Essential NLP Skills for Business with Jimmy Petruzzi


Essential NLP Skills for Business

 with Jimmy Petruzzi



NLP physiology Strategies                                                    

Definitions of NLP                                                                  

NLP Communication Model                                               

The Mindset for Success, Themes                                              

The Principles for Success                                                        


Motivation and Values                                                               

Outcome, Performance and Process Goals                                    

Making Goals Smart                                                                  

Anchoring – ‘Circle of Excellence’                                              

Dealing with Setbacks                                                          


 these principles of success in sport with NLP and transferred them to the cooperate sector with great success, presently regarded as one of the most successful and effective business coaches and trainers .Helping companies increase sales, improve leadership and management skills, set inspiring goals and fulfil their potential, become highly motivated and function effectively as a team.





NLP Physiology Strategies


By changing the way you move your body, you can have a subtle but important influence on the way you feel?

Here’s a quick experiment to illustrate this point:

1.  Try to feel depressed as you jump up and down and shake your hands in the air.

2.  Try to feel confident as you slump your shoulders and look down.

3.  Try to feel tired and listless as you march around the room


Changing your physiology is probably the simplest way to change your frame of mind in an instant.


The Basic Physiology Strategy.




Neuro                    The nervous system (the mind), through which our experience is processed via five senses:

  • Visual
  • Auditory
  • Kinesthetic
  • Olfactory
  • Gustatory


Linguistic               Language and other nonverbal communication systems through which our neural representations are coded, ordered and given meaning.  Includes:

  • Pictures
  • Sounds
  • Feelings
  • Tastes
  • Smells
  • Words (Self Talk)


Programming          The ability to discover and utilize the programs that we run (our communication to ourselves and others) in our neurological systems to achieve our specific and desired outcomes.

In other words, NLP is how to use the language of the mind to achieve our specific and desired outcomes and improve our results.


NLP has three main benefits:


1.       Improving communication

2.     Changing behaviours (and beliefs)

3.      Modelling excellence




Values & Beliefs
Meta Programs

















 Elite Sports Principles for Business


Some Convenient Assumptions (not necessarily ‘Truths’)


1.             Have respect for the athlete’s/coach’s ‘model of the world’.

2.           Resistance in an athlete is a sign of a lack of rapport. (There are no resistant athletes, only inflexible communicators. Effective communicators accept and utilize all communication presented to them.)

3.            The more flexibility of behavior you have, the more likely it is that you will achieve your desired result.

4.           People are not their behaviors.  Everyone is doing the best they can with the resources they have available. (Present behavior is the best choice available. Every behavior is motivated by a positive intent for that person.)

5.            You are in charge of your mind, and therefore your results (and I am also in charge of my mind and therefore my results).

6.            People have all the resources they need to succeed and to achieve their desired outcomes. (There are no un resourceful people, only un resourceful states.)

7.            There is no failure, just feedback!

8.            The meaning of communication is the response you get.





¨     C > E

¨     Reasons v Results

¨     Responsibility







1.    Know Your Outcome.  If you can define your outcome appropriately, then the outcome will be more achievable.  Don’t start anything without knowing your outcome in advance. 


2.    Use Your Sensory Acuity.  See and sense what is going on in your life as you proceed to your goal.  What new things are you noticing in yourself?  What new things are you noticing in others? 


3.    Have Behavioral Flexibility.  Be willing to do whatever it takes to achieve success.  This is the key.  With enough rapport and enough behavioral flexibility, you are always more likely to achieve your goals. 


4.    Build and Maintain Rapport.  Create a climate of trust and co-operation.


5.    Operate From a Physiology and Psychology of Excellence.  Operate from a totally resourceful state.  Do things that will empower you.


