Note: Because of the numerous requests for more info I supply more free sales articles below.

What can NLP do?

He went on to explain a branch of psychology that I have explored for the past ten years. It is called Neuro-linguistic programming. I am going to teach you over a series of articles, everything I have learned about NLP for free. Let me give you a short list of what NLP, when applied correctly, can do:

• NLP is used to cure people of post-traumatic stress disorder, through a technique known as EMDR

• NLP has been used to create the most powerful sales techniques

• Rapport building
• The Yes-set
• Question based selling
• Double Binds “Would you prefer to meet on Tuesday or Thursday?”
• Selling to different personalities (Applied Myers-Briggs, DISC, etc.)
• Extremely advanced negotiation and influence techniques
• And many, many more…

• NLP is used to cure people of phobia’s, addictions, and numerous mental and physical disorders

• NLP is used in subliminal marketing, which is used on you everyday, especially if you use social networking websites

• NLP can convince the most stubborn people of almost anything. Politicians use NLP, in most every speech.

• NLP is used in nonverbal and verbal analysis. My article on Detecting a Liar, contains many NLP based techniques

• And in an infinite variety of other extremely powerful skills and techniques, including bargaining for advantage

Where did NLP come from?

So, where did NLP come from? Two men specifically, named Richard Bandler and John Grinder, discovered NLP through their research during the 1960’s through today. These two gentlemen had been studying the therapy sessions of three of the greatest psychologists of their time: Fritz Perls, Virginia Satir and Milton Erickson and what they discovered was amazing.

They found particular words and sentence structures which facilitated the acceptance of therapeutic suggestions. They later discovered that everyone follows a map when making decisions in life. If you combine these two techniques, you discover how to communicate with yourself and others on a whole other level.

How do Our Brains Work (A brief example)

So that you understand what I mean by people having maps, I’ll give a brief example. Decision maps, are created in our mind so that we can quickly make complicated decisions without thinking. Every decision you ever make in life is based off of a very limited number of things:

• Bandwagoning: Everybody else is doing it, so it must be the right thing to do

• Returning a Favor: They did a favor for me, so I should return the favor

• It’s who I am (Habits): I made this decision in the past, so I’ll make the same decision now

• I like that person: I like that person, so I’ll do what they tell me

• Scarcity: That is scarce, so I better get it now.

• Follow the leader: That person is an expert, so I’ll do what they tell me.

We can use this information to create an instant map on how to do most anything. This map also completely shapes how we see the world around us. An artist, lumberjack, veterinarian and a botanist walking through the woods will have very different experiences and notice very different things. If you needed to get driving directions, who would you prefer to get them from, a local delivery person or a person that just moved into town?

So, we all follow maps based off of past decisions. What does that mean for you? What if you could change a person’s personal map? You can and there are numerous techniques for doing just that. First, I have to explain a little bit more.

More on How the Brain Works (Representational Systems)

Do you ever find that some people are easier to understand than others? It is easy for us to do one complicated act, but difficult to do others based on our chosen representational system. Each one of use has a preferred way of taking in information. Each of us prefers to learn in one of the following ways:

• Visually: Someone shows you how to do it

• External Auditory Explanation: Someone tells you how to do it

• Internal Auditory Explanation: You talk yourself through how to do it

• Kinesthetic: You learn by physically doing something

Those maps in your head are accessed easiest by your chosen representational system. I’ll provide you with a test in the future that you can use to find your chosen representational system, among other things.

How can you Discover a Person’s Chosen Representational System?

When we access our maps, we give a clue to how the maps are stored. That clue can be discovered by studying eye movements. When people are searching for answers in their head, their eyes move in the same way. If they are remembering something:

• Visually that happened, they will look up and to your right

• Auditory that happened, they will look sideways and to your right

• That physically happened, they will look down and to your left

• By talking to themselves, they will look down and to your right

When you are easily accomplishing a task, chances are you were taught that skill through your chosen system. When you struggle accomplishing a task, chances are that you were taught that skill using a system that you are uncomfortable with.

