1002.eng. In order for you to get the most from this training, it's critical that you contextualize it into the ways you will be using it.
1003.eng. It's also useful for you to understand your inner motivations for why you are studying this course.
1004.eng. Please take a few minutes to fill out the following information.
1005.eng. Please read this page completely before you fill in all the blanks.
1006.eng. What do you want to be able to do as a result of studying this course?
1007.eng. (Be specific and concrete.
1008.eng. and state it in terms of what you'll be seeing, hearing and feeling).
1009.eng.
1010.eng. What's important about being able to be/have/do the answer above?
1011.eng. (To you, personally.
1012.eng. What's important about it)?
1013.eng.
1014.eng. What's important about that?
1015.eng.
1016.eng. Because?
1017.eng.
1018.eng. So, ultimately, what would this mean to you?
1019.eng.
1020.eng. As you accomplish this, what message will you be sending the world?
1021.eng.
1022.eng. More importantly, what message are you sending yourself?
1023.eng.
1024.eng. Now, restate your above answers clearly and succinctly:
1025.eng. As a result of studying this course, I want:
1026.eng.
1027.eng. I want to do this because:
1028.eng.
1029.eng. I agree that I will do what it takes to accomplish this outcome!
1030.eng. Your Signature.
1031.eng. Rapport Through Physiology.
1032.eng. Rapport is a critical ingredient in any persuasion situation.
1033.eng. We will focus on building rapport through becoming as much like the other person as possible to eliminate as many differences as we possibly can between us.
1034.eng. When you use rapport in your persuasion situations, you can:
1035.eng. #
1036.eng. - Establish rapport with anyone in under a minute
1037.eng. - Build trust into every communication
1038.eng. - Send subliminal messages of likeness
1039.eng. - Improve your range of responsiveness
1040.eng. - Achieve personal and professional flexibility
1041.eng. - Establish deep bonds of trust very quickly
1042.eng. - Covertly verify that you have rapport
1043.eng. - Know when you have made your point so you can avoid "over influencing"
1044.eng. - Covertly determine when a person changes states Rapport can be a two-edged ________________.
1045.eng. Why?
1046.eng.
1047.eng. The Conscious Mind is that part of your being that can best be defined by saying what it does.
1048.eng. It enables you to shift your attention from one thing to another.
1049.eng. Therefore, what you are aware of is that part of you that would be called your conscious mind.
1050.eng. The Unconscious Mind is that part of you that contains your long-term memories.
1051.eng. It is also in charge of automatic behavior -- reflex action.
1052.eng. In fact, the purpose of this training is to get you to be persuasive -- automatically -- be evaluating the way you automatically respond in persuasion situations, and then make changes that will enhance the process.
1053.eng. The definition of Rapport is an _____________________ ____________________.
1054.eng. Three Ways to Pace a Person's Non-Verbal Behavior
1055.eng. 1- Mirroring:
1056.eng. You copy the other person's actions as if you were looking in a mirror.
1057.eng. 2- Matching:
1058.eng. Left and right are reversed.
1059.eng. (Opposite of Mirroring).
1060.eng. 3- Cross-Over:
1061.eng. Pacing with a different part of your body.
1062.eng. Things You Can Match When Pacing.
1063.eng. Whole bodyMatch or mirror the other person's stance or overall position.
1064.eng. Partial bodyMatch/mirror any consistent behavioral shrugs, gestures, head nods, or any other types of shifts in their behavior.
1065.eng. Half bodyMatch/mirror upper or lower portions of the other person's body BreathingMatch depth and/or speed.
1066.eng. (This is one of the most powerful forms of non- verbal pacing).
1067.eng. VoiceMatch tonality, tempo, volume, intensity and intonation patterns.
1068.eng. (This is especially useful for pacing over the telephone).
1069.eng. Pacing & Leading.
1070.eng. Now we need to learn a couple of additional things that will make this even more fun and predictable.
1071.eng. It's called "Pacing and Leading".
1072.eng. The definition of pacing is _________________ about or _______________ things that are verifiably true in a person's ongoing sensory experience.
1073.eng. The definition of leading is:
1074.eng. doing something ______________ than what the other person is.
1075.eng. doing.
1076.eng. (You'll receive a more complete definition when we get to the section on verbal pacing and leading).
1077.eng. The test for rapport is:
1078.eng. lead by doing something _______________ than what the other person is doing and if they ____________ __________ then you are in rapport.
1079.eng. If they don't, then go back to ______________ .
1080.eng. Calibration / Sensory Acuity.
1081.eng. Calibration refers to the process by which you tune yourself in to the non-verbal signals that indicate a particular state or a change in the person's state.
1082.eng. All powerful communicators (sales people, ministers, politicians, managers, etc).
1083.eng. do three things in order to communicate successfully:
1084.eng. Three Rules For Successful Communication.
