What is NLP?
At its base level, neuro-linguistic programming is a way of changing someone’s thoughts and behaviours to help achieve desired outcomes for them.
Developed in the 1970s, by Richard Bandler and John Grinder, they believed it was possible to identify the patterns of thoughts and behaviours of successful individuals and to teach them to others. Its use has become widespread, and over the last 15 years, particularly in sales.
NLP is a powerful sales psychology that is made up of the three most influential components that create the human experience:
- Neurology: Controls and regulates how our body functions
- Language: Determines how we interact and communicate with other people
- Programming: Determines the types of models we create in the world and how we view certain things
A central feature of NLP is the idea that a person is biased towards one sensory system, known as the preferred representational system or PRS.
This preference can be detected through language. Phrases such as “I see your point” may signal a visual PRS. Or “I hear your point” may signal an auditory PRS. Salespeople trained in NLP can read customers and frame their language and interactions to suit a client’s preferences, and thus influence behaviour.
It allows salespeople to reframe their thinking and language around successful outcomes. It moves them away from the traditional sales approach, to a new level of sales mastery.