This is the tip of the iceberg, but a very important thing to remember. If you want to get someone to understand, believe, or agree with you, you must discover and then communicate to them using their preferred representational system. More info can be found on this subject in my How to Detect a Liar video and article.

What Were you Saying About Subliminal Marketing?

Remember, NLP is very complicated and I explained just a fraction of it in this article. I will explain everything else that I’ve learned in a series of short articles over the coming months.

Subliminal marketing is marketing that influences a person consciously as well as unconsciously. Basically, there are approximately 40 ways we prefer to use our mental maps to make decisions and process information. If you know how a person’s brain works by analyzing those 40 such techniques, you know how to slip in messages to the subconscious. It’s easier than you would think.

Remember I mentioned that you are being subjected to subliminal marketing on social networking websites? If you have ever taken a quiz on a social networking site, you have been subjected to information gathering techniques.

To scare you just a bit, know that if someone figures out the 40 such techniques you use to make decisions, they will be able to create personalized marketing that you will find irresistible. Why? Because we make decisions based off of whether something feels, looks, or sounds like the truth. If they properly message every decision tool in your head, almost anything will sound true!

In Conclusion…

I hope you enjoyed this article. I’m jumping out of my skin to inform everyone on the amazing solutions that can be found with NLP. If you have any questions, send them along. I will do my best to make every article in this series understandable.

Here are More Free Sales Articles

• Theory Negotiation: Bargaining for Advantage
• Theory Negotiation : Bargaining for Advantage Pt 2
• How to Win an Argument
• Handling Customer Complaints
• Increase Retail & Merchandising Sales
• Sales Tips : Body Language
• Sales and Psychology
• Selling Systems
• Referral Information & Referral Strategies
• Closing Techniques Fact Finder
• Closing Techniques Pt 2
• Closing Techniques Subliminal Selling
• Closing Techniques Handling Objections
• Closing Techniques The Closes
• The Yes Set
• Selling System & Sales Script Video Series Pt 1
• Selling System & Sales Script Video Series Pt 2

So Who reads this Business Plan?

Hopefully, the Lender you meet with, but not always
A Loan Center, which may be in another state
A Credit Committee, depending on the size of the loan and/or bank
An Investor contemplating their risk level
Goals and Objectives for the Business Plan
“Who” your client is
“What” your expenses are
“When” you’ll begin to break even
“Where” your client is
“Why” your idea will work
“How” you plan to market to them

The Business Plan Format

A lengthy Business Plan isn’t necessarily the best plan. Bankers are approached with many requests for financing. Time is a factor and being precise, in a condensed fashion, may be your best chance for time being spent on the reading of your Business Plan. Following are some important, not to be left out, components of a Business Plan:

Executive Summary – what do you want to accomplish with this request
Company Description – what do you do, what have you done, and what is your company Mission Statement
Background – what makes you capable of success in this line of work
Industry Analysis – what are the Trends and Forecast for your industry
Target Market – what type of market research have you completed and what are the results. Do you have a marketing plan that makes sense
Competition – why are you better, price should not be your answer
Sales Strategy – how do you plan to approach sales
Operations – what type of facility, equipment and people do you need
Technology – do you understand today’s technology and how it relates to your industry
Management – who composes your team, are you covered
Break-Even – what is yours and how will you get there
Projections – do they make sense and why
Funding – where will that come from and why would a bank support you
Following are some “real life” Business Plans I have reviewed over my years in banking. From a Banker’s viewpoint, I will cover what I liked, what I didn’t like, and how far the plan went towards fruition.

“I want to open a Retail Store”

In this scenario, I was approached by a successful business man looking for future income to support his children’s education. He had visited every bank in town and no one showed interest in reading his Plan. His words of advice were “stay where you are, your safe.” Safe did not educate his children, pay his bills, or protect him from future downsizing that often hit his field of employment.

The Business Plan was concise and to the point. The Client had no background in the industry, but his wife was educated in the field. He had no background of self employment, but his father had operated a business his entire working life.

