The Power of using NLP’ in Business


The Tremendos Tom Philips shares his wisdom on how the use NLP in everyday Business 

Tom Phillips, great to have you on on our podcast. I've been super excited to do this just because n LP is something I'm really interested in. I know that you are well experienced within an LP, so we're going to be talking about n LP today. Tom Phillips, rather than me introduce you right from the get go, please share some information about you so the listeners can get a better sense of who Tom Phillips is. Okay, can it so? Yeah, we'll see. LP. My Training Company has been around the last twelve years now, so set up in two thousand and eight, prior to that eighteen years and former little bit like yourself, specialize in sales training, which includes negotiating skills, leadership and management training, health and wellbeing more recently, and yet underpinning all of that is my passion, my love for N LP, because it is just the brilliant tool to use in all of those areas of business. And more. Live in Liverpool huge lit bool fans, or she very happy like after last night we finally got to pick up the trophy after well, what seems like an inquiry long season and obviously incredibly long thirty years. Since we want it last and like to keep fair, like Tome a bike when I can all that kind of stuff. So that's me in a nutshell. I think it's vers funny. You mentioned Liverpool. You know I by default I'm a Liverpool Fan because the kids love Liverpool, but I'm not a fan myself. But one thing I didn't notice yesterday because we watched the lifting of the cup and these mirror neurons. You know, the energy that I could sense within myself just from the lifting and a cup was absolutely fantastic. So, Tom you've kindly accepted the invitation to talk about NLP, new row linguistic programming and obviously we have some questions, but I thought it might be youthful just from the get go to understand what your introduction to n LP was and whereabouts you are with it now. So just give us a sense of you know you and your experience with ener. It was a bit of a strange one because one of my last corporate role, when I was head of training in a farmer company, had so many training companies or coaches coming in pitching themselves as NLP trainers or NLP coaches and I was like, okay, I can't know a little bit about n LP. But so what? What difference does it make? And it's all good and well saying you're an NLP trainer, but what if you haven't got an NLP audience? You know, what if the sales goes or the managers that you're training on into an LP? And then what I said to the first come in two thousand and eight and I was going out and I was talking to clients. So many of them said to me, are U N LP qualified? And I was like, what is it with this NLP stuff everybody's going on about? And then whether it was fake Synchronos, see, whatever you want to call it, as mentally, working out in France for a week on a sales conference with one of my clients got canceled literally last minute, about two weeks to go because they just been bought. So had to get paid because that was part of my teagencies and I had basically chunkeren money in my bank account, an empty week in my area. Thought what am I going to do? I know, why don't I go and find out where this NLP stuff that was going on about? So I rang two companies and...