1085.eng. 1- Determine what outcome you want (critical)!
1086.eng. 2- Have the sensory acuity to know when you've got the response that you want.
1087.eng. 3- Have the behavioral flexibility to vary what you are doing so that you can modify your behavior if it isn't working.
1088.eng. What can you gain from learning how to calibrate to the non-verbal signals of others?
1089.eng.
1090.eng. NOTES.
1091.eng.
1092.eng. Verbal Rapport.
1093.eng. Verbal methods of rapport is the second pattern you will be taught about rapport.
1094.eng. In this section, you will learn how to:
1095.eng. #
1096.eng. - Understand the language your brain uses to communicate with itself
1097.eng. - Use representational systems to gain deeper rapport.
1098.eng. #
1099.eng. - Increase your flexibility in being able to "talk the other person's language"
1100.eng. - Greatly lower the listener's resistance to your thoughts and ideas
1101.eng. - Determine what the eyes tell us about the way a person thinks and speaks
1102.eng. - Know why you must avoid "active listening" and what to do instead
1103.eng. - Understand how "pacing and leading" works at a deeper level to achieve what you want
1104.eng. - Use the 100 + 1% rule
1105.eng. - Use additional verbal techniques to establish instant rapport Representational Systems.
1106.eng. Let's start by defining the term representational systems.
1107.eng. Our representational system creates for us a ___________ or _____________ of reality.
1108.eng. This reality is very ______________ to us.
1109.eng. As information comes into our brain, it does so through our ________ __________ .
1110.eng. Let's list them:
1111.eng. 1- __________________
1112.eng. 2- __________________ 3- __________________ / _________________ 4- __________________
1113.eng. 5- __________________
1114.eng. The reason that we call this our representational system is because these five senses represent reality to us inside our own heads.
1115.eng. As strange as it may seem, we really don't operate on "pure reality" or what is really happening in the world around us.
1116.eng. Instead, we operate on our ___________ or ____________ of "reality" which is based on how we ______________ that information to ourselves.
1117.eng. In other words, how we use our five senses to take the information in and store it.
1118.eng. Our representation of reality comes in through our five senses and then goes through some filters.
1119.eng. Thus, what we have are individuals who are communicating with each other in a sort of ____________.
1120.eng. If you can unlock this, they will believe you understand them.
1121.eng. And, in fact, you will be understanding them better.
1122.eng. When you verbally match someone's way of coding information by using words from the rep system that they use, they don't have to re-code what you say into the system that makes sense for them.
1123.eng. Although the brain uses five senses to code information, only three systems are used for purposes of coding in communications.
1124.eng. These three systems are:
1125.eng. The Three Main Coding Systems.
1126.eng. 1- Visual
1127.eng. 2- Auditory 3- Kinesthetic There is one more system that we have not introduced yet.
1128.eng. This is called the __________________ system.
1129.eng. This one often comes from the visual system and is very useful to learn (more on this later).
1130.eng. The way to determine if a word is unspecified is to determine whether it can fit into more than one coding system.
1131.eng. If it can then it is unspecified.
1132.eng. Example:
1133.eng. take the word, "Understand.
1134.eng. " Can you understand something you see?
1135.eng. Sure.
1136.eng. Can you understand something you hear?
1137.eng. Certainly.
1138.eng. You can also understand something you feel.
1139.eng. So the word, "Understand" fits into the unspecified category.
1140.eng. Here's a fun challenge for you.
1141.eng. This will assist you in learning where you can improve.
1142.eng. Beside each of the phrases below, write a (V) for visual, (A) for auditory and (K) for kinesthetic or (U) for unspecified.
1143.eng. I see now.
1144.eng. Too loud for me.
1145.eng. Don't argue with me.
1146.eng. Pleasing personality.
1147.eng. Hot idea.
1148.eng. Quiet please.
1149.eng. What an oversight.
1150.eng. Rings a bell.
1151.eng. Bright idea.
1152.eng. Awesome potential.
1153.eng. Move back.
1154.eng. Let's set our view.
1155.eng. Chime in.
1156.eng. Branch out.
1157.eng. Shakes me up.
1158.eng. Brilliant example.
1159.eng. Pretty picture.
1160.eng. A tender moment.
1161.eng. Understand completely.
1162.eng. Soft sell.
1163.eng. Don't utter a word.
1164.eng. Observe if you will.
1165.eng. Pretty view.
1166.eng. Tone it down.
1167.eng. I hear you.
1168.eng. That blows me away.
1169.eng. Solid idea.
1170.eng. It touches me deeply.
1171.eng. Get the big picture.
1172.eng. Someone told me.
1173.eng. Rough day.
1174.eng. Bells & whistles.
1175.eng. NOTES.
1176.eng.
1177.eng. Visual.
1178.eng. see.
1179.eng. aim.
1180.eng. dark.
1181.eng. sketch.