His Industry Overview was based on One on One conversation with people in his industry. He visited this type of store on every business trip and vacation, finding those outside his market would easily share information.

His Projections were based on actual expenses he had learned from these conversations, however, his Sales were unknown.

His Plan lacked information on his market area, targeted client base, and number of individuals needing his products.

Due to the retention of his employment to support his living expenses, there was a question as to how he would stay in control of the everyday operations. His wife was raising two small children at home.
The Result: this loan was approved based on the client’s good credit score, sufficient income and collateral in his home. A strong manager, experienced in the field, was located to operate the store during the owner’s absence. The owner’s income supported the payment on his business loan until the store was able to generate sufficient profits. Through his 10 years in business, he was confronted with many downturns and challenges.

Diversification was needed at one point. Prior to the entrance of the big box stores, the business was sold for a profit and large enough to educate the kids!

“I want to open a Pretzel Shop”

This Business Plan was presented by a gentleman that had recently lost his job due to business relocation. He attended a trade show on franchising and was provided with the Corporate business projections and operating plan. Before investigating further, he cashed in his retirement savings, bought the franchise, and signed a lease with a local mall. He then approached the bank for financing.

In this example the client was of the understanding that the franchise plan and projections would be sufficient data to secure a loan.

In order to educate the client on the importance of market area, I sent him to another local mall to watch the operation and traffic to another pretzel franchise. At the end of his day, he found the average sale of $2.36 was a far reach from his annual sales projections of $2 million.

This client had no business background, no knowledge of the industry, and could not afford to hire anyone with expertise in this field.

He had utilized all his savings to purchase the franchise and put a deposit on his lease. An additional sum of $60,000 was needed for site development, equipment, inventory, and other costs. Based on his unsubstantiated projections and lack of collateral, he could not get a loan approved.

This client learned the hard lesson of not doing a Business Plan. He ventured into an unknown field, out of desperation, and with little thought into the consequences. In my last contact with this individual, he had sold his home and moved to Florida. He had signed a lease with a mall in Florida and was opening his shop. I hope his venture had a happy ending!

“I am ready to open my Chiropractic Office”

In this scenario, I was approached by a young man, newly graduated from college, with a degree in chiropractic. Assuming his degree was sufficient evidence of his future success, he inquired about a loan to open his practice.
This individual definitely had the expertise in his field. He had graduated high in his class and was ready to start his career.

With $120,000 in student loans, no savings, no assets, and just an automobile to his name, this Borrower was a poor risk for any type of loan obligation.

After our first meeting, and some disappointment, the young man ventured out to see what he could find. He located a ready for retirement chiropractor willing to sell his practice for a reasonable sum. A Business Plan was prepared based on the existing practice sales and expenses. Knowing the client base would drop, before increase, a percentage was deducted due to the new, inexperienced ownership. The existing doctor promised to stay on, in consulting mode only, for the first six months of operation.

Funds for the purchase of this business still needed to be obtained. In order to approve this request, someone with an established credit rating, assets to their name, and collateral needed to be found.

This loan was secured with the young doctor’s father as a cosigner. In addition to signing his name, the father also permitted a lien on his mutual funds as the collateral to support this loan. The young man was able to open his practice and start into his dream career!

“I have a Patent, what’s next”

Throughout my career, I have been approached with this or a like question. Some already have a patent in process; others have invented “the next best thing” and want to know next steps. The client I will discuss today is one that had the idea, built the prototype and was ready for his next step.

The client’s first connection was with a company that can put the concept into numbers. There are various companies that do this type of business, all on varying integrity levels. Make sure you get references before entering into this type of undertaking.

Once the client understood the costs involved with building a working prototype, manufacturing and distributing his invention, and marketing the concept, he began working on the Business Plan and funding sources. In this example, Angel Investors were utilized for funding. Each investor wanted a share of business ownership for their money contribution. This client was willing to share in the wealth.

The Business Plan was reviewed in great detail by all investors, prior to agreed upon involvement. The Plan was extensive in nature and included a Confidentially Agreement due to the nature of the request.

