NLP

1500.eng. Timing of the anchor
1501.eng. start the anchor just before you reach the peak of the experience.
1502.eng. pair the anchor with the response as it peaks.
1503.eng. "Hold" it for about 5-10 seconds.
1504.eng. Use a separator state to get a pure anchor
1505.eng. once the response peaks, distract yourself to a neutral state.
1506.eng. the neutral state isolates the pairing between the peak experience and the anchor from other random experiences and associations.
1507.eng. this keeps the association unique.
1508.eng. Use a unique anchor
1509.eng. a distinct visual, auditory or kinesthetic anchor.
1510.eng. Accurate duplication of the anchor
1511.eng. the best response will occur when you reproduce the anchor (trigger) exactly as you set it up
1512.eng. match the visual, auditory and kinesthetic parts of the anchor exactly.#
1513.eng. Thank you for visiting this page.
1514.eng. I have temporarily removed this exercise.
1515.eng. It is one month of practicing basic NLP Anchoring Skill Building Exercises.
1516.eng. If you should really want to learn this - email me for more information.
1517.eng. larry@NLPandHypnosis.com Please put Anchoring Skills as the subject of the email.#
1518.eng.
1519.eng. Irresistible Communication, Influence and Persuasion Part 1[[h2]]
1520.eng. Verbal Pacing and Leading.[[h2]]
1521.eng. Please keep in mind that we are discussing these processes based on being in - or creating long term relationships.
1522.eng. There are several skills necessary to be able to communicate irresistibly.
1523.eng. These skills really are about influence and persuasion.
1524.eng. Some of these skills are:
1525.eng. Establishing and maintaining rapport.
1526.eng. Be sure that you are matching the other person exactly.
1527.eng. Start off with a second or two delay in your matching or mirroring and then move to matching the other person almost simultaneously within a minute or two.
1528.eng. Avoid matching the other person using subtle matches.
1529.eng. This is not a match - do and move exactly as they do.
1530.eng. The only way to get into deep rapport is to be willing to do what they do - 100% the same.#
1531.eng. Having a definite outcome.
1532.eng. Set an outcome for everything you do.
1533.eng. If your are to influence and persuade you must know the outcome you want to achieve.
1534.eng. Using Advance Language Patterns.
1535.eng. We have already practiced some of the Advanced Language Patterns.
1536.eng. Using 3, 4 or more of them in combination will make it impossible for the conscious mind to recognize and negate all of the suggestions.
1537.eng. Refer to "Advanced Language Patterns Mastery" and the previous exercises for using presuppositions, cause and effect, embedded commands, single and double binds etc.#
1538.eng. Verbal pacing and leading.
1539.eng. We will be learning more about this in this month's exercise.
1540.eng. We will be pacing what is undeniably true and leading to what we want to be believed as true or what has yet to be established as being true.#
1541.eng. Eliciting or creating emotional states.
1542.eng. Basically we are talking about having the ability/skill to either elicit or create an emotional state in the other person, that is the perfect emotional state for them to be in if they were to naturally go ahead and carry out the mutually beneficial suggestion or action.
1543.eng. This includes the ability to be able to put yourself into this state (all your verbals and non-verbals will indicate you are in this state) before you create or elicit the same emotional state in others.
1544.eng. Matching the other person's criteria.
1545.eng. Eliciting and matching exactly the other person's criteria for the context you wish to influence and persuade.
1546.eng. Utilizing criteria is critical!!
1547.eng. (More about this in future exercises)
1548.eng. Matching process/strategy.
1549.eng. Irresistible influence and persuasion is obtained when you are able to determine the process/strategy the other person uses.
1550.eng. Again this is context dependent.
1551.eng. Find out their process and put your content into that process and it will be absolutely irresistible to them.
1552.eng. (More about this in future exercises).
1553.eng. O.K., on to what this skill building exercise is about.
1554.eng. Verbal pacing and leading.[[h1]]
1555.eng. When I first started learning about NLP, I learned about pacing, to get rapport, and leading to an outcome.
1556.eng. So, I learned to pace voice tone, tempo, volume and timbre; body physiology; visual, auditory, and kinesthetic predicates: criteria, buzz words etc.
1557.eng. Only later did I discover how to use this same concept for verbal pacing and leading and how powerful it is.
1558.eng. So, how does it work?
1559.eng. It works by blurring the distinction between what is absolutely true and undeniable (observable in the person's own experience) and what we want to be believed as true (or has yet to be established as true).