1182.eng. view.
1183.eng. glow.
1184.eng. portray.
1185.eng. bright.
1186.eng. scan.
1187.eng. vision.
1188.eng. hazy.
1189.eng. dull.
1190.eng. color.
1191.eng. show.
1192.eng. cloudy.
1193.eng. watch.
1194.eng. light.
1195.eng. reflect.
1196.eng. dim.
1197.eng. observe.
1198.eng. pretty.
1199.eng. visible.
1200.eng. hide.
1201.eng. focus.
1202.eng. brilliant.
1203.eng. oversight.
1204.eng. diagram.
1205.eng. look.
1206.eng. picture.
1207.eng. blind.
1208.eng. clear.
1209.eng. zoom_in.
1210.eng. image.
1211.eng. foggy.
1212.eng. sight.
1213.eng. survey.
1214.eng. glare.
1215.eng. reveal.
1216.eng. shine.
1217.eng. spotless.
1218.eng. draw.
1219.eng. Auditory.
1220.eng. hear.
1221.eng. say.
1222.eng. talk.
1223.eng. yell.
1224.eng. rasp.
1225.eng. sing.
1226.eng. babble.
1227.eng. whine.
1228.eng. tone.
1229.eng. boom.
1230.eng. chime.
1231.eng. snore.
1232.eng. music.
1233.eng. describe.
1234.eng. loud.
1235.eng. clatter.
1236.eng. aloud.
1237.eng. shrill.
1238.eng. verbalize.
1239.eng. clang.
1240.eng. squawk.
1241.eng. debate.
1242.eng. utter.
1243.eng. shriek.
1244.eng. hiss.
1245.eng. resounding.
1246.eng. tell.
1247.eng. discuss.
1248.eng. phrase.
1249.eng. purr.
1250.eng. call.
1251.eng. chant.
1252.eng. noise.
1253.eng. listen.
1254.eng. ring.
1255.eng. voice.
1256.eng. scream.
1257.eng. sound.
1258.eng. shout.
1259.eng. speak.
1260.eng. tune.
1261.eng. Kinesthetic.
1262.eng. feel.
1263.eng. string.
1264.eng. sharp.
1265.eng. fumble.
1266.eng. cool.
1267.eng. balanced.
1268.eng. shocking.
1269.eng. merge.
1270.eng. bumpy.
1271.eng. bend.
1272.eng. throw.
1273.eng. rough.
1274.eng. grasp.
1275.eng. tension.
1276.eng. push.
1277.eng. reach.
1278.eng. connect.
1279.eng. jarring.
1280.eng. link.
1281.eng. cram.
1282.eng. tackle.
1283.eng. pack.
1284.eng. shuffle.
1285.eng. unite.
1286.eng. catch.
1287.eng. strain.
1288.eng. sharp.
1289.eng. compress.
1290.eng. warm.
1291.eng. shoulder.
1292.eng. grasp.
1293.eng. stick.
1294.eng. solid.
1295.eng. shape.
1296.eng. hard.
1297.eng. soft.
1298.eng. handle.
1299.eng. fall.
1300.eng. cut.
1301.eng. lift.
1302.eng. strain.
1303.eng. Unspecified.
1304.eng. logical.
1305.eng. organize.
1306.eng. express.
1307.eng. evaluate.
1308.eng. feedback.
1309.eng. explain.
1310.eng. ponder.
1311.eng. select.
1312.eng. rational.
1313.eng. cooperate.
1314.eng. interact.
1315.eng. understand.
1316.eng. teach.
1317.eng. reward.
1318.eng. plan.
1319.eng. relate.
1320.eng. reiterate.
1321.eng. agree.
1322.eng. condone.
1323.eng. communicate.
1324.eng. worrisome.
1325.eng. decide.
1326.eng. hope.
1327.eng. What the Eyes Tell Us About Representational Systems.
1328.eng. Fill in the information as instructed.
1329.eng. You may even want to keep this diagram readily available until you have the positions memorized.
1330.eng. The brain has "hard wired" these eye movements into its system.
1331.eng. And these movements are the same for all people everywhere.
1332.eng. Begin now to train your brain to see these subtle movements in other people's eyes as they answer your questions and communicate with you.
1333.eng. Based on what you observe, modify your language patterns accordingly!
1334.eng. Additional Information on Rapport.
1335.eng. 1- Make sure you always have an outcome in mind when using these techniques.
1336.eng. It makes your aim sharper and you won't fall prey to the two-edged sword.
1337.eng. 2- How do you break rapport?
1338.eng. Stop pacing them.
1339.eng. Do something different.
1340.eng. 3- The deeper you want your rapport to be:
1341.eng. A) Pace more behaviors, attitudes, beliefs, rep systems, etc.
1342.eng. B) Make your movements at the same time they do.
1343.eng. 4- To test for rapport -- change your behavior.
