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5 Técnicas de PNL Aplicadas a Vendas

A systemic look at Neuro-Semantics and how it all fits together. Based on the work of Dr. How do the models interface with each other? Processes, Patterns and Models and I end it with how it all fits together within the larger context of Self-Actualization Psychology. First of all — State. A state is a general description of the combination of thinking, feeling, body movement, degree of muscle tension etc, We are always in a state and that state effects what we think, feel, and how we act and speak.

We re-present this information through mental imagery, sounds or voices, tension and other kinds of feelings in our body and we also store information in smell and taste.

The Language patterns or language models are all different applications of the same process, Language. Then we give Meaning to things through language. We can give meaning that explain, that give us freedom… and toxic meaning that limit us and can make us sick both physically and mentally. We embody meaning and when we tell ourselves that the meanings we have given to things is real and true we form beliefs.

As this means that we go meta experience it from outside, above we have states about states called Meta-States. When we value things, people, behaviors, concepts, communities etc. The next process is Intention. We want stuff, we want to learn, we want to do and achieve, we want to be a part of, change etc. This is the process of asking and answering Why?

We learn to ask why as very small children and most of us never stop asking why. We have small whys and really big whys. It is the ancodagem force of human evolution, science, technology and society.

Every behavior has a positive intention for the person doing it. The above are the basic psychological processes ancoravem on inside us. There are also chemical, biological, neurological processes that interact with the psychological processes, and that is A systemic look at Neuro-Semantics and how it all fits together. Sometimes we learn habits like being afraid, or thinking in a childish way, or over-reacting to a small stimuli and getting really pissed off etc.

A phobia is a habituated sequence of responses to a very specific stimuli or set of stimulus. It is ways of thinking that is effective and functional in doing something different and achieving some kind of desired state. Patterns are basically more effective anncoragem that we train our brains with by going through the process by ourselves or with a guide.

We teach anclragem brain to ascribe new meaning, to update the thinking to that of an adult and to make new choices and most of all, becoming more flexible in to what and how the meanings are ascribed.

We use the patterns train or teach our brains how to create effective states of flow, of learning, of being present, of listening, for training, for coaching, accelerate learning, develop self-esteem, A systemic look at Neuro-Semantics and how it all fits together.

Michael Hall — Perceptual Genius patterns for self-leadership, flow-states, patterns for resilience and much more. This is the modeling of the Self-reflexive consciousness, which basically means that we think zncoragem feel about our thoughts and feelings, in endless loops. Have you ever begun your day by waking up in a bad mood, grumbling? And then thought about what a bad mood you are in, and maybe stub your toe or burnt your toast, and then that set the tone for the rest of the day, and everybody you met was an asshole, because of the mood you were in and the looping of your thoughts about that day?


That is the looping of your thoughts and the thinking about pno thinking in layer upon layer. This dynamic, systemic process is what distinguishes you from all the animals and makes our kind of consciousness so special, so incredibly powerful, so sacred and so dangerous. Without the ability to recognize and manage the reflexivity, you can get yourself in a spin that can diminish you as a human being and even make you a candidate for suicide.

Meta-Programs are our habituated response and thinking patterns in a certain context. Meta-Programs are not ancorahem traits, they pno behaviors and responses.

Otherwise, people seem mysterious, strange, weird, unfathomable, and stubborn. Knowing how to work with meta-programs enables us to create rapport at a higher or meta level, and to gain trust and credibility ppnl more elegance and speed. The basic animal needs: We all have survival needs food, drink, warmth, sleep etc. These needs are all affected by the meanings and intentions we ascribe to them. If those meanings are toxic or distorted too much meaning or to little meaning to function effectively the need can pnnl distorted and neurotic and we become stressed and sick.

Ancoravem we anforagem the basic needs effectively they go away until the next time the need arise, like food or sleep. These needs become more available when the basic needs are met.