...that had an NLP training course running that week and interestingly, both of them said, oh no, you'll never be able to do the pre learning and as you and I know, that a limiting belief. And I'm like, well, how the hell can you tell me I can't do the pre learning? And then I rang third company, inspire three hundred and sixty, and they said yet come along. So that was kind of where it took off from. I did the course and I thought, yet, I can see how this has got lots of applications in business, particularly for salespeople, certainly for leaders and managers, anybody in leadership management. Rule was absolutely great and I kind of I left it there when I took satin elements and I use them in my training and kind of potted along and then a few years later friend of ours, Chris Cummins, invited me on to his MLP business practitioner course. I went, did that I'll see you with a and I kind of reunited my passion. I thought I forgot a lot of this, so that I think I was a September. The following October I did. Some months later did my master practitioner in London with the man himself, obviously to the bandler. I then was looking enough to get invited onto a mentorship program with Dr Vandl himself. So I've had him as a mental personally for a year, which has been a great experience, and then managed to get onto the training team that works with him in London and the US. So for the last three years I've been helping him out with his seminars and with John and Catholic in the vowel he who are, you know, kind of is is is is chief commanders, if you like, if that's the right words. Plus obviously an incredible team of trainers from right around the world who all are very experienced the lpeople use it in different sectors. A lot of them are trainers, coaches, therapists and so on. So that's kind of my background with N LP. I absolutely love it now. So I use a lot of LP and what I do, whether that's training or coaching, Rom my own n LP training course, is but more on the business side, because I think it's got huge applications in business. I do a bit of coaching around it. I do a little bit of life coaching. I use some of it to help people with things like phobias and anxiety, but the main thrust of it for me is how you use it in business, because it is just so powerful. Whatever role you're in, whatever industry, whatever sector, it's great. Then I was called MLP because, you know, a lot of people don't know what NLP is. So I might go in and talk about the latest in communication technology and people got all that sounds fascinating, whereas if I going to talk about NLP, sometimes I like what the Hell's that? So yeah, that's that's kind of where I am with it now. So that's that's prompted me to beautifully linking to my question, or my next question. That is, you know, NLP, new row linguistic programming. If you Google N LP, there's countless definitions of it. So I wanted to hear from Tom Phillips what is what is n LP? What's your definition of an our NLP that we can all understand and digest? Yeah, it's really good question because there are are many, many definitions out there. And just by the way, if you Google NLP you, the first thing you'll get is natural language processing, which is something totally different. But yeah, you're a linguistic programming. So the way I always trying to explain... is this. We as human beings. We all like computers. We run programs all of the time. We have programs that everything from, you know, get up in the morning and brushing your teeth to having a shower, to pick in the right person to spend the rest of your life with, to choose in the career. We have all of this stuff going on very much at a subconscious level. We've got these programs running. Sometimes those programs are helpful and they help us to be successful in different areas of our lives. Sometimes those programs are unhelpful. So we have programs for things like stress, anxiety, phobias, putting on too much way, smoking, all that kind of stuff. So what N LP allows us to do is that allows us to identify the healthful programs and run them more often, and it also allows us to identify the unhelpful programs and we can either change them or we can delete them. That, I think, is it's pretty much what NLP is all about. Did the other analogy I like is the NLP. You know, your brain is a bit like a compass. If you give it a direction, they will move you in that direction, consciously and subconsciously, and the flip side of that is if you're not giving it a direction. Who is really clear to understand and I think lovely. And it relates to me because you know the whole thing about habits and patterns. We are creatures of habit. I know it's a Cliche, but that completely relates. You mentioned compasses and you mentioned directions and I want to take this in the direction of business really. So, Tom how can NLP help in business? Okay, well, that I mean, there's so many different applications. One of them is, if you need talk about directions, you talk about goals. Everybody in business is familiar with smart goals. Okay, that acron has been around for so many years. And yet there are so many people who, both in their personal lives and their professional lives, set really smart goals but never achieve them. And for me the reason they never achieve those smart goals is there's no emotional attachment to those goals. Okay, they're just very logical, they're very pure, the very systematic. In N LP we talk about well formed outcomes and part of that is making sure that you have that emotional attachment to the goal. So, for a start, if you take a well formed outcome and you attach it to a smart goal or vice versa, you've got far greater chance than actually going achieving that goal, whether that's a business goal or a life goal or both, because quite often those two are very much interlinthding our lives as the tie of other businesses very very much. And then we've got things like the Meta model, which you know, it was created by Doctor Bandler and John Grinder when they invented an LP, which for me is really about listening. It's about listening to what's being said by your customers, by your clients, by your colleagues, by your employees, by your patients if you're in healthcare. But it's also about hearing what's not being said. And so the Meta models great for understanding language patterns. And you'll know as well as I do there are different parts to the metal model. You know, we just start language all the time, we delete language all the time and we generalize language all the time. So once you have that understanding, you can listen with intent to what's being said and what's not being said and then you can challenge it appropriately. So again a classic...

...example is in sales at the customers as well. That's too expensive. Okay, now on one level you'll you kind of assume that the customers talking about your product or service, but actually that may not be the case. So what a lot of sales people do is they jump straight in and they go, Oh, well, it's not expensive and here's my little brochure that shows the price savers of Blah, Blah Blah. But actually you don't know what the customers talking about. So want you understand the metal model. You can then start to pick that apart and you can challenge the customer. So well, if it's too expensive, what are you comparing it to? Because if I'm selling you a Porsche but you've only ever driven in afford or whatever, but of course it's expensive, but where's that was the gap. You know, what are we actually not what are we not seeing here? What are we not hearing here? Does that kind of scenario? The other the flip side than the metal model, is the Milton Model. Milton Ericson was a probably one of the best clinical hitmotherapists that there has been, certain in the last fifty years, and he was so good hypnosis that he could use his language to get patients to, you know, feel better, to heal, to improve, without having to refer to drugs many of the Times. So when you understand the Milton Mode, you can use your language far more exquisitely and far more impactfully, which, again is great for anybody that is involved at a role in communication, and that's pretty much every role in the world along, because unless your lighthouse keeprew worked on his own, then you have to talk to people on a regular basis. If you can communicate more effectively by using something like the Milton model, then you're in a much more powerful position to influence people, help them achieve what they want to achieve and then, by extension of that, you help you get to achieve what you want to achieve as well, whether that's a sales target, whether it's the outcome of a project, whether it's getting a patient to improve their health. There's just so many great applications that come from it. Yeah, and I'm glad you mentioned that. You know the Meta model. Um, you know every day is a is a learning day Tom and you know I've just started to read the structure of magic, so a lot of what you're talking about really does resonate. You also mentioned, you know, there's the scenario of someone working in a lighthouse and it that got me thinking that NLP is absolutely applicable to communicating with other people, but it's also, for me, about a communicating with yourself and and the messages in the stories we tell ourselves as well. So let's but let's focus, let's continue the focus on the business side of things. So you've explained how some of these language patterns can help us den with it deeper to really understand what people are communicating. COVID has certainly got meat to challenge myself about how I can modify, adapt flex my business and I know that many of the people I've been talking to have been inspired and thought of the opportunities around this time, and lots of you have been talking about talking to have been talking about the prospect of starting a business or expanding their existing business. So what can you tell us about NLP within the...