1344.eng. If they follow, you're in rapport.
1345.eng. Additional notes of importance to you on Rapport:
1346.eng.
1347.eng. Backtracking Verbal Responses.
1348.eng. Based on what you know so far, can you speculate as to why "active listening" doesn't work for our purposes?
1349.eng. If your answer was that a person is precise about what they say based on the way they organize their rep systems, you are right!
1350.eng. Here's an even easier way to make sure you are using the right rep system.
1351.eng. This technique is rather similar to "active listening.
1352.eng. " However, it differs in one significant way.
1353.eng. Instead of paraphrasing someone else's words, you say the exact words they say.
1354.eng. Simply choose some of the words the person says and say them back.
1355.eng. This needs to be done artfully or you'll offend the person.
1356.eng. Used subtly, this is very powerful.
1357.eng. Another great side benefit of this is that what you say back will reinforce that thought in the other person's mind.
1358.eng. Use it carefully, then, and you will automatically remain in the same rep system that the person you're matching is in.
1359.eng. Therefore, you'll be able to selectively reinforce thoughts that you want them to internally reinforce.
1360.eng. Pacing Moods, Opinions and Beliefs.
1361.eng. Pacing moods is an extremely effective way of gaining rapport rapidly.
1362.eng. If someone is in a bad mood, you want to pace that mood and then gently lead them out of it.
1363.eng. What are some moods you could pace?
1364.eng. Make sure you don't compromise yourself when you pace opinions and beliefs.
1365.eng. No matter what a person believes, there will always be something about that belief or opinion that you can feel comfortable in pacing, even if it is only a tiny percent of the entire opinion or belief that was expressed.
1366.eng. NOTES.
1367.eng.
1368.eng. Process vs.
1369.eng. Content.
1370.eng. This is one of the most critical aspects of persuasion, and you'll find this theme running through all the persuasion that I teach!
1371.eng. This is about being able to learn to think, talk and write in terms of process, not content.
1372.eng. Think of it using a "treasure map" metaphor:
1373.eng. content is the location of the treasure.
1374.eng. Process is how you go about getting to the treasure.
1375.eng. Obviously, just talking about the content -- the "location" of the treasure -- won't take you there.
1376.eng. You must use process in order to decide how to get to the treasure.
1377.eng. Questions like, "What caused---” and "How did you decide to---” will get you process information.
1378.eng. The best way to uncover process-oriented information is to listen for it as the other person talks.
1379.eng. The keys to their process will spill right out!
1380.eng. What to Listen To.
1381.eng. Listen to the procedure they use to go from start to finish.
1382.eng. As an example, listen to a response from this person:
1383.eng. "First, I determine what benefits I would expect a product like this to give me.
1384.eng. Then, I look at all the possible options and make a list of them.
1385.eng. Then, I talk to several people I consider to be knowledgeable on the subject.
1386.eng. Then, I go back to my list of benefits and modify them accordingly.
1387.eng. By this time, I have a gut feeling about whether I should go ahead or not.
1388.eng. " Look at this from two perspectives.
1389.eng. #1:
1390.eng. From the position of what are the overall global aspects to this person's process?
1391.eng. (Her sequence is that she first determines the benefits then looks at all the options, etc).
1392.eng. Think of this as a "sequence of events" in her process.
1393.eng. Next analyze it from the perspective of the order in which she organized her coding system.
1394.eng. First she looked, then she talked, etc.
1395.eng. Now list the steps she goes through on a global level to make her decision:
1396.eng. Next, list the VAK codes she goes through in order to make her decision (in order):
1397.eng. NOTES.
1398.eng.
1399.eng. The 18 Most Powerful Words for Persuasion.
1400.eng. (And How to Use Them).
1401.eng. This one section has so much power-packed information that if you just mastered this part of the training, you would experience such a significant leap in your persuasion abilities, you would consider the training entirely worthwhile, even if this is all you learned.
1402.eng. For the most part, this section deals with the power of a linguistic pattern that forces the listener to accept your concepts and ideas as true.
1403.eng. And most of these ideas that your listener must accept aren't even directly stated!
1404.eng. So.
1405.eng. .
1406.eng. .
1407.eng. what are these powerful words?
1408.eng. Here they are!
1409.eng. Adverb/Adjective pattern:
1410.eng. 1- Naturally
1411.eng. 2- Easily 3- Unlimited Awareness pattern:
1412.eng. 4- Aware
1413.eng. 5- Realize 6- Experience Temporal (time) / Number pattern:
1414.eng. 7- Before
1415.eng. 8- During 9- After Spatial pattern:
1416.eng. 10- Among
1417.eng. 11- Expand
1418.eng. 12- Beyond Cause & Effect pattern:
1419.eng. 13- And
1420.eng. 14- As
1421.eng. 15- Causes 16- Because Commands:
1422.eng. 17- Now
1423.eng. 18- Stop Now, let's learn how to put them to use!