1560.eng. I am not saying that what you are suggesting is not true; only that it has yet to be established as being true in their minds.
1561.eng. It's harder to explain than to demonstrate, so, let's demonstrate how it works.
1562.eng. We will use this process.
1563.eng. Most of you will already be familiar with it.
1564.eng. Pace, pace, pace.
1565.eng. lead
1566.eng. Pace, pace, lead, lead
1567.eng. Pace, lead, lead, lead
1568.eng. (and then repeat this same pattern over and over, like this)
1569.eng. Pace, pace, pace.
1570.eng. lead
1571.eng. Pace, pace, lead, lead
1572.eng. Pace, lead, lead, lead
1573.eng. etc.
1574.eng. O.K., lets use the verbal pacing and leading process to pace and lead you into learning to use and actual do the process.
1575.eng. Outcome: To use the process to pace and lead you into learning to use and actual do the pacing and leading process.
1576.eng. As you look at what I have written in this skill building exercise and you read each of the words, you have thoughts, in your mind, about what I'm saying and how you can begin to incorporate this material into your everyday life.
1577.eng. And as you have thoughts and have the feelings that you are having, you know that this is something that really interests you and because of that it will be easy for you to learn.
1578.eng. And as you wonder about being able to understand and learn what I'm writing here, you begin to think about where in your life you can use this process and what outcome you might want to obtain by using this skill.
1579.eng. And you wonder how you can set aside enough time to really learn these skills to improve your results.
1580.eng. O.K., exactly what verbal pacing and leading did I just do.
1581.eng. Let's dissect it.
1582.eng. I followed the above pattern that I suggested.#
1583.eng. Pace: As you look at what I have written in this skill building exercise
1584.eng. Pace: and you read each of the words,
1585.eng. Pace: you have thoughts, in your mind, about what I'm saying
1586.eng. Lead: and how you can begin to incorporate this material into your everyday life.#
1587.eng. Pace: And as you have thoughts
1588.eng. Pace: and have the feelings that you are having,
1589.eng. Lead: you know that this is something that really interests you
1590.eng. Lead: and because of that it will be easy for you to learn.#
1591.eng. Pace: And as you wonder about being able to understand and learn what I'm writing here,
1592.eng. Lead: you begin to think about where in your life you can use this process
1593.eng. Lead: and what outcome you might want to obtain by using this skill.
1594.eng. Lead: And you wonder how you can set aside enough time to really learn these skills to improve your results.#
1595.eng. Are you beginning to see how powerful this is?
1596.eng. When used correctly it is almost impossible to tell which statements we are using are undeniably true and which statements we want to be believed as being true (or action we are suggesting be taken).
1597.eng. Of course, I would now talk about these skills for a few sentences without using the pace, pace, pace, lead pattern (just like the two sentences above) and then I would continue on by repeating the same pattern with more verbal pacing and leading.
1598.eng. Such as:
1599.eng. Pace: You came to my Internet site
1600.eng. Pace: and began to look for something that might interest you.
1601.eng. Pace: And when you saw this month's exercises, they seemed interesting enough that you started to read them.
1602.eng. Lead: And as you were reading, what you read caused you to pay even more attention to the process and begin to integrate these techniques with the other information that you have on influence and persuasion to become even more powerful as a communicator.
1603.eng.
1604.eng. ETC.
1605.eng. ETC.
1606.eng. ETC.
1607.eng. O.K., it's your turn.
1608.eng. The skill building exercise this month is to use the following form to become skilled at verbal pacing and leading.
1609.eng. For each of the 4 weeks this month, choose an outcome you want to achieve and a person or persons you will influence and persuade (who will benefit from the achieved outcome, also), using these techniques, to get that outcome.
1610.eng. Use the form to learn and incorporate the techniques and then begin that week to use verbal pacing and leading in your speaking.
1611.eng. After all it is VERBAL pacing and leading.
1612.eng. So, practice using them as you speak.
1613.eng. Yes, it does work when written as well.