A foreign company was located for the manufacture of the item and a large corporation agreed to sell the product on their shelves. The profit margin shrunk as more and more players became a part of this transaction.
In conclusion, it has been two years and the Inventor has yet to realize any profit from his product. He is happy with his progress so far and expects to reap the benefits of his invention in the future.

In Conclusion

In all of these examples, a Business Plan played a very large part in the operation, management, financing, and creation of the business. We have seen that a strong Business Plan can both avoid a terrible mistake and meet a life’s dream. Extensive investigation, soul searching, personal investment, and goal setting must be included in this most important process.

Ask Yourself?

• Can you turn your favorite hobby into a Career? If so, will you enjoy it as much?
• What was your Childhood Dream? Will you still be wishing in your rocking chair?
• What is your God given talent? Is there a business in it?
• What is your Expertise? Will people pay you for it? You might be surprised!
• Are you Self Motivated? Understand your strengths and weaknesses.
• Can you start Part-time? Living expenses don’t go away.
• Are you missing your children growing up? What IS your true priority?

My Favorite Quote:

“There are two important days in your life…..
The day you were born……
And the day you find out why. “

I’ll Show you How to Detect a Liar Based on

• National Psychology based Studies
• Hypnotherapy Discoveries
• Public Law Enforcement Training Materials
• Countless Books

Goals and Objectives in How to Detect a Liar

• You’ll Learn to See, Signs of Deception in Body Language
• You’ll Learn to Hear, Signs of Deception through Verbal Analysis
• You’ll Learn Stealth Techniques, you can use, to Find Out the Truth without them Knowing

Hand Body Language : How to Detect a Liar

The Handshake Test

Have you ever wanted to know what a person thinks of you? You can learn a lot by just shaking their hand. When you reach out to shake someone’s hand, present them with your hand in a straight up and down manor. Make sure to allow them to twist your hand, however they like. Now note, what they do with your hand:

• If they shake your hand in an up and down manor, they see you as an equal.
• If they twist your palm up towards the celling or crush it, they see you as inferior.
• If they present you with their palm facing the celling, they see you as superior.

Hand Gestures

There are many other hand gestures that show that a person is either in distress or dishonest. Research has shown, most of these gestures are caused because of natural chemical reactions in the body. I’ll describe the chemical reactions that occur in the body, when lying, in a future article.

To detect a liar, watch for and gestures they make towards their face. Bill Clinton, famously touched his nose 88 times, when he was being questioned during his Lewinsky testimony.

Here are 10 other ways to detect a liar based just on hand and arm movements:

• Hands Clenched = Dishonesty or Distress
• Hands on Hips = Restrain or Anger, but Honest
• Picking Imaginary Lint = Dishonesty, Distress, or Disagreement
• Arms Crossed = Dishonesty, Distress, or Disagreement
• Hands in Pockets = Dishonesty, Distress, or Disagreement
• Palm Displays = Honesty
• Excessive Palm Displays = Good Liar, Watch Out
• Placing a Purse or Coffee between two People Communicating = Dishonesty, Distress, or Disagreement
• Rubbing the Neck = Dishonesty, Distress, or Disagreement
• Hand Lightly on Chin = Interest and Honest

Detect a Liar : Are the Eyes Lying

You can learn a lot about a person by studying their eye movements. We, as human beings, are hard wired to look in certain directions, depending on what we are thinking about. This information is based off of numerous research studies and specifically in a branch of psychology known as Neurolinguistic Programming. I’ll cover it, in a future post.

Either way, this is what a persons eyes do when thinking

• Up and to the Right: Thinking about something that happened visually
• Sideways and to the Right: Thinking about something they heard
• Down and to the Right: Talking to themselves
• Up and to the Left: Constructing or thinking up a lie visually
• Sideways and to the Left: Constructing or thinking up a lie orally
• Down and to the Left: Thinking about something they did. An action they did perform.
• Look Straight Ahead with a Haze: Thinking of something that happened visually.

