In a recent LinkedIn post, John Barrows delves into the often-overlooked influence of Neuro-Linguistic Programming (NLP) on sales effectiveness, arguing that its principles offer more enduring value than fleeting sales tactics.
Barrows, a prominent figure in sales enablement, distinguishes between Natural Language Processing and Neuro-Linguistic Programming, focusing on the latter’s impact on human behavior and decision-making. He recounts how an early introduction to NLP significantly altered his understanding of interpersonal dynamics.
“I was introduced to NLP early in my career and it opened up my eyes to why I seemed to connect so easily with some people but not with others, especially when it came to training and sales.”
The Enduring Power of Human Psychology
Barrows posits that while sales methodologies and tips may evolve rapidly, the fundamental drivers of human decision-making remain remarkably constant. This is where NLP, with its focus on the connection between neurological processes, language, and behavioral patterns, offers a more profound and lasting advantage.
As Barrows notes, the constant flux of sales strategies can be distracting. Instead, understanding the ‘how and why’ behind human choices provides a more stable foundation for building relationships and influencing outcomes.
Leveraging Communication Styles for Rapport
The sales leader highlights how studying NLP enabled him to identify and adapt his own communication style, as well as recognize patterns in others. This self-awareness and adaptability proved crucial for building rapport and ensuring his message resonated effectively.
“When I started to learn about my communication style and looked for signs in others so I could adjust, I was able to develop rapport and get my message through far more effectively than ever before.”
This approach, Barrows suggests, transcends simple scripts or techniques. It’s about understanding the underlying psychological mechanisms that facilitate connection and persuasion.
Broader Applications and Further Discussion
Barrows extends this discussion to his podcast, “Make it Happen Monday,” where he explores these concepts in greater depth with Jake Stahl. This indicates his belief in the ongoing relevance and practical application of NLP principles in professional contexts.
The core of Barrows’s message is a call to look beyond surface-level sales tactics and instead invest in understanding the deeper psychological and communication principles that drive successful interactions. According to Barrows, this deeper understanding is key to long-term effectiveness in sales and beyond.
“Sales tips and tactics come and go but how and why we, as humans, make decisions doesn’t change much.”
He invites his audience to share their own experiences with NLP, further underscoring its practical value and encouraging a community of learning around these powerful psychological tools.
📝 About This Content
This article is based on insights shared by John Barrows on LinkedIn.
📅 Originally posted on January 27, 2026 | View original post on LinkedIn →