1614.eng. Here's the form:
1615.eng. Week _____________
1616.eng. My Outcome______________________________________
1617.eng. Pace: ___________________________________________________
1618.eng. _______________________________________________________
1619.eng. Pace: ___________________________________________________
1620.eng. _______________________________________________________
1621.eng. Pace: ___________________________________________________
1622.eng. _______________________________________________________
1623.eng. Lead: ___________________________________________________
1624.eng. ________________________________________________________
1625.eng. Pace: ___________________________________________________
1626.eng. ________________________________________________________
1627.eng. Pace: ___________________________________________________
1628.eng. ________________________________________________________
1629.eng. Lead: ___________________________________________________
1630.eng. ________________________________________________________
1631.eng. Pace: ___________________________________________________
1632.eng. ________________________________________________________
1633.eng. Lead: ___________________________________________________
1634.eng. ________________________________________________________
1635.eng. Lead: ___________________________________________________
1636.eng. ________________________________________________________
1637.eng. Lead: ___________________________________________________
1638.eng. ________________________________________________________
1639.eng. Continue on using the same outcome and repeating the pacing and leading process.
1640.eng. Pace: ___________________________________________________
1641.eng. _______________________________________________________
1642.eng. Pace: ___________________________________________________
1643.eng. _______________________________________________________
1644.eng. Pace: ___________________________________________________
1645.eng. _______________________________________________________
1646.eng. Lead: ___________________________________________________
1647.eng. ________________________________________________________
1648.eng. Pace: ___________________________________________________
1649.eng. ________________________________________________________
1650.eng. Pace: ___________________________________________________
1651.eng. ________________________________________________________
1652.eng. Lead: ___________________________________________________
1653.eng. ________________________________________________________
1654.eng. Pace: ___________________________________________________
1655.eng. ________________________________________________________
1656.eng. Lead: ___________________________________________________
1657.eng. ________________________________________________________
1658.eng. Lead: ___________________________________________________
1659.eng. ________________________________________________________
1660.eng. Lead: ___________________________________________________
1661.eng. ________________________________________________________#
1662.eng.
1663.eng. These techniques are very powerful.
1664.eng. Have some fun with them as you incorporate their use into your influence and persuasion skills.
1665.eng. Remember to use the other skills given at the beginning of this exercise to add even more power to your influencing and persuasion skills.
1666.eng. Check out the demonstration example.
1667.eng. What were the presuppositions that I used.
1668.eng. The cause and effect patterns.
1669.eng. Where were the embedded commands.
1670.eng. etc.
1671.eng. Use the email links in my site to give me some feedback.
1672.eng. Thanks.#
1673.eng.
1674.eng. Irresistible Communication, Influence and Persuasion Part 3[[h2]]
1675.eng. How to Elicit and Create Emotional States.[[h3]]
1676.eng. Naturally as we have in the past, we will continue to keep in mind that we are using these processes based on being in - or creating long term relationships.
1677.eng. As we have discussed over the last few months, there are several skills necessary to be able to communicate irresistibly.
1678.eng. Some of these skills are:
1679.eng. Establishing and maintaining rapport.
1680.eng. Having a definite outcome.
1681.eng. Using Advance Language Patterns.
1682.eng. Refer to "Advanced Language Patterns Mastery"
1683.eng. Verbal pacing and leading.
1684.eng. If you completed last two months exercise you are gaining more proficiency in using verbal pacing and leading along with Advanced Language Patterns.
1685.eng. Eliciting or creating emotional states.
1686.eng. The subject of this month's exercises.
1687.eng. Basically we are talking about having the ability/skill to either elicit or create an emotional state in the other person, that is the perfect emotional state for them to be in if they were to naturally go ahead and carry out the mutually beneficial suggestion or action.
1688.eng. This includes the ability to be able to put yourself into this state (all your verbals and non-verbals will indicate you are in this state) before you create or elicit the same emotional state in others.
1689.eng. Matching the other person's criteria.
1690.eng. Matching process/strategy.
1691.eng. SEE Part 1 for a more complete description of the above skills.
1692.eng. O.K., on to what this skill building exercise is about.
1693.eng. Lets focus on Skill #5 - eliciting and creating emotional states to improve our ability to influence and persuade as well as build rapport.#
1694.eng. Eliciting and Creating Emotional States.[[h1]]
1695.eng. Before we actually get into Eliciting and Creating Emotional States, let's review a little of what I call working theory or what is it that makes this work so well and so easily.
1696.eng. We'll briefly look at these important concepts.
1697.eng. Start with an outcome in mind.
1698.eng. What is the "emotional state" you want to produce in yourself and in the other person.
1699.eng. Almost anything is possible when you are in rapport with someone.
1700.eng. To create an emotional state in someone else you must first put yourself in that state.
1701.eng. The mind cannot tell the difference between a very intense recalled emotional experience and a very intensely imagined emotional experience.