...context of maybe either setting up a business or maybe enhancing what you've already got? Again, I think there are so many different applications because a good understanding of NLP and a lot of the techniques and the methodology that come from an Ol people hoping to be more resilient and you definitely need to be resilient. If you're going to set up a business or if you've got a business and you've survived the last three months, you really need to be resilient. So there's lots that comes in there. Again, if you think about you know, set up a business, what NLP is going to help you to do is, once you've identified your communicate, so your customers in the niche that you want to go after. How do you then communicate effectively with those customers? So, and I'll people will help you to identify the right kind of language to talk to those customers. So yeah, a lot of people will set themselves up as a life coach or a business coach having done an n Lp practitioner program and that's Great. The next Stepisdell, I can what what kind of people do I want to coach? How do I talk their language? If I'm going to be a life coach, am I just going to go right I'm a life coach, come and talk to me and try and get everybody, which isn't going to work? Or actually, I'm a life coach that works with forty, two fifty year old women who are potentially go through the metaples or they've got emptiness, syndrome or whatever it is, whatever challenge is going on their life, and I help them to overcome those. You're suddenly getting a lot more specific in terms of your targeting through your language patterns, and when you do that, you start to appeal to a very distinct audience and the now audience will start to recognize you as the go to person in that particular field. So it's great for communication in that sense, it's great for, you know, written communication. So most of us have websites, we have email campaigns, we have social media pages, whether that's on Linkedin or facebook or youtube or wherever. What are we putting on there and what messages is that sending out to potential audience if we're going to be in business, because we want to send out the right messages, because we've got a very limited amount of time when somebody looked at our linkedin page or a website, to convince them that we are the right person or that our companies are the right companies for them to be talking to. So those, I mean, that's just a couple of the, I think, simple but very powerful applications of LP. If you're thinking of set up a business or your in business and you want to take it to the next level. You mentioned the word there that I think is really relevant and pertinent when it comes to business, and you mentioned the word convinced. So is it? What kind? What might you tell us? What can you tell us in this space about NLP and how it can appropriately ethically influence and convince potential customers and clients? I think again, it comes back to talk in their language. Okay. So if you're talking to somebody that is very detail focused, then you need to provide them lots of detail or converse. If you're talking to what is just big picture of Blue Sky, the last thing you want to do is give them a lot of detail. So you with an understanding MLP, you develop that sensory acuity to listen to their language patterns and think,...

