powerpoint presentation€¦ · title: powerpoint presentation author: toby created date: 2/13/2014...

Persuasion Power… How to increase your

linguistic persuasion and influence power.

My favourite section of our NLP Practitioner and NLP Master Practitioner courses is the ‘Milton Language Patterns’ and ‘Quantum’ Language structures. These language structures are powerful enough when used with minimum skills, and when practiced and understood, they can be modified to help you be more influential and persuasive. I have designed the following programme to show you how to use these simple language patterns to enhance your persuasion and influence power. This programme works together with the language section of our NLP Practitioner Manual under the Milton Model language patterns section.

Bigging yourself up… Without bigging yourself up…

The Testimonial Pattern

Suppose I’m in a conversation with you and I want you to believe that I am the very best NLP Trainer on the planet. I could simply say: “I’m the best NLP Trainer on the planet.” But is that believable? It sounds more like I’m arrogant and the statement doesn’t carry any real credibility and authenticity… If I say “My students tell people that I’m the best NLP Trainer on the planet.” Now I have a believable testimonial. This is so simple, and yet so many miss to put in the diversion before talking about themselves. Here’s another example: “I have a first class degree”. Your next thought might be “So what!” But if I say, “My friends tell me that since I graduated with a first class degree, they come to me for the answers…” Now your focus goes onto me having the answers…


The simple idea behind this is to take what you want to say about yourself and put it into the words of someone else… As an exercise, re-write the following with this in mind: 1. This is the best price you will find anywhere 2. I have over one hundred satisfied clients 3. I can do this better than anyone else 4. I’m the best coach in UK today 5. I’m a fully qualified NLP Practitioner who trained with the best

Some other real world examples: In an interview: “The team I last managed said that I was such a valuable member of the team that they would do anything to keep me there.” Selling a product or service: “Most of our customers tell us that this is worth twice what they pay for it. It almost seems crazy to offer a further discount on it then doesn’t it?” You are then likely to get a“No, I like the price” type of response…


The simple idea can also be used to offer a complement to someone and at the same time make it sound sincere… Imagine saying this to your boss: “You are an amazing boss. I find it so inspiring to work for you.” It might be the heartfelt truth, but it comes across as being Insincere. So how about using the testimonial pattern again and saying: “I’ve heard so many co-workers tell me you are an amazing boss. They say your are inspiring and I must agree.” The more you bring up positive emotions with other people like this, the more it will reflect on you… Here’s another example I used just last week when a client phoned up with a payment query: “If my wife were on the phone right now Mr. Johnston, she would say you are the most observant person she has ever talked to and I agree with you, I will amend your booking immediately.”


We can also use the Testimonials pattern after a positive comment… Imagine someone saying this to you: “Your courses are fantastic.” Here’s how you can enhance their statement and make it persuasive: 1. Repeat the complement and follow it with ‘Isn’t it?’, ‘Aren’t they’ or ‘Doesn’t it’

(Tag questions) 2. Use the testimonials pattern to say that someone else says even better things

about you…

Here’s an example reply: “Our courses are fantastic aren’t they? In fact, another client I was talking to earlier today mentioned that we provide the best courses in the country.” And another example: “You have some excellent job experience” Reply: “I do have some excellent job experience don’t I? In fact the last company who interviewed me said that my experience was so good that they are interested in taking me on at a senior managers level.”


Linguistic binds… How to use linguistic binds to persuade and influence.

Binds create an illusion of choice by using language that usually offers choice where either choice you choose still belongs to the speaker… I will focus on linguistic binds of comparable alternatives. This is when a listener is offered a choice 9where A is choice 1 and B is choice 2, but choice 2 has the same meaning as choice 1, only worded differently… Here are some examples: 1. Would you like to go ahead now and book our NLP Practitioner programme, or

should I simply book your course date in the diary and get the confirmation information out to you by email?

2. I’m confident that before you leave today you will either have made the changes you planned or will walk away with the life you envisaged before coming here.

Generally the word ‘or’ implies the opposite, but we are not going to go with that rule.

Linguistic Binds

Here is the procedure for using Linguistic Binds: 1. Come up with the bind you want – the two choices 2. After delivering the bind, keep talking… 3. Use a tag question to ‘nail down’ the response.

Here are some examples: a) I’m confident that before you leave here today you will either buy a course from us

or make a decision to take our materials away with you; either way, the most important thing is that you become thoroughly aware of the results you will gain by studying with us. Does that sound right to you?

b) I don’t know whether you will make the changes in your personal life now or whether you will implement them moving on from here, and I wonder have you started to gain the awareness of the transformations you are making now?