1702.eng. When a person is immersed in a past emotional experience, with a feeling of present reality, they will relive that experience exactly as the memory was incorporated at the time it actually happened.
1703.eng. In other words they will actually get into that "intense" emotion right here and right now as you are speaking to them.
1704.eng. It is possible to chain a series of states together to lead a person from say curiosity to commitment.#
1705.eng. Please note we will only cover just the very basics here.[[h3]]
1706.eng. In order to understand this let's assume that we are going to influence or persuade someone to act or think in a certain way that would be mutually beneficial to them and to us.
1707.eng. So, let's go through the above concepts one at a time and learn now exactly how it works.
1708.eng. Believe me, it is worth your time to understand these concepts and use them continually in all your communication.
1709.eng. Now, lets move on.
1710.eng. Out major outcome will be to influence or persuade someone to act or think in a certain way.
1711.eng. Start with an outcome in mind.[[h2]]
1712.eng. In this case the outcome is to produce a certain useful state in someone.
1713.eng. Outcome = what is the "emotional state" you want to produce.
1714.eng. For example if you were a salesperson, you might want to create a state of curiosity about your product or service.
1715.eng. Determine what state would it be natural for the person to be in to do or think the way we know would be beneficial to them and us.
1716.eng. i.e.
1717.eng. curiosity.
1718.eng. Anything is possible when you are in rapport with someone.[[h2]]
1719.eng. Get into rapport with the person.
1720.eng. You presuppose that you are in rapport.
1721.eng. i.e.
1722.eng. act as if you already have rapport.
1723.eng. Be sure that you are matching the other person exactly.
1724.eng. Yes, exactly.
1725.eng. Initially start off with a second or two delay in your matching or mirroring.
1726.eng. Then move to matching the other person almost simultaneously within a minute or two.
1727.eng. Avoid matching the other person using subtle matches.
1728.eng. This is not a match - do and move exactly as they do.
1729.eng. The only way to get into deep rapport is to be willing to do what they do - absolutely 100% the same.
1730.eng. To create an emotional state in someone else you must be in that state.[[h2]]
1731.eng. Establish rapport.
1732.eng. Decide what state you want to elicit or create.
1733.eng. Then in your own mind get into the same emotional state that you want the other person to have.
1734.eng. Elicit or create the state as described below.
1735.eng. The mind cannot tell the difference between a very "intense" emotional experience recalled from the past and a very "intense" emotional experience created in the imagination.[[h2]]
1736.eng. Any emotional state can be produced at will - right here - right now!
1737.eng. The sights, sounds and feelings of an emotional experience are "super glued" or linked together.
1738.eng. So by eliciting or creating one of them we will automatically bring in the others.
1739.eng. i.e.
1740.eng. if we were to get a person to feel curious they will automatically bring into mind the total experience with all the visual and auditory components.
1741.eng. We can create an emotional state just by describing it in a certain way.
1742.eng. Eliciting and Creating Emotional States.[[h2]]
1743.eng. Hypnotist talk about re-vivification.
1744.eng. In re-vivification, the person is immersed in the experience, reliving it exactly as the memory/experience was incorporated at the time it actually happened.
1745.eng. Re-vivification, we'll equate it to state elicitation from now on, is much more common than most people realize.
1746.eng. Excellent communicators use it all the time.
1747.eng. Sales people, politicians, therapists, talk show hosts, religious leaders use state elicitation to get listeners to relive previous experiences.
1748.eng. These experiences can either be positively or negatively charged.
1749.eng. Basically we can get another person to immediately experience any mood or emotion - at will.#
1750.eng. What are some of the emotional states will be extremely useful in our communication?
1751.eng. Curiosity
1752.eng. Frustration
1753.eng. Open to new possibilities
1754.eng. Committed
1755.eng. Convinced
1756.eng. Strong connection
1757.eng. Wanton desire
1758.eng. Confidence
1759.eng. Trust
1760.eng. Loyalty
1761.eng. Excitement
1762.eng. etc., etc., etc.#
1763.eng. Let's use the above example of a sales person wanting to get his customer into a state of curiosity about his product or service.
1764.eng. Our outcome then is to get the other person into a state of curiosity and link that state to our product.
1765.eng. How would we go about it?
1766.eng. Naturally this is harder to explain that to actually do.
1767.eng. I'll be the salesperson and you can take the position of a person who is interested in improving your communication by using Advanced Language Patterns to improve your results.
