NLP offers a range of methods for achieving success through changes in thinking processes, emotions and behaviour

Neuro Linguistic Programming (NLP) began in the USA around twenty five years ago, and can be thought of as a branch of applied psychology, although that is a somewhat limiting definition. This brief note shows you how NLP can be used by taking you through an imaginary morning in the life of someone selling professional services, using NLP to "do it better". (The NLP techniques are in italics).

7.30am. Alarm clock goes off. Think of a forthcoming meeting with a new client. Picture myself getting into my car and going off to the meeting. Visualise the client welcoming me with a friendly smile and outstretched hand. Make the picture bigger, brighter and closer to make it seem more inviting. Listen to client’s voice welcoming me and saying how he is looking forward to our discussion. Feel good and anticipate generating some exciting new business. Hear my own voice in my head saying "This is going really well" (make sure my voice is loud and confident)

8.15am. Get into car and on the way, run into a jam. Use the time to "re-frame" the experience (giving it a different connotation), giving myself time to rehearse what I will say to the client in the meeting later on.

9.00am. Arrive at office. Chair a meeting with three other members of staff. "Dissociate" (imagine watching and listening to myself) in order to monitor how I handle the discussion.

9.45am. On the way to the client, use an "anchor" (NLP term for a signal which can prompt a response) in order to make myself feel positive and resourceful. My anchor is curling the toes of my right foot inside my shoe; as I do this, I remember a time when I felt really confident and the toe movement reminds me of that time. As I remember the time, I take on the posture, breathing and facial expression which I have when I AM confident; the "anchor" helps me bring back, and use, these positive feelings I had at the time.

10.30am. Arrival. Remember the mental picture I made of the client welcoming me. Greet the client in a positive way as a result of believing he will be interested in talking to me. Get a smile and friendly handshake from the client.

10.31am. Meeting starts. Watch and listen for any "signals" which can alert me to his possible attitudes or feelings. See the client sitting back in a relaxed manner and "match" his posture by sitting back a little myself (not in exactly the same position as I only want to reflect his general posture, not mimic him and cause offence. Hear the client speaking slowly and reduce my speed of speaking to match his own. (Matching is an NLP technique which helps create and maintain rapport quickly and easily).

Notice he is saying things like: "We need to get away from the entrenched attitudes which staff have had"; "I want to reduce the number of customer complaints we are getting"; "We want to make sure that any new systems we put in don’t create more problems than they solve." Match the client’s ‘away from’ meta programmes by using similar language patterns. So, I say: "When we put in systems we make sure they don’t produce obstacles; we can help you cut back on client complaints and stop the old feelings staff have had in the past. Using language in this way matches the client’s pattern of wanting things fixed and trying to avoid difficulties; this is more effective than using very goal focused language in this particular instance.

11.00am. Find the client listening and showing interest. Use some future paced language (taking the client into an imaginary future) and embedded commands (instructions, disguised as statements) to help him imagine how things will be when we have worked together successfully; I say: "When you see how effective our approach is, and hear the positive way in which your staff are talking about the changes, you will be able to feel confident and you will know you have made a good decision".

11.30am. End meeting, with client happy about the process and having agreed the next steps to take. Drive back to the office, and use the time in the car to feel happy at another good morning, well spent, thanks to NLP.