Unfair Secrets Of Hypnotic Selling With NLP Flashcards
What is easiest way to get someone to go into a short, light trance?
The easiest way to get someone to go into a short, light trance is to ask them a question that requires that they access either their memory or their imagination.
What is the most important thing you can do?
If you get rapport, the techniques in this book will work smoothly. If you don’t get rapport, hardly anything will work right. Getting rapport is the most important thing you can do.
What is the ideal rhythm to use when pacing and leading to build rapport?
Do it in approximately this rhythm: Pace, pace, pace, pace, pace Pace, pace, pace, pace, pace Pace, pace, pace, pace, lead Pace, pace, lead, pace, lead Pace, pace, lead, lead, lead Lead, lead, lead….
What does eliciting values and criteria do?
This is a very powerful technique. This is where you find out where somebody really lives, inside, what is important to them.
When you find out what is important to people, you not only build rapport, just by doing it; you also get the keys to what you have to do to make this person like you and do what you want.
Ask someone, “If I were to ask you what is important to you about…” Then listen to their answer. Try to get three things that are important to them. The “if I were to” phrase is a softener, so the customer doesn’t think this is an FBI interrogation.
How do you have elicit values?
Ask someone, “If I were to ask you what is important to you about…” Then listen to their answer. Try to get three things that are important to them. The “if I were to” phrase is a softener, so the customer doesn’t think this is an FBI interrogation.
For instance, if you’re dealing with a customer who is an auto mechanic, ask him, “What do you enjoy about being a mechanic?” What is the most satisfying thing? Tell me what you think about at the end of the day, and say to yourself, “I enjoyed doing that.”
So, he says, “I like solving problems.” You say, “Solving problems is very important to me, too. But just so I understand, if I were to ask you what you like about solving problems, what would you say?” So he says, “It makes me feel smart.” You affirm what he says, again, whatever it is. You say, “It’s important to feel smart. I think we all like to feel that we are smart, that we can solve problems. But again, I don’t mean to pry, but if I were to ask you what you like about being smart, what might your answer be?” “I think if I’m smart, I’m just as good as those college kids, just as good as everybody else.”
How do you utilize values?
Get the initial reaction, reinforce it, get the rule, and get more levels and examples. Generally, you go down about three levels until you get the bottom line, the important life value. If you get a funny look, you may have gone to the limit of someone’s insight, so go on to something else.
Now, you feed it back to him: “So, when you make a purchasing decision, like a decision to buy this product, it’s really a problem you can solve, because I like having smart customers, who buy this product because they are just as good as everybody else, you can really enjoy making that decision?” It doesn’t quite make grammatical sense—but it’s even more powerful that way. Confusion leads to trance. He likes doing problem-solving, and he obviously feels inferior to college educated people. You can exploit that.
And you don’t stop there. You feed those words back to him in your close. In your close, you might say, “You have a problem to solve here, and you can solve it yourself, and see that with this tool in your hands, you don’t need a specialist, you’re their equal, just as good as they are, and in a few months you can look back on this and say you decided wisely to make this purchase now, because it empowered you.” The extra embedded command is make this purchase now. The other italicized portions follow the customer’s hot words. Some NLP experts call those hot words individual trance words.
What is a Connection Pattern
A pattern is a word phrase, sentence, or paragraph, a blueprint, that is used to convey to the unconscious the message we want to make.
What is an example of a Connection Pattern?
. . . this should be a theme for you to use in speaking, not a set memorized elocution exercise, I will give you an example of how you can use what we have just learned to make a connection with a customer.
Here is a short version:
I think there is a good feeling when you can make a connection with a person, and build a satisfying relationship that will help your business for years to come. As you give the embedded command make a connection, you can put your hand on your chest or otherwise subtly point to yourself.
What is the function of a quotes pattern?
it makes everything after it true, and everything after it is an indirect command.
What is one to utilize eye accessing cues?
When you find out where people put things they like, stand in that space. Talk as if you’re holding something valuable in your hand—your concept that you’re trying to get over—and wave your hand in that space when you’re talking about something you want them to like. If you ask someone about somebody they liked, and you see them look to the left, stand there. They’ll like you better. When you find that they look to the right when they describe a bad memory, talk about your competitor’s case, holding up your hand as if to grasp their case, and put your hand where the person puts things they don’t like.
Summarize Anchoring
Anchoring is a lot less difficult to understand and master then rapport. Here is what happens.
You get somebody to go into a mental state. You get them happy, or sympathetic, or angry, or any other mental state you want. When they are really far into that mental state, you anchor it. Anchoring it means that you do something while that person is in the mental state. You may touch them, or make a sound, or say a word, or walk over to a particular place in the room, or make a gesture, or a facial expression, or anything else that is a unique thing that you can do. Pavlov rang a bell. You repeat this process several times, and then, when you fire the anchor – an NLP expression for ringing the bell –the subject will go into that mental state again.
How can you combine utilizing parts, submodalities, and swish pattern?
First of all, you want to take the venom out of her attitude toward corporations. One way to take the venom out of her attitude toward corporations is through what is called parts therapy. You say, “I know that there is a part of you that doesn’t like corporations, but there is probably also another part that likes some corporations. For instance the Red Cross and the Salvation Army are corporations. You like them, don’t you? And as you picture the good work that those corporations do, and the picture of their good works gets brighter and brighter, doesn’t it just seem to crowd out pictures of any bad corporations and make them fade away?” This is called parts therapy, and it is treated elsewhere in this book. Saying a part of you thinks this implies that there is a part of you that thinks something else. The bit where I talk about a picture of the good work those corporations do, and making it get bigger and brighter, is called working with submodalities, and having the good picture force out the bad picture and make it go to the side and fade away, is called the swish pattern. You see this swish pattern in some ads, especially in political campaigns. Anchor the good feelings about the Salvation Army with a different gesture.
Incidentally, when you anchor anything negative with a gesture, make sure the gesture is away from you. Positive anchors can be close to you.
How can you neutralize opinions?
. . . collapse the anchor. This is a way to get rid of all the negativity in an anchor. It the negativity in an anchor. It is used to get rid of phobias, which are just strong anchors. If you’re phobic about going into public places (agoraphobia), going out is an anchor for bad feelings. So you make two strong anchors, of relatively the same strength, one for the bad feelings, and one for good feelings, and you fire them off at once. This neutralizes both anchors. Then, if you need the good anchor again, you can recall the feelings you want and re-anchor them.
How does utilizing Rep Systems work covertly?
If you talk to people in the way they think, especially if you do it in an indirect manner, they will have trouble distinguishing between what you are saying and what they are thinking. The result is that you can put thoughts in peoples’ heads, and they won’t realize you’ve done it.
So, you want to find out how they think, and then tell them things that sound like things they think. You can do that by asking questions that will force them to think things for themselves; anything people imagine or remember, even if you have prompted it, they will believe is their own thought. “Can you remember a time when you could feel really good about something you bought?” (Subtly point to yourself or your client when you do this.) The whole embedded command technology is a way to do this: you are planting thoughts in people’s heads.
You also want to make your statements appeal to the senses the person relies on, e.g., sight, sound, and so on. That way, it sounds like their thoughts.
How to use submodalities swish in a TV/video ad?
If you’re using a visual presentation, say in PowerPoint, you can present your competitor’s product in color, then change it to black and white, then make it smaller and fade away to the side while it is replaced by your big, vibrantly-colored point. You see this done sometimes in political campaign ads. It’s called a “swoosh.”