1424.eng. First, you'll note that the words are grouped into 6 sections.
1425.eng. In each section, you'll note the category name to the right.
1426.eng. I have chosen several of the most powerful examples of each of the categories to make up the 18 most powerful words for persuasion.
1427.eng. Lets start with the Adverb / Adjective pattern.
1428.eng. Here's a strategy for using these types of words:
1429.eng. Always put adverbs before the verb and adjectives before the noun.
1430.eng. 1- Naturally
1431.eng. 2- Easily 3- Unlimited Major Note:
1432.eng. Everything that follows one of these words is presupposed in the sentence.
1433.eng. In other words, the listener must accept everything that follows as true in order to make sense of the sentence.
1434.eng. Here are some examples:
1435.eng. "Have you discovered how easily you can make the decision to refer your friends to our company?
1436.eng. " "Have you asked yourself if the unlimited potential of this information is what is making you so excited?
1437.eng. " "Have you naturally discovered how persuasive you are becoming?
1438.eng. " "Many people begin naturally, Mr.
1439.eng. Williams, to create an idea of owning this just prior to making the decision to buy it.
1440.eng. " "Naturally, you'll find more than enough reasons to go ahead today if you understand even a little bit of what I say next.
1441.eng. " Remember to put the describing words in front of what they describe.
1442.eng. This forces the listener to see powerful pictures, and this method is also very powerful in writing copy.
1443.eng. Now, write three examples using this pattern.
1444.eng. Make your examples ones that you can take back with you to the "real world" and effectively use.
1445.eng.
1446.eng. The three words you have been given in the Adverb / Adjective category are, as you have probably figured out by now, representative of a whole class of descriptive words that will have this same impact when you use them.
1447.eng. I gave you the most important three that I use on a regular basis -- here's a more complete list that you can also choose from:
1448.eng. some.
1449.eng. all.
1450.eng. many.
1451.eng. begin.
1452.eng. easily.
1453.eng. naturally.
1454.eng. readily.
1455.eng. infinitely.
1456.eng. unlimited.
1457.eng. accordingly.
1458.eng. obviously.
1459.eng. still.
1460.eng. already.
1461.eng. repeatedly.
1462.eng. usually.
1463.eng. finally.
1464.eng. most.
1465.eng. truly.
1466.eng. truly.
1467.eng. immediately.
1468.eng. Now, here's a way to really have some fun with these and add exponentially to their power.
1469.eng. For maximum power, remember this:
1470.eng. Pack as many of these words as possible together (without sounding too strange)!
1471.eng. Here are some examples of this strategy at work:
1472.eng. You've probably started to become aware of some of the many easy yet powerful ways you can use this information.
1473.eng. Naturally, the most readily available and more importantly, competent person to deal with is me.
1474.eng. Finally, the most reliably accurate system of persuasion is within your grasp.
1475.eng. Once you begin to easily absorb this information, you'll naturally discover how easily it works for you.
1476.eng. Most of the reasons why people succeed with this information have to do with the truly unlimited power of the skills that you can easily put to good use in your own life, don't you think?
1477.eng. Here's a power-packed, fun one:
1478.eng. Have you asked yourself recently how many services your present broker [or whatever service provider] should be providing, but isn't?
1479.eng. [pause] Since I brought that up, does it make you.
1480.eng. wonder how much more you could be getting when we do [the service]?
1481.eng. Note:
1482.eng. When you use these patterns in writing, don't pack them as tightly as you do in speaking.
1483.eng. When you use them in speaking, pack as many in as you can!
1484.eng. Awareness Pattern.
1485.eng. Now we move on to the most powerful words in the next category:
1486.eng. 4-Aware 5-Realize 6-Experience This is the Awareness category.
1487.eng. This is one of my personal favorites because simply saying one of these words makes the person start the mental process that you mentioned.
1488.eng. These words are very important to your persuasion arsenal because, like the Adverb / Adjective words, everything that follows them is presupposed to be true.
1489.eng. Also, these words force the issue of not, "Will you do---” but instead, "Are you aware of---”, which is far more powerful in persuasion.
1490.eng. By the way, as you gain skill in being able to use these words powerfully, you might think that.
1491.eng. someone may respond to the question, "Are you aware of---” by saying, "No.
1492.eng. " I assure you, when done properly, this will never happen.
1493.eng. But if it ever did, all you need to do is say, "Not yet, huh?
1494.eng. " How's that?
1495.eng. Here are some examples of this pattern:
1496.eng. Is the awareness of the power of these patterns starting to sink in?
1497.eng. The more you begin to construct in your mind the ways you'll be using these patterns after you finish this course, the more you'll begin realizing the explosively profitable techniques you now possess.
1498.eng. Are you starting to experience the satisfaction of what owning this will bring as I tell you about it?