6.    Take Action.  Without action there are no results

  1. Decide on the state you want to anchor – eg being calm and relaxed, confident, motivated etc;
  2. Choose an anchor (or anchors) that you wish to trigger that state – eg press thumb and middle finger together;
  3. Recall a memory or imagine a situation where you can experience that state – eg recall a situation where you were totally calm, relaxed, confident etc;
  4. When the experience is vivid and you are in the desired state at the peak of its intensity, squeeze your thumb and middle finger together;
  5. Release the anchors when the experience begins to fade;
  6. Now do something else – open your eyes, count down from 10 to break the state and distract yourself
  7. Repeat the steps above several times, each time trying to make the memory more vivid (not required when the anchor is established at the high point of a real experience, but you can strengthen the anchor by establishing it at the high point of several such experiences);
  8. Apply the anchor and check that the required state occurs;
  9. Apply the required anchor during the halftime interval to generate the appropriate emotional state 













1.     INTENSITY of the experience.

An anchor should be applied when the client is fully associated in an intense state.  The more intense the experience, the better the anchor will stick.  You use your sensory acuity and calibration skills to notice when the client is going into a specific state.

2.    TIMING of the anchor.

When you see the beginning of the state, apply the anchor.  When you see the state reach its peak, let it go.  This can vary typically from five to fifteen seconds.  This is the basis of precision anchoring.

3.    UNIQUENESS of the stimulus.

A handshake, although it is an anchor, may be too common.  The anchor must be in a unique location that will not be accidentally or inadvertently touched.

4.    REPLICABILITY of the stimulus.

The anchor has to be repeated and reinforced in the same way from time to time.  It also needs to be replicable during the ‘competition’ itself.

5.    NUMBER of times.

Repetition of the stimulus, the number of times the stimulus is applied.  The more often, the more powerful will be the anchor. If you keep adding, or stacking, anchors, it becomes even more powerful.

‘I   T U R N’ is a useful mnemonic 


TIMING of an Anchor:




Some thoughts:


¨      We all have things which motivate us, which vary from context to context.


¨      If a MANAGER finds out what is important to their staff, the manager has more chance of motivating his staff than if he doesn’t know.


¨      We are motivated either to move ‘Towards’ things, or ‘Away From’ things, or a combination of the two.  This is similar to ‘carrot or stick’

¨      Other drivers of motivation are ‘Affiliation’ (i.e. people), ‘Achievement’ (improvement, getting better) and ‘Power’ (winning, control, influence, power, authority’



‘Values’ are key determinants of motivation.  Values can be defined as ‘”what is important to us in any particular context”.

There are several ways to find out people’s Values:

¨      ask them,

¨      listen to them,

¨      note their behaviours



S      – Simple as possible

– Specific as possible


M     – Meaningful to you

– Measurable, so that you know when you’ve gotten it!  What will you see/hear/feel when you have it?

– More than one way to achieve outcome

A      – Achievable – make it a stretch, but not impossible

– As if now ie write the goals in the present tense (eg 31/12/08 – I have scored 20 goals this year and earned 5 full caps.)

R      – Realistic – use your own definition of realistic, but watch for selling yourself short

– Responsible – make sure it’s in line with your values and those of other people involved.  (The more it’s in line with, or at least not against, others, the less resistance there will be). 

– Right for you?  Is it worth the effort, time and money?  Is it in keeping with you sense of self? Does it increase choice?

– Retains the positive by-products (if any) of existing situation

T      – Timed – set a time frame by when it shall be

– Towards – state the goal towards what you want, rather than away from what you don’t want





Setbacks are an integral part of sports and business, as they are in life.  There are several ways to help athletes overcome ‘setbacks’. 

“It’s not what happens to us, it’s how we deal with it that counts.”

Here are some tips:

i)                   Acknowledge and learn

ii)                Just ‘let it go’

iii)               Get back into a physiology and psychology of excellence

iv)               Focus on what you want

For More Information on How to Learn to:


Maximise your profits from your existing products and services

  •  Develop new and more profitable products and services
  •  Effectively market your services 
  •  Develop winning business strategies
  •  Manage yourself more effectively
  • Work smart and not hard
  •  Concentrate 90% of your efforts on
  •  Build an unrivalled reputation
  •  Put together wining business plans


  • How to motivate yourself and others
  • How to set achievable goals
  • How to influence more effectively
  • How to build rapport with anyone
  • How to gain greater understanding of someone else’s position, for example in negotiation, sales or in relationships generally


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