The Origins of Neurolinguistic Programming

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Back in 1976, I read a book published one year earlier entitled - - "The buildings of Magic" - - written by two researchers, John grinder and Richard Bandler. It arose out of a study of the process they would later call Neuro linguistic Programming - - or N.L.P.

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John grinder and Richard Bandler were fascinated by the potential of distinct psychotherapists to make roughly instant rapport with patients or clients and to generate rapid changes in the mental and behavior patterns of most of them. These superior therapists included well known leaders in the field such as doctors Milton Erickson, Virginia Satir, and Fritz Perls.

Bandler and Grinder's studies revealed that most of these therapists seemed to have an innate potential to "read" verbal and bodily cues which sped up the process and enabled them to generate desired changes, which ultimately benefited their patients.

Your first reaction may be: "So what?" or "What has this got to do with me?"

Examine for a occasion the role of the psychiatrist. He can't put a stethoscope to your head as a conventional doctor does to your heart to find out what's going on. He can't use an E.K.G. Or an M.R.I. To achieve a rapid diagnosis.

The process of psychiatric counseling frequently takes long periods of seminar and discovery to uncover causation - thus even longer to corollary change. Can you see the similarity to what you may be attempting to do in your profession, or occupation? If you work with citizen - - if your work requires you to administrate or convince others, or, if your profession requires you to learn productive communication skills, you are aware of how important it is to understand how others are feeling, what they are thinking, how they are reacting to your statements, what their value systems are and other similar issues.

Grinder and Bandler studied the methods of flourishing psychotherapists (and some who were less successful), their methodology, their patients' reactions, and then they measured the systems being used. They came to the windup that these methods could be replicated, not only by other therapists, but also by those in other professions.

Soon, other researchers extended the comprehension and use of Neuro linguistic Programming to other fields.

Think about it for a occasion - - These sublime psychiatrists were attempting to make rapid rapport with patients and then, while maintaining a high level of confidence, generate changes in mental and behavior. Isn't that what most executives, managers, or salespeople want to do?

Abundant investigate has proven that the same skills are to be found in many flourishing managers, executives and salespeople, as well as those who seem to be able to "read" their employees, company and customers and answer to them warmly and openly, thus creating rapport, trust and inevitably stronger confidence.

In fact, some extremely skilled salespeople seem to have a natural potential to make rapport by matching a customer's behavior, style, or even their value system, then adapting their presentation to these traits.

As early as 1976, two researchers by the names of Busch and Wilson theorized that distinct skilled salespeople were unconsciously practicing methods similar to those used by N.L.P.-trained therapists, important to superior sales records. Their investigate indicated that customers who purchased products and services from these salespeople perceived themselves as being more similar to the salesperson than customers who did not buy.

Further investigate complete that to a large extent, rapport building as utilized by top salespeople complex establishing those similarities in the mind of the hope or buyer early in the relationship and then chronic to build rapport as the process continued.

During the late 70's and early 80's, chronic investigate produced a steady stream of data regarding the results achieved when N.L.P. Techniques were utilized in sales training.

For reference, here are but a few of the superior investigate papers:

"The development of a Super Salesman." Los Angeles Herald Examiner, September 5, 1982, Vol. 112, No. 126, Section B, p. 3. Alex Ben Block. "To Trust, Perchance to Buy." science of mind Today, August, 1982, pp. 51-54. "Successful Salespeople: Are They 'Svengalis'?" Training Magazine, March 1982, Vol. 19, No. 3, pp. 78-79. Rom Zemke, investigate Editor. "Influencing with Integrity." Dr. Genie G. Laborde, Syntony Press, 1983.

This represents only a small part of the representative investigate and articles. Check out your library and the internet, hunt for Neuro linguistic Programming, and you will be amazed at the data available.

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