These binds are deigned to confuse the conscious and the unconscious will look for the easiest way out and the question at the end provides the answer for the listener by re-focusing their attention…

Linguistic Binds

The 18 Most Powerful Words for

persuasion…

After analysing our online and offline marketing and advertising I have created the next section of this manual. It’s called ‘The 18 Most Powerful Words…’

1. Naturally 2. Easily 3. Unlimited

4. Aware 5. Realise (ing) 6. Experience (ing)

7. Before 8. During 9. After

Adverb/Adjective

Awareness

Time / Sequence

The 18 Most Powerful Words…

10. Among 11. Expand 12. Beyond

13. And 14. As 15. Causes 16. Because

17. Now 18. Stop

Spatial

Cause and Effect

Commands

As you can see, I have grouped the 18 most powerful words into 6 sections and named each section to the right.

And before I go into detail of how to use these words, let’s re-cap on our school knowledge… A NOUN's the name of anything, As: school or garden, toy, or swing. ADJECTIVES tell the kind of noun, As: great, small, pretty, white, or brown. VERBS tell of something being done: To read, write, count, sing, jump, or run. How things are done the ADVERBS tell, As: slowly, quickly, badly, well.

Strategy for using Adverb / Adjective Presuppositions…


Adverb/Adjective

MAJOR RULE: ALWAYS PUT ADVERBS BEFORE THE VERB AND ADJECTIVES BEFORE THE NOUN! Everything that follows one of these three words is presupposed in the sentence… In other words, you have to accept everything that follows as true in order to make sense of the sentence…

Strategy for using Adverb / Adjective Presuppositions…


“Naturally, learning NLP so easily helps you in your personal and professional development… “ “Have you ever asked yourself if the unlimited potential of NLP is what makes you so excited to learn more?” “Learning this information will easily help you become a great coach and Practitioner.” And so on… Remember to put the words that describe in front of those they are describing…




Adverb/Adjective

Awareness

Time / Number


MAJOR RULE: Everything that follows one of these three words is presupposed in the sentence… In other words, you have to accept everything that follows as true in order to make sense of the sentence…




Adverb/Adjective

Time / Number


“Is the awareness in the power of these [patterns starting to sink in?…” “The more you begin to construct in your mind the ways you’ll be using theses techniques, the more you’ll be realising the power of persuasion you all poses.” “After you start to experience the satisfaction of what owning this will bring you’ll want even more as I make you aware of my new product…” And so on…




Adverb/Adjective

Time/sequence

Time / Number


MAJOR RULE: These words use aspects of time and sequence to presuppose choice…




Adverb/Adjective

Time / Number Before you decide


“After you work with us, you will understand the benefit that this course will provide.” “Before you decide on us, let me mention a few other benefits…” And of course, if you combine these with the other patterns you can add power: “During the course today, naturally you will experience excitement about what the future holds for you as you begin to understand how powerful this stuff is…”




Adverb/Adjective

Spatial

Time / Number


MAJOR RULE: Spatial words are always used to create a relationship between things… These words create powerful images in the minds of those listening.

Adverb/Adjective

Time / Number Before you decide


“From among the positive thoughts you have about us, you will find that we provide a customer service beyond that of anyone else.” “To expand on our ever growing benefits, imagine also the value in re-attending our programmes…” And of course, if you combine these with the other patterns you can add power: “What a great observation, let’s expand on that and from our learning we can easily become aware of the positives…”





Adverb/Adjective

Cause and Effect

Time / Number

Now we come to the last two categories of our 18 most powerful words, and naturally, I have left the best until last…

Let’s separate 15 & 16 together and 13 & 14 together. The reason I have called this pattern Cause and Effect is because when one is said, it causes the other… The rules: Generally, X is a pace Generally, Y is a Lead Any X causes Y…




Adverb/Adjective

Time / Number

The 18 most powerful words

“Sitting here causes you to completely absorb what I’m saying, and as you completely absorb it, it will cause you to immediately accept it at the deepest level...” “Thinking your next thought causes you to completely agree with me that you need to master these language patterns.” “Simply using that excuse causes you to understand why you don’t already believe it…”


17. Now 18. Stop

Adverb/Adjective

Commands

Time / Number

Now we come to the last two categories of our 18 most powerful words, and naturally, I have left the best until last…

Stop for a moment… These words are used to simply divert the conscious mind.

Adverb/Adjective

Time / Number

The 18 most powerful words

“Stop for a moment and listen to the final pattern now.” “Let’s stop and think about what we do now.” “Now, this is a simple pattern if we just stop and think about it logically.”

17. Now 18. Stop

powerpoint presentation€¦ · title: powerpoint presentation author: toby created date: 2/13/2014...

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