, what we’ve achieved, and the companies that we’ve worked with, and the people that we’ve worked with."

Read of listen to the full Dexter Moscow transcript and podcast on Presenting.

Our index of Presenting podcasts and books



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

NLP Podcast extract ; Richard La Ruina on Seduction

"I'm currently a fulltime trainer, I train men in how to be better with women, and we do this in a different way to life coaches and other people, we actually train guys in practical, usable techniques."

"We demonstrate for them on women and we actually take them out and hone their skills until they're able to do the things that they come to be able to learn - for example getting dates, getting numbers, being more attractive, we'll give them a guide to fashion, we'll work on them in every way."

"And as well as doing that I run the business, I've just written a book the book that you're talking about 'The Natural Art of Seduction'. My background is that I was actually very bad with women myself, and I had to learn all of this stuff from scratch. I was someone that was bad socially, I was painfully shy, I was an introvert, and I was kind of stuck in a rut - I didn't have the ability to make friends, and I didn't have the ability to socialise, and of course I didn't have the ability to meet women, get them attracted to me, get dates, to be interesting on dates, and all these things that are very important in having a happy love life."

"I think a lot of guys have heard of Ross Jefferies, and I did actually see his materials a while back, he does NLP for seduction basically - and I was studying NLP, the old Bandler and Grinder books and those sorts of things, but I didn't actually take it seriously, that wasn't the turning point for me."

"The turning point for me when I met an American seduction-guru by chance in Leister Square, and he recommended some books and websites, and that started my journey. At first it was just six months of just staying in my house and reading books and watching videos and listening to audio, and after that it was applying that in the real world in London."

"The basic idea is based on the type of customer I get and just the problems that I normally encounter when I'm teaching someone. These are normally guys that are interesting, they're nice guys that would make a good boyfriend, and they're unable to demonstrate that to a girl in the first few minutes - they start the conversation in a boring way, they ask lots of boring questions, and they're very low energy - and it makes them very hard to get started, to get the good first impression."

Read of listen to the full Richard La Ruina transcript and podcast on Seduction.

Our index of Seduction podcasts


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

NLP Podcast Extract : John La Valle on Hypnosis

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.

"I have to tell you – years and years and years ago, oh gosh, I must have been twelve, or even thirteen – something like that – I was fascinated by the idea of hypnosis, and I remember seeing those little ads at the backs of comic books and things like that, and the guy with the darts coming out of his eyes and the hypnotron wheel, and I remember seeing those and thinking ‘whoa, this stuff looks really cool!’, and so I learned hypnosis and all of these things. Of course I was only young at the time so didn’t really get into it, but it really peeked my interest, that far back. "

"And then a friend of mine, I forget how old I was, I might have been maybe in my twenties, early twenties – maybe I was twenty years old or so – and I’m happily talking to a friend of mine, and happened to mention that I was interested in some hypnosis, and learning hypnosis and what it was about, and he told me that he was actually doing hypnosis, which I really didn’t have any idea that he was. And he sent me one of these self-hypnosis cassette tapes. "

"So I immediately plugged it in. And I was fascinated. I went into an altered state and was able to program myself based on the instructions on the tape where it said ‘at the end of this tape if you want to stay in this nice relaxed state’ or whatever it was ‘or if you want to relax for another ten minutes past that, or to tell yourself that’ whatever, and it happened, and I was really really amazed that I could give myself a set of instructions in a deep altered state and it would work."

"I’ve been able to relax better with it, I’ve been able to reprogram myself better with it, I’ve been able to do all kinds of things, I guess. I’ve learned a lot of things over the last twenty years or so. One of them being that just about anything is possible in trance, and so if there’s something that people want to try out, is that they ought to try it in an altered state and the altered state by the way, is really a chemical state change that we produce in our brain – now I do think it’s about exquisite communication, I believe hypnosis is going on all the time. That’s how people change beliefs, they could be watching TV and watching the news, getting hit with so many things of the same topic, and also they’ll be hit with something that they then realise is true. "

"So I really believe that it’s going on, I believe that it’s going on all of the time. So for me it’s been a way for me to go in and reprogram some things that I’ve needed to reprogram for myself, even to learn some things, and more than anything else to learn to relax when I want to."

"Well, you know Michael, when I look at it, there are a couple of things – I said earlier that I really believe that hypnosis is exquisite communication which is really going on all the time, I think that the main use that most people think that it’s for is for therapeutic or coaching types of activities, things where they want to change personal behaviour. But the fact is, I believe that it’s really going on and being used in the mainstream by media, by politicians and things like that, whether they know it or not – so the only other question is – if they don’t know it, than they ought to, and if they do know it there’s more than that many uses for it."

"So I hear lots of people making distinctions where they want to know the difference between the conscious and the unconscious mind, which of course don’t really exist in an abstract sense, but to me they do exist in terms of how much activity is going on. So conscious is what we’re aware of and unconscious it what we’re not aware of. But everything is really going on, so my thought is, if they’re consciously aware of what’s going on then they know, and if they’re not, it doesn’t mean that these process’s are no longer occurring."

Read of listen to the full John La Valle 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 : Andy Preston on Cold Calling

Andy is an International Expert in Cold Call Techniques, Objection Handling, Getting Past Gatekeepers, Making More Appointments, and Sales Motivation.

"Cold Calling, to me, is where you have to make an either telephone call, or face-to-face visit, to people that you don't necessarily have any contact with in the past - that aren't likely to remember you, that aren't likely to have had any contact with you, that might not have any idea who you are - and it's a very cold introduction, IE, there's no warmness to it, there's no prior contact, and I'm expecting there to be some resistance in having them engage in conversation with you."

"Well, it's an interesting question Michael because I know a number of my clients, because of my background and success in sales, they come to me because I help to differentiate themselves from the competition. So a lot of the work that I find myself doing these days is in companies having a similar product or service to other companies, be able to differentiate themselves between those companies and therefore get the business."

"So I've become quite a big fan of doing something different, and if every single person is doing things one way, I like to be a little bit contrary and do things a little bit differently. While, certainly when I started my sales career fifteen years ago Cold Calling over the phone, Cold Calling face to face, dropping in on people - was commonplace - it's become less popular, or less cool to do it, particularly with the advent of the Internet, or Internet marketing by sending emails."

"So I think that it's not quite a lost art yet, but a lot less people are doing it. So therefore all of the people that are still doing it are getting very good results."

"Well I actually started off life, quite bizarrely as a professional buyer, which I think gives me a very good insight into why people buy, why buyers almost beat up salespeople and business owners, because it gives me a lot of advantages in the psychological negotiation side"

"I then started off at cold calling over the phone and the top appointment maker for every company I ever worked for, I then did cold calling face to face, in one situation for commission only, which is very hardcore. And then became not only top salesperson in my company but also top person in the industry in what I did. Then as companies do is duly promote the best salespeople to sales manager and sales director"

"So I lost my data range, got very bored of the frustration managing paperwork and moved into sales training, cold calling training, particularly because most of the people that were hiring to train my team were not experienced in sales, some had never been in sales, some had never picked a phone up in their life."

"How on Earth can I bring you in on thousands of pounds per day on teaching my team how to sell, when you've never sold yourself?'' It was very, very strange - and I find generally, that there is not many people who are good at cold calling, there are not many people who are good at training people how to cold call, and there are certainly very few people who are good at both.

Read or listen to the full Andy Preston transcript and podcast on Cold Calling.

Our index of Sales podcasts


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