In 1976, I read a book published a year ago entitled "The Structure of Magic" – written by two researchers, John Grender and Richard Bandler. It arose out of a study of the process they later called Neuro Linguistic Programming – or NLP
John Grender and Richard Bandler were fascinated by the ability of some psychotherapists to establish a near-instant relationship with patients or clients and create rapid changes in the thinking and behavior patterns of most of them. These prominent healers included well-known leaders in the field such as doctors Milton Erickson, Virginia Satter and Fritz Peerless.
Bandler and Grinder studies revealed that most of these therapists seemed to have an innate ability to "read" the verbal and physical cues that precipitated the process and enabled them to create the required changes, which ultimately benefited their patients.
Your first reaction might be, "So what?" Or "What does this have to do with me?"
For a moment, examine the role of the psychiatrist. He can't put a stethoscope on your head like a traditional doctor does until he finds out what's going on. Cannot use MRI or MRI to make a quick diagnosis.
Psychological counseling often takes lengthy periods of discussion and discovery to uncover the causal relationship – and thus longer to effect change. Can you see similarities with what you might try to do in your profession or career? If you work with people – if your business requires you to manage or persuade others, or if your profession requires you to learn effective communication skills, you are aware of the importance of understanding other people's feelings and what they think. , How do they interact with your data, and what are their value systems and other similar issues.
Grinder and Bandler studied the methods of successful psychotherapists (and some who were less successful), their methodology, and their patients' reactions, then measured the systems used. They have come to the conclusion that these methods can be repeated not only by other therapists, but also by workers in other professions.
Other researchers soon expanded their understanding and use of NLP to other areas.
Think about it for a moment – these famous psychiatrists were trying to establish a quick relationship with patients, and then, while maintaining a high level of confidence, creating changes in thinking and behavior. Isn't that what most executives, managers or sales representatives want?
Abundant research has proven that the same skills exist in many successful managers, executives and sales representatives, as well as those who seem to be able to "read" their employees, partners, and customers and respond to them warmly and openly, thus creating an inevitably stronger relationship of friendship and trust.
Indeed, some highly skilled salespeople seem to have the natural ability to establish a relationship by matching a behavior, style, or even a customer's system of its value, then adapting their presentation to these attributes.
As early as 1976, two researchers named Busch and Wilson theorized that some skilled salespeople practiced unconscious methods similar to those used by therapists trained in NLP, resulting in excellent sales records. Their research indicated that customers who bought products and services from these sales representatives viewed themselves as more similar to sales representatives than customers who did not purchase.
Other research has linked this to a large extent, and building a relationship as used by the major participating sales representatives create those similarities in mind the prospect or the customer early in the relationship and then continue to build a relationship with the continuation of this process.
During the late 1970s and early 1980s, continuous research produced a steady stream of information regarding the results achieved when NLP techniques were used in sales training.
For reference, here are some notable research papers:
- "Super seller made." Los Angeles Herald Examiner, September 5, 1982,
- Vol. 112, No. 126, Section B, p. 3. Alex Ben Block.
- "To trust, a proof to buy." Psychology Today, August 1982, p. 51-54.
- "Successful Sales Representatives: Are They Spingales?" Training Journal, March 1982,
- Vol. 19, No. 3, p. 78-79. Rom Zemke, Research Editor.
- "Impacting integrity." Dr.. Jenny Laborde, Sinton Press, 1983.
This represents only a small portion of research and representative articles. Check out your library and internet, search for NLP, and you will be amazed by the information available.