1768.eng. You can be my friend, John.#
1769.eng. Here's the process
1770.eng. First, I decide on the state - curiosity.
1771.eng. Then I ask myself, what are the components that make up the state of curiosity.
1772.eng. For example what would a person be thinking, seeing, hearing, feeling or doing if they were actually in a state of curiosity.
1773.eng. Here's what I came up with.
1774.eng. Components of Curiosity:
1775.eng. Begin to wonder about it.
1776.eng. Peaks my interest.
1777.eng. Ask myself questions.
1778.eng. Continually comes to mind.
1779.eng. There's something in here for me.
1780.eng. What can I learn here?
1781.eng. Now, I use these components and Advanced Language Patterns to tie them together and elicit the state of curiosity.
1782.eng. For example:
1783.eng. I don't know about you, John, but so many of my customers tell me that when you first learn about Advanced Language Patterns, you begin to get really curious and want to learn even more about it.
1784.eng. And it is so natural.
1785.eng. It's like, have you ever had a time in your life when you notice that there is something happening and you just begin to wonder about it.
1786.eng. And no matter what you are doing, whether it's during the day or during the night, it keeps popping into your mind and that makes you even more curious about it.
1787.eng. Somehow it's really able to peaks your interest to the point where you just can't stop thinking about it until you find out more about it.
1788.eng. And the more you continue to think about it, the more you become even more curious about it.
1789.eng. And as you do that, you find yourself asking yourself these questions.
1790.eng. "What's this all about?' "How does this work?" " What can I learn here?" It's like you're saying to your self, "I don't know what's really going on here but it seems like what's going on here is so full of opportunities and I like it.
1791.eng. I don't know exactly what it is yet, but there's something here that is really important for me." And as you think about Advanced Language Patterns, it's exactly those kind of thoughts and feelings that you and others become aware of.
1792.eng. It's really amazing that it does happen just like that, over and over again, until you take the action you need to take to satisfy your curiosity.
1793.eng. Now, is there something that I can do to help you get the results you want?
1794.eng. Or
1795.eng. Isn't it interesting how people think, John, like if you were to think of something that you've been curious about in the past.
1796.eng. Something that somehow gets into your mind, and it's there and no matter what you're doing; sometimes during the day or during the night it continues to pop into your mind until you actually do something about it.
1797.eng. It's like maybe ever time you look into a mirror and see yourself, it pops into your mind and you wonder about it and how it can help you.
1798.eng. And you somehow know deep down inside of you there is something that you have to find out about; no matter what it takes or what it costs, you'll do what ever it takes right now or within a very short time.
1799.eng. Perhaps within a day or too at the latest, because you understand that you have a need to satisfy that curiosity within you.
1800.eng. And that's the interesting thing about people, John., it happens just like that.
1801.eng. It's really very interesting, isn't it?
1802.eng. These are two quick examples of how you might take the components/structure of curiosity and then elicit that state in someone else.
1803.eng. How we can then chain curiosity to another state will be covered in future exercises.#
1804.eng. This month's exercise will be in interactive exercise between you and me.
1805.eng. Together we will develop the components/structure of four different states.
1806.eng. And then we will write our the language we could use to elicit each of the states in someone.
1807.eng. The interactive part takes place when you email me the results of your thinking.
1808.eng. I really will appreciate it when I get this feedback and will publish the most common components for each emotional state.
1809.eng. Having these common components will make it much easier to elicit each of these in the future.
1810.eng. Thank you in advance.
1811.eng. Choose any 4 of the following states, develop the components for the state and write out the script to elicit.
1812.eng. Do one a week.
1813.eng. Curiosity
1814.eng. Frustration
1815.eng. Open to new possibilities
1816.eng. Committed
1817.eng. Convinced
1818.eng. Strong connection
1819.eng. Wanton desire
1820.eng. Confidence
1821.eng. Interest
1822.eng. Learning
1823.eng. Trust
1824.eng. Loyalty
1825.eng. Excitement
1826.eng. Strong connection - instant rapport.