1499.eng. And, of course, you can combine them to create super-powered suggestions:
1500.eng. Becoming aware of the potentials of this policy allows you to start experiencing the inner sense of realizing how completely this program fits your needs.
1501.eng. Now, write three examples using this pattern:
1502.eng.
1503.eng. The real power of these words comes when you use them in combination with the Adverb / Adjective group.
1504.eng. Remember, no pattern is an island!
1505.eng. Strength comes from combining as many patterns together as possible!
1506.eng. Here's an example:
1507.eng. Naturally, as you start to realize the unlimited ways you can easily become aware of how joining this team will help you to truly accomplish your goals more rapidly and effectively, you'll start imagining the success you can actually achieve with my help and guidance -- NOW
1508.eng. - - are you starting to experience the possibilities?
1509.eng. Of course, as before, the words I choose are my personal favorites.
1510.eng. Here are some additional words in this category that you can also choose from:
1511.eng. realizeawareknowunderstand thinkfeelwonderpuzzle speculateperceivediscoverexperience accomplishfulfillgraspreconsider weighconsiderassumeconceive Now, let's put all this together in an exercise that will help you use powerful combinations.
1512.eng. Write a paragraph using the following "Power Words" in the order they are listen in:
1513.eng. 1- Naturally
1514.eng. 2- Aware 3- Unlimited 4- Experiencing Write your paragraph here:
1515.eng.
1516.eng. Temporal Pattern.
1517.eng. Now we move on to the next category:
1518.eng. the temporal pattern.
1519.eng. 7-Before 8-During 9-After These words use some aspect of time and/or numbers to create the presuppositions of your choice.
1520.eng. Here are some examples:
1521.eng. After you work with me, you'll understand.
1522.eng. Before you decide just how easy this decision is to make, let me tell you a few things that might help, OK?
1523.eng. During our time together today, could you be applying the benefits you will be discovering about this (product or service) to your life?
1524.eng. Now, write three of your own sentences using this pattern:
1525.eng.
1526.eng. And, of course, you can combine all the patterns together to get even more exciting suggestions:
1527.eng. During our discussion today, naturally, you'll begin to experience the excitement about what the future holds for you as you begin to understand how easily leverageable this information is for you!
1528.eng. Here's a larger list of words that fit into the Temporal category:
1529.eng. beforeformerwascurrentlywhile duringafterwhenforemostcontinue earlylateruntilfirsteventually secondhighestotheralong within addition to chiefanotherearliestlatestmore Spatial Category.
1530.eng. Now we move on to the most powerful words in the spatial category:
1531.eng. 10-Among
1532.eng. 11-Expand 12-Beyond Spatial words are used to create some relationship between things.
1533.eng. These could be thoughts, ideas, products, services, etc.
1534.eng. These words evoke powerful imagery in the mind of the listener.
1535.eng. Here are some examples:
1536.eng. From among the positive thoughts that you're already starting to realize you have about working with our firm will come the most obvious, yet overlooked reason to bring us on board now.
1537.eng. (Of course, you see/hear the plethora of additional presuppositions used above, do you not)?
1538.eng. To expand on your ever-growing ideas that contain the essence of your good feeling regarding using this information powerfully, think of the money you'll be making.
1539.eng. That's a great observation.
1540.eng. Let me suggest that as you start to experience the realization of what you just said, you can begin to realize that the full, positive ramifications will go beyond even your expectations.
1541.eng. Can you imagine how much further they'll go?
1542.eng. Now, you write three sentences using this pattern:
1543.eng.
1544.eng. Some additional words in this category:
1545.eng. againstalongamongapart fromaroundaside from behindbelowbeneathbeyondalong withdown from aboveinincludingfrom behindintofrom under in place ofwithoutoffonout ofbeside short ofthroughtowardunderuncoveroff the top underlyingtouchingclose(er)near(er)furtherexpanded enlarge(ed)proceed(ing)withdraw(ing)undergoneupward(ly)separate Now, put together some statements / paragraphs using the following words in the order given.
1546.eng. Remember to aim it at something important that makes sense in your life!
1547.eng. 1- Realizing
1548.eng. 2- After 3- Beyond 4- Easily 5- Effectively 6- Realizing Make some notes here for the above exercises so that you can easily do it.
1549.eng. You might even want to make a brief outline first.
1550.eng.
1551.eng. Cause and Effect Category.
1552.eng. We now come to our last two categories of the most powerful words, and we've definitely saved the best for last!
1553.eng. The Cause and Effect category is extremely powerful!
1554.eng. One of the main reasons for this is.
1555.eng. because it is the natural way that we state our beliefs.
1556.eng. Actually, this pattern is pivotal to the balance of the training because it is the most basic expression of pacing and leading.
1557.eng. This language pattern enables you to:
1558.eng. #
1559.eng. - Use a naturally-occurring pattern to install suggestions
1560.eng. - Create "realities" of making whatever you want cause anything else you want.
