NLP At Work : The Difference That Makes the Difference in Business

CAPTIVATING LANGUAGE

Excellent communicators naturally use the system preferred

by the person to whom they are speaking, at least initially.

This ensures that they are talking the same language and are

more easily understood than if they were to use a

representational system that was disliked by their listener.

Ships that pass in the night, and speak each other in passing;

Only a signal shown and a distant voice in the darkness;

So on the ocean of life we pass and speak one another,

Only a look and a voice, then darkness again and a silence.

“The Theologian's Tale: Elizabeth,” Henry Wadsworth Longfellow

Yo u’d scarce expect one of my age

To speak in public on the stage;

And if I chance to fall below

Demosthenes or Cicero,

Don't view me with a critic’s eye

But pass my imperfections by.

Large streams from little fountains flow.

Tall oaks from little acorns grow.

“Lines Written for a School Declamation,” David Everett

These, I believe, are examples of compelling, inspiring

language. By developing your ability to use all sensory

systems in your language, you will be developing your ability

to communicate in a way that is interesting and compelling.

Contrast the following:

As you walk down the corridor to the main office you will see a

pink notice on the wall to the side of the EXIT door. Read this—

it will remind you of the emergency procedures we have

demonstrated this morning.

This has a very different effect to saying:

Be sure to take account of the emergency procedures on the

way out.

The first example is more likely to engage the listeners’

attention. It uses sensory-specific language, and it encourages

86 NLP AT WORK