...ok, or are they talking within LP? N LP? Obviously, you know we have rep systems or representational systems. Some of us a very visual, some of US audit treat some very kinesthetic. We also have held factor in the statory. Again, if you're talking to a customer who talks about, you know, seeing the bigger picture or want to see the way forward or needing to see the evidence. You've probably got a very visual person on your hands, so you need to repeat that back to them. And so, okay, well, if I can show you the bigger picture, if I can demonstrate the evidence to you, you're talking their language, you've got a far great chance of building repport and obviously when we're in rapport we have much better communication. It's a lot easier to kind of have that dance, if you like, when you're not in report, doesn't matter how good your message. You could be selling the best product or service in the world, but if you're not in repport with the person that you're trying to sell it to, messages is going to get lost. So it's great for that. But then you can take it even further. Think. Okay, not, I may listening to the words that are using, but I'm listening to their body language, which sounds really strange. But again, using my eyes, one am I seeing in terms of their body are they very animated, to they very articulate, whether they just sit there and they're very kind of controlled and almost deadpan? Because again, if I match that that I've got a far great chance of build and reported them. When I listen to their tone of voice one am I hearing? You know, they very excitable to they talk very quickly. That I took very slowly. They up and down on all over the place, or they just very monotone. Again, if I can start to mirror and match that, I get into rapport and then I can actually start to lead people to a conclusion that works for both of us. And I guess again, you know the things that you say to me is a spark up different, you know, images and different words in my mind. But this, this what you've just said there. This is about being on the same wavelength, being same vibration, being on the same energy, whichever language you want to use there, but it's about being like them. So they see some kind of connection and I guess when we have a connection we're more open to whatever the suggestion is. Absolutely we perceive people are rather we like people that we perceive to be like us. Yeah, so that that can include physical appearance, but it also includes things like how we communicate with each other. Yeah, and there's a great example. You probably had cathleen the VLS on this one, about the guy who comes home from work with a big bunch of flowers. It gives it to his wife's as I wanted to show you how much I loved you, and she says what you couldn't ring me join the day and tell me how much you love me, and he's like, but I want to show you how much I love you, as you said. Well, I just wanted to hear it. So you've got a very visual person very auditory person, who are are odds, even though the husband thinks he's done a really nice thing in the wife's going on. Actually, I just need you to call me most you in the day and tell me. So that's a great example of people who are mismatched, so they're not communicating on the same wavelength, as it were, and that it's a great example, very simple example, but it demonstrates perfectly what happens when we're not on the same wave length. The great thing about n LP is that helps you very quickly to get into that groove or to get onto the same wavelength as of people you're communicate with. Now, Tom... some point I am going to ask you you know how people can get in touch with you to access more of you know, Tom Phillips, and what you do. Before I go into that space, let's just say for example, I wanted to explore, I wanted to start my journey in an LP, but right now I don't have, you know, the resources to do that in a formal way. What would you tell our listeners that they could do within themselves to become more aware of themselves within the context of newro linguistic programming? WHERE DO PEOPLE START? Well, I think in terms becoming aware of yourself, is potentially to do something like this. Have a conversation with a friend on zoom and record it and then listen to yourself back and listen to your language patterns, observe your body language, listen to the tone of your voice and just notice what you note about that. See what you see here, what you hear, feel what you feel and think you think to yourself? If I was talking to myself right now, would I convinced myself? Okay, especially if you're in, you know, sales role or leadership role. I think that's really, really powerful. And then outside of there there is so much resource. It's available free of charge on the Internet, on Youtube, wherever you want to go. Some of its better quality than others, or you could start to kind of do your rests. The obviously I would say anything by Dr Bandler that you can watch on youtube or you can access on a myriad of websites. They're out there is going to be really good quality. Saying for John Grinder, you know he mean, he was one of the Co creators when I'LP with with Richard, so he still tends to be pretty good. There's just so much stuff out there. Yet it's I think it was someone like Zig Zigler, so that you couldn't put a price on the amount of free stuff that's available on the Internet these days. When it comes to any particular topic you in one lifetime you couldn't physically read or watch or on it on the Internet. So there's loads of free stuff that's out there. And then again, you on things like facebook Linkedin, there are always, and I'll be trainers and'lp coaches that are doing like free webinars, free seminars, giving you like tasters and that have a look around and see what you come up with. Again, you know, some of them are better qualities and others. I'd always suggest going for anybody that's Society of and LP qualified. That's the umbrella that I work under. But there are others, as you know, so that's kind of where I would go if I want to start learning about it. First and foremost, you can read books. I kind of think books are really dry, though. I remember and a Lett about NLP before and you N LP was and reading the book and going, Oh my God, this just killing me. So I think watching videos, talking to some way about it is probably a far better way to try and learn. Yeah, and again you just promised me to say you know, even if you are reading or even if you just digesting the information through video. Someone we both know once said to know and not to do is not to know. So a lot of this is the application as well and a lot of it is the practice as well.

Tom We're kind of like they're or thereabouts in terms of time, but I got a couple of questions left. The first question I have is there will be people out there that want more of Tom Phillips's wisdom, knowledge and information. So if people want to get in touch with Tom Phillips, one of discover more about n LP and the other things you do, how do our listeners go about doing that? Probably only the usest ways is to go to the website. So if you go to www dot NLP by tlpcom. You'll find me there. If you're on Linkedin, just look up Tom Phillips. You'll see my biggly Mug in my photo there and you can connect in with me and a message me and send me a question and I love talk about NLP. So you know I'll do my best to answer it and and give you whatever information is that you're looking for. So that's probably the two easiest ways to get in touch. That's great. Thank you so much time, Tom. I have a final question and my final question is a bit more broader and a bit more general. There is so much stuff in the world right now. We have things in abundance, but there is some things we need more of. So my last question to you, Tom, is what does the world need more of right now? I'm going to go with understanding. You know, we definitely need to understand. I'm one of the one of the key things about N LP is the map is not the territory. So how do all the people see the world? You know, we've got this huge debate the moment. Should we wear mashing we wear masks, and people getting all judgmental about if I wear a mask, you should wear a mask. If I don't wear a mask, you shouldn't wear a masks. Just, you know, understand. You the person's perspective. They may have a good reason for not wearing a mask. They may have a reason for wearing a mask. Seek first to understand and just put yourself another person shoes and think right you know, where are they coming from? Because that's just it reduces so many conflicts, so many tensions, and then we get to appreciate that, yes, people are different from me, but just make them bad. It does make them wrong, they just different. Tom, beautifully and eloquently put as always, I want to thank you so much for your time today. I was a pleasure. I want to certainly thank all our listeners today and Tom, I want to give you an advanced thank you because I'd love to have you on again to go this discussion about NLP. Thank you very much, Tom Phillips. Once again, thank you for tuning in and listening and learning. We invited to subscribe and share. Until next time, I.

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