5 Técnicas de PNL Aplicadas a Vendas

In order to fully live as self-actualizing humans the basic needs have to be gratified every day in different degrees. Examples of Self-Actualizing needs are: Meaningfulness — a sense of significance, Wisdom needs — multiple and rich perspectives, Justice needs — to make things right, Cognitive needs — to know, understand and learn, Contribution needs — to make a difference, the need to choose your own unique way of life, Aesthetic needs — to see, enjoy and create beauty, etc.

In Neuro-Semantics we have four different trainings in Self-Actualization: Unleashing Vitality the basic needs, the meta-needs and peeking skillsUnleashing Potentials meaning making, the Crucible, and the Flow of Self-ActualizationUnleashing Creativity creative thinking, problem defining and solving, solutions and innovationsUnleashing Leadership self-actualizing leaders and companies.

An overarching psychological framework describing the processes and theory in Self-Actualization and Human development. We use this tool to explore how we cope with our basic physical, emotional and psychological needs. When we find out that we are not coping or handling a need, we can explore why that is so. Meaning — Performance Model: A simple model that becomes complex when we fill it with content. It brings the four power zones into two axels.

The Meaning axel of thinking meaning making and emoting and the Performance axel of saying and doing. Depending on how much and what kind of meaning we perform at lower or higher levels. This model use the meaning-performance axes applied to coaching and self-actualization. When you actualize your highest and best self-actualization you synergize meaning and performance. We have three process matrices, State the grounding matrixMeaning and Intention.

Each one of the content matrices are filled with states we are always in a statemeaning we always make meaning about what something means to us and intention we always have a reason for performing our internal and external behaviors. The content matrices are: Self who you are and the meanings you give about yourself, worth etc. A systemic model for exploring how a person has ascribed meaning and intention in specific contexts.


This model is used as a systemic modeling tool, as a coaching tool, a tool for working with groups and teams and much more. Meta-States, as higher states, govern, modify, modulate, control, drive, and organize our everyday primary states.

We use Meta Questions in coaching, trainings, when running patterns etc. While you can construct meaning in the simplest way through the senses — VAKOG representations for coding meaning, most meaning is coded linguistically.

So we use language to detect meaning. Use the distinctions and features of language to notice the words, sentences and linguistic patterns used to construct a linkage between an event out in the world and words that classify, categorize and define.

MindLines work on meanings what something is and cause-effect statements this leads to or causes that. We do the same with effective frames or beliefs that we want to be even more flexible and expanded to make it more A systemic look at Neuro-Semantics and how it all fits together.

To ancoeagem that we have 26 language patterns or rather frames for asking questions and 7 directions to send a brain. So first we explore the meaning matrix with Meta Questions and then we can play with the frame to make it more flexible with MindLines. It is implicit in the Meta-Coaching framework and is pnk powerful tool for conversational changework. The Meta-Model is often referenced as being a tool for specificity even though that is the most basic application of it.

The Milton Model is a linguistic toolset often used in hypnosis, sales, marketing, political speeches etc. The backside is that his popularity plummeted when the change he talked about mis-matched the content the people had projected onto the phrase.

The Neuro-Semantic Precision Template. The intention is to funnel or drill down ancofagem specifics and then we can fill it with different kinds of questions for different applications. All of them include the basic structure of Subject What? This model can be applied as the framework for a Business Model, a Change Model and much more.

The Axes of Change Model: Developed by Michelle Duval and Dr. Michael Hall this model utilizes four mechanisms of change for self-actualizing people and companies. The Axes of change uses four meta-programs to offer a generative model of change. Excluded from the model is the therapeutic change characteristics of resistance and relapse. First is the direction and motivation meta-program: What are you motivated to move toward and what do you want to move away from?

Reflective is about thinking things through, planning. Active is the decision based on the information in the plan. The frame of reference meta-program: Where is your attention focusing — on your internal frames or on external frames? If we make sick, toxic, and dis-empowering meanings, we will be the worse. Or if we create trivial, bland, or conventional meanings, we will experience no inner drive for adventure. We need to create the kind of meanings that empower us to thrive, enjoy, and love.

This demands a crucible. Michael Hall The Crucible is a hypnotic pattern for building a place of safety within where you can have an encounter with your thoughts, needs, emotions, biology etc.