This is true for 75 to 85% of people in the world. What is great to know, is that the other 25 to 15% of people just perform in the opposite manor. So, to find out how a persons eyes work, ask them a few questions that you know will produce truthful answers and study the eyes. With this ability you are well on your way towards becoming a human lie detector.

Are the Eyes Lying : A Few More Tips

There are a few more iron clad ways to find out if someone is being deceitful or distress, by watching the eyes. When you meet someone for the first time, the first person to look away is submissive to the other. This is always going to be true. I leave it to you, whether you want to have an intense stare down though.

People that lie often, will maintain uncomfortable eye contact. By uncomfortable, they will look you in the eyes for 70% or more of the conversation. 50% eye contact is considered normal.

Finally, a persons blink rate will increase dramatically during long periods of lying. These are the main clues all experts agree on, concerning Detecting a Liar through eye analysis.

The Other Ways of Detecting a Liar Through Body Language

This is not a complete list on spotting lying. I’m providing a list that includes every technique that all the experts agree on. I’ll now finish the list by explaining the last few techniques.

When a person is going through long periods of lying they will start to act very oddly. Lying is very hard on a person. I’ll explain more on this later in this article. They will begin yawning compulsively (Body Starving for Oxygen). They’ll begin having trouble swallowing (Dry Mouth). And at the worst, they will start moving in a very mechanical way rather than fluidly. Example: When reaching for a cup, they will seem to be moving in a series of steps like they have never reached for anything before.

Jiggling of the feet is also a great sign of distress and dishonesty. People have a hard time controlling their leg movements unless they are paying attention to them exactly. It has been proven that feet will point toward that which they want. So if you are giving a speech and everyone’s feet are pointing towards the door, it’s time to switch topics.

And the final body language gesture that all of the experts agree on is facial flushing. If you are talking to someone and their face flushes you can be sure that they are either being dishonest or they are most definitely distressed.

The basic rule for all of these techniques, is to pay attention when people seem to be giving you mixed signals. If a persons physical gestures don’t match with their words, trust the body language to help you detect a liar.

Now, I’ll explain a better way to spot lies than can be found through pure body language study. I’ll teach you how to study the words they use.

How to Detect a Liar : Why is it Hard to Catch Someone Lying

The fact is that people almost never lie. Why is that? Because it puts a lot of stress on us. Remember the excessive yawning, swallowing and mechanical movements I described a few sentences ago.

While people go out of their way to avoid lying, they will avoid the questions you pose. They will tell you what they saw or what they did, but never anything incriminating. “I wouldn’t do that” is not the same as “I didn’t do that!” When you ask a question, make sure they answer it.

Also make sure your questions are very direct. We find it is very hard to lie to direct questions during an interview with Timothy McVeigh.

Newsweek: “This is the question that everybody wants to know – Did you do it?”

McVeigh: “The only way we can really answer that is that we are going to plead not guilty.”

Newsweek: “But you’ve got a chance right now to say, Hell no!”

McVeigh: “We can’t do that.”

There are numerous examples of people who have been found guilty of a crime and yet couldn’t claim their innocence when posed with a direct question. I want to reiterate that. People given the choice of time behind jail or death, couldn’t lie.

How to Detect a Liar : Looking for the Lies in a Story / Pronouns Matter

One great way to tell that a story has gone from truth to lies is to inspect the pronouns. When a person wants to distance themselves from something they will start using pronouns that distance them. For example, they may refer to my car when they want to take ownership, while referring to it as the car when they want to distance themselves.

Susan Smith did that exactly. When describing her happy travels with her children she referred to My Car. However, when she described leaving the vehicle and seeing it submerge with her two boys inside, she referred to it as The Car.

How to Detect a Liar: Examine Verb Tenses

Remember when I said you have to make sure a person answers the exact question asked? By manipulating verb tenses, most people can get away with lying. If you ask: “Have you ever used illegal drugs?” and someone answers “I don’t use illegal drugs.” Did they answer the question?

No they didn’t. They simply stated that they currently are not using drugs. They may have used them in the past? They may have used them last week? It depends on their definition of don’t use, not the answer to your question.