1561.eng. This is called "junko-logic.
1562.eng. "
1563.eng. - Speak in terms of the way people organize beliefs in their own minds.
1564.eng. Therefore, whatever you say is more believable.
1565.eng. Here are the words:
1566.eng. 13-And
1567.eng. 14-As 15-Causes 16-Because For the sake of making this pattern simple, let's split it up into two distinct groups with 13 and 14 being in one group and 15 and 16 being in another.
1568.eng. Let's start with 15 and
1569.eng. 16- The reason this pattern is called Cause and Effect is because one thing can literally be said to cause another.
1570.eng. The pattern is used exactly as it is written.
1571.eng. It basically takes the form of x (a pace) happens and causes y to happen (the lead).
1572.eng. Use these rules to make the pattern simple:
1573.eng. X is a pace Y is a lead Most importantly, ANY X can cause any Y!
1574.eng. Here are some examples:
1575.eng. Sitting there causes you to completely absorb what I'm saying.
1576.eng. And, as you completely absorb it, it will cause you to immediately accept it at the deepest levels.
1577.eng. Thinking your next thought causes you to agree with me that you need to really master this material.
1578.eng. Simply saying that excuse causes you to understand why you already don't believe it.
1579.eng. Isn't this a neat pattern?
1580.eng. Quotes Pattern.
1581.eng. OK, I want to introduce you to another pattern that you can use with any of the patterns.
1582.eng. It's called, "Quotes.
1583.eng. " This pattern works so well because you can literally say anything you want to say and just say that you're quoting someone else.
1584.eng. This adds credibility to your statement because someone else is saying it, not you!
1585.eng. Here's an example:
1586.eng. I was talking with a client the other day and she said, "the effectiveness of your material is so profound that you must be loaded with clients -- I mean, just listening to what you say would cause anybody to get excited and decide on the spot to bring you in if they really want to increase their profits.
1587.eng. " This kind of excitement is justified when you consider I helped her increase her income last month by $25,000- OK, now you come up with four sentences of your own:
1588.eng. two are normal Cause and Effect and two are using Cause and Effect with Quotes:
1589.eng.
1590.eng. Implied Cause & Effect.
1591.eng. Another form of Cause and Effect is called, "Implied Cause and Effect" and it takes advantage of our most powerful words 13 and
1592.eng. 14- This pattern implies that two things are linked together.
1593.eng. The basic pattern is:
1594.eng. As X (pace) happens, Y (the lead) naturally follows.
1595.eng. Here are some examples:
1596.eng. As you learn this pattern and start using it, you will have a certain sense of accomplishment.
1597.eng. As you start to assimilate this information, you will instantly begin to find ways to use it.
1598.eng. As the realization begins to sink in of how easily, rapidly and efficiently your profits will go up as a result of using my help, you'll naturally get more and more excited!
1599.eng. Now write three sentences of your own using the Implied Cause and Effect pattern:
1600.eng.
1601.eng. Here are more words to broaden your Cause and Effect word base:
1602.eng. kindlesderivesgeneratesallowsforces makesinvokessettlesstimulatesbrings to pass createsverifiesjustifiesdeterminesconstitutes Commands Category The last two words fall into the Commands category.
1603.eng. The best way to use them is to practice inserting them into your language as much as is feasible, now!
1604.eng. (ha ha)
1605.eng. 17- Now
1606.eng. 18- Stop
1607.eng. Here are some examples of these words in use:
1608.eng. This is a great idea, and I think you're beginning to gain the understanding of my ability to help you, are you not?
1609.eng. I mean stop, and start to begin to become aware of all the ways you can use just the few ideas I've given you so far -- pretty impressive, isn't it?
1610.eng. As you begin to realize all the power the Cleveland Method gives you to influence others effectively, you'll begin to discover your ever-increasing enthusiasm for mastering this -- now -- let's keep practicing on putting more and more of the patterns together, shall we?
1611.eng. Learn to throw in these last two words as frequently as you can without being ridiculous.
1612.eng. Let's now examine two other words:
1613.eng. because that causes These words give you the ability to do a somewhat-advanced version of the Cause and Effect pattern.
1614.eng. Here's how to use them:
1615.eng. Both can be used in roughly the same way and they are really effective.
1616.eng. The method is to wait until the person you are speaking with says something positive about you or your product / service / idea, and then you say:
1617.eng. That's a good point, and just understanding that point causes you to realize the full value of our system.
1618.eng. or I agree with that because it's so important for you, for all the reasons you've already mentioned.
1619.eng. In essence, using the Cause and Effect pattern in this manner allows you to use it as a "tag" to what you've been saying so far.
1620.eng. O.K., you now have the 18 most powerful words for the purposes of persuasion.
1621.eng. Practice using them constantly and you will be well-rewarded for your efforts!