Police pay much attention to verb tenses. Often in a missing persons case, the interviewee that refers to the missing person in the past tense is often a suspect.

How to Detect a Liar : Internal Dictionary

We all have an internal dictionary. We each pull words from that dictionary to describe events. We tend to use the same words, unless we are under stress or are being deceptive. If we refer to our car as a car, we usually will refer to it as a car. It is unnatural for a person to refer to it as a Car, Automobile, Vehicle, Toyota, etc in the same story.

If you question someone and they start using words from your own internal dictionary, they are probably lying. Here is an example:

Jim Lehrer: “You had no sexual relationship with this young woman?”

Bill Clinton: “There is no sexual relationship – that is accurate.”

( Didn’t answer the question + Changed the verb tense + Borrowed from Lehrer’s internal dictionary = Lying )

How to Detect a Liar : How to Detect Favoritism

The order in a list is very important! Parents who are asked to name their children, usually name them in the order of birth (Timelines and Superiority play a role in lists). If they break this rule, you’ll find favoritism there. If a boss names his employees, you’ll find the favorites there. When O.J. Simpson, referred to his wife having “downs and ups”, police noted that.

How to Detect a Liar : Answering a Question with a Question

If someone answers your question with a question, deception can be found there. Example:

Parent: “Did you take the cookies?”

Child: “Did I take the cookie, no?”

“Could you repeat that?”

“What did you say?”

A lie is coming! It’s up to you to decide on clarification vs. dishonesty.

How to Detect a Liar : The Best Way Most People Don’t Know About

The best way I have found to detect lies from the best liars is to look for unnecessary words. If a person starts a sentence with “I’ll try…”, “The truth is…”, “Truthfully…”, “To be honest…”, “Maybe”, “To tell the truth…”, “Actually…”, etc you can expect a lie to follow.

Better yet, if someone gives you an answer followed by a “Really” you probably just heard a lie. The spotting of really alone can turn you into a lie detector. Try it the next time you watch a celebrity or politician getting grilled during an interview.

One Last Note

I could write about the subject of detecting liars forever, but the end of the article has come. I will leave you with one last tip. Think of it as a thank you for reading the whole article. Research has shown that it’s easy to find out if someone could be inclined to do bad things. Just ask them the right question, phrased properly:

• Do you think taking advantage of a spouse is part of marriage?
• Do you think thievery in the workplace is unavoidable?
• Do you think most people get ahead by hurting others?

When you ask a person a rhetorical question they will usually use themselves as an example. They won’t even notice that you asked them for some very private information. I bet if they answer all the above positively that they are likely to take advantage of their spouse, steal from the workplace and hurt others to get ahead.

Till next time….

Derek

TIP ONE: Know Your Credit Score!

It has become so easy to keep abreast of what is happening with our credit history and ever so more important to the banking industry. The slightest drop in your credit score not only effects your ability to get new credit but also can cause increases to the interest rates you currently have!

BEWARE – when checking your credit, through the many internet sites, be cautious of monthly charges for services you do not need. The average cost of obtaining your credit score is $7.95. This is a one time charge.

TIP TWO: Select The Right Bank!

When considering applying for a new loan, know your options. What are you using the funds for? What will your collateral be? What banks are offering the best deals on the type of credit your seeking? What information does the banker require you bring to your appointment? Are you meeting with the right person for your needs?

BEWARE – selecting the wrong bank or banker can be an unnecessary hit to your credit score. Each time you apply for a loan, your credit will be checked. Credit Inquiries lower your score!

TIP THREE: Prepare For Your Bank Meeting!

Think of the risk involved with lending funds in this market. Individuals are losing their jobs, the cost of living has risen, and collateral values have deteriorated. The banker will want to know how secure your employment is, if your current salary can handle the new payment, what your current financial situation is, how you will survive a job loss, and what you are offering as collateral to secure your loan. Remember, collateral is not a reason to make a loan, it only gives the lender recourse should you not pay them back. A bank is a business, they want paid back, not your collateral. Be Prepared – you are much more likely to receive a positive answer to your loan request!