1622.eng. Criteria.
1623.eng. The key to all successful persuasion is being able to "aim" your message at the person you are persuading in a way that they can't say no.
1624.eng. People have a naturally-developed "sales/persuasion" resistance.
1625.eng. So, your job is to present whatever you say in a way that blows right by any resistance.
1626.eng. In fact, it makes the person salivate to hear more and take action on what you say.
1627.eng. The secret here is using Criteria.
1628.eng. Without eliciting and using a person's criteria, you will never succeed in your persuasion efforts.
1629.eng. Using this information will allow you to "customize" everything you say so that it has the maximal effect on that person -- right then!
1630.eng. Here's how to do it.
1631.eng. The question to ask to elicit criteria is:
1632.eng. What's important about [fill in the context] for you?
1633.eng. Example:
1634.eng. What's important about investments to you?
1635.eng. What's important about improving your influence skills?
1636.eng. What's important about a piece of property to you?
1637.eng. This information is what a person uses to decide if something is good / bad, etc.
1638.eng. It is what drives a person to take action or to avoid it.
1639.eng. The more closely your product or service matches the person's criteria that you're persuading, the more impact you'll have on this person.
1640.eng. For influence purposes, the more you refer to their criteria and link it to your product, service, or proposal, the more impact you'll have.
1641.eng. Criteria, when properly used, can eliminate any objection.
1642.eng. However, you don't stop there.
1643.eng. Once you get the answer to the question, above, you then ask it repeatedly to obtain a "hierarchy" of information that will absolutely stun you with its effectiveness.
1644.eng. Fill in the blanks with your criteria for learning this information:
1645.eng. 1- (Most important)
1646.eng. 2- .
1647.eng. 3- .
1648.eng. 4- (Least important) All criteria serves to move a person towards an objective or away from a problem.
1649.eng. This is called, for simplicity, the Towards / Away pattern.
1650.eng. THE FUNCTION OF CRITERIA All criteria serves to make you want to move toward something or away from something.
1651.eng. TOWARD Words like:
1652.eng. attain, achieve, goals, include, accomplish, solutions.
1653.eng. These are what you'll hear when a person's criteria is moving them toward something.
1654.eng. AWAY FROM Words like:
1655.eng. avoid, get away from, evade, exclude, escape.
1656.eng. These are what you'll hear when a person's criteria is moving them away from something.
1657.eng. The question to ask to determine whether they are towards or away from us:
1658.eng. What will having (name their criteria) do for you?
1659.eng. Example of toward answers:
1660.eng. Q. What will having a passive income do for you?
1661.eng. A. It will enable me to buy more of what I want.
1662.eng. Q. What will having high quality do for you?
1663.eng. A. It makes me feel good knowing that I can afford the best.
1664.eng. Q. What will having superior influence skills do for you?
1665.eng. A. It makes accomplishing all my goals easier and faster!
1666.eng. Example of move away answers.
1667.eng. Q. What will having a passive income do for you?
1668.eng. A. It makes sure I won't have to work when I get older.
1669.eng. Q. What will having high quality do for you?
1670.eng. A. It guarantees me that what I buy won't break down.
1671.eng. Q. What will having superior influence skills do for you?
1672.eng. A. If I have superior influence skills, I won't get told, "No" as often.
1673.eng. NOTES.
1674.eng.
1675.eng. The Eight Most Dangerous Words.
1676.eng. Now that you know the 18 most powerful words for persuasion, let's learn the eight most dangerous words that are guaranteed to negate the power of your persuasion.
1677.eng. 1- But
1678.eng. 2- Try 3- If 4- Might 5- Would have 6- Could have 7- Should have 8- Can't Let's take them one at a time.
1679.eng. But But:
1680.eng. This word negates anything that was said before it.
1681.eng. Example:
1682.eng. "I want to help you but---” This really means, "I don't want to help you.
1683.eng. " Eliminate the word, "But" and replace it with the word, "AND.
1684.eng. " Try Try:
1685.eng. This word presupposes failure.
1686.eng. It is a subtle suggestion to fail to do whatever follows the word.
1687.eng. Such as, "If you'll try and get to this, it will really benefit you.
1688.eng. " This really means, "I know.
1689.eng. you probably won't get to it, but (there's that word again)!
1690.eng. if you could, it would be useful to you.
1691.eng. If If:
1692.eng. This word presupposes that you might not.
1693.eng. Such as, "If you want to pursue this with me---” This actually means that you might not want to pursue this.
1694.eng. This is used by people who have not built a compelling persuasive message and are using it as a weak close.
1695.eng. If you ever hear yourself using this word, then stop, and evaluate whether or not your overall message is weak.
1696.eng. Might Might:
1697.eng. This word is somewhat wishy-washy -- maybe yes, maybe no.
1698.eng. It does nothing definite.