1827.eng. Choose your own state _________________________#
1828.eng. Week One:[[h2]]
1829.eng. The Emotional State is: ________________________________
1830.eng. Components of the state are:
1831.eng. ___________________________________________
1832.eng. ___________________________________________
1833.eng. ___________________________________________
1834.eng. ___________________________________________
1835.eng. ___________________________________________
1836.eng. ___________________________________________
1837.eng. Here's how I would elicit this state:
1838.eng. _____________________________________________________
1839.eng. _____________________________________________________
1840.eng. _____________________________________________________
1841.eng. _____________________________________________________#
1842.eng. Week Two:[[h2]]
1843.eng. The Emotional State is: ________________________________
1844.eng. Components of the state are:
1845.eng. ___________________________________________
1846.eng. ___________________________________________
1847.eng. ___________________________________________
1848.eng. ___________________________________________
1849.eng. ___________________________________________
1850.eng. ___________________________________________
1851.eng. Here's how I would elicit this state:
1852.eng. _____________________________________________________
1853.eng. _____________________________________________________
1854.eng. _____________________________________________________
1855.eng. _____________________________________________________#
1856.eng.
1857.eng. Week Three:[[h2]]
1858.eng. The Emotional State is: ________________________________
1859.eng. Components of the state are:
1860.eng. ___________________________________________
1861.eng. ___________________________________________
1862.eng. ___________________________________________
1863.eng. ___________________________________________
1864.eng. ___________________________________________
1865.eng. ___________________________________________
1866.eng. Here's how I would elicit this state:
1867.eng. _____________________________________________________
1868.eng. _____________________________________________________
1869.eng. _____________________________________________________
1870.eng. _____________________________________________________#
1871.eng. Week Four:[[h2]]
1872.eng. The Emotional State is: ________________________________
1873.eng. Components of the state are:
1874.eng. ___________________________________________
1875.eng. ___________________________________________
1876.eng. ___________________________________________
1877.eng. ___________________________________________
1878.eng. ___________________________________________
1879.eng. ___________________________________________
1880.eng. Here's how I would elicit this state:
1881.eng. _____________________________________________________
1882.eng. _____________________________________________________
1883.eng. _____________________________________________________
1884.eng. _____________________________________________________#
1885.eng. Sent email to: larry@NLPandHypnosis.com.
1886.eng. Please remember this exercise is to be interactive .
1887.eng. By combining our experiences and components and structure of the various states we can generate a list of the most common components for each state.
1888.eng. Having these common components will make it much easier for all of us to elicit each of these in the future.
1889.eng. Thanks Again.#
1890.eng. In a future exercise we will learn how to chain these states together.
1891.eng. For example we might chain Frustration to Curiosity to Interest to Learning.
1892.eng. This of course would be a very useful chain of states to use when someone is having trouble learning something.
1893.eng. Thanks for your interest.#
1894.eng.
1895.eng. Copyright 2003 Leading Edge Communications Ltd.
1896.eng. and Larry McLauchlin#
1897.eng. How to Use Process and Strategy [[h2]]
1898.eng. And [[h2]]
1899.eng. Using Criteria with Process and Strategy[[h2]]
1900.eng. Do you want to become an Irresistible Communicator?
1901.eng. To be a Master of Influence and Persuasion?
1902.eng. Then you must master this information before going on to some of my more advanced material.
1903.eng. Irresistible Communication: Influence and Persuasion for the Professional.
1904.eng. Please keep in mind that we are discussing these processes based on being in - or creating long-term relationships.#
1905.eng. There are several skills necessary to be able to communicate irresistibly.
1906.eng. These skills really are about influence and persuasion.#
1907.eng. The skills we will learn here are:
1908.eng. Establishing and maintaining rapport.
1909.eng. Be sure that you are matching the other person exactly.
1910.eng. Start off with a second or two delay in your matching or mirroring and then move to matching the other person almost simultaneously within a minute or two.
1911.eng. Avoid matching the other person using subtle matches.
1912.eng. This is not a match - do and move exactly as they do.
1913.eng. The only way to get into deep rapport is to be willing to do what they do - 100% the same.
1914.eng. Having a definite outcome.
1915.eng. Set an outcome for everything you do.
1916.eng. If you are to influence and persuade you must know the outcome you want to achieve.
1917.eng. Using Advance Language Patterns.
1918.eng. We have already practiced some of the Advanced Language Patterns.
1919.eng. Using 3, 4 or more of them in combination will make it impossible for the conscious mind to recognize and negate all of the suggestions.
1920.eng. Refer to "Advanced Language Patterns Mastery" and the previous exercises for using presuppositions, cause and effect, embedded commands, single and double binds and more.
1921.eng. Verbal pacing and leading.
1922.eng. Pacing and leading are extremely powerful skills.
1923.eng. Pace what is undeniably true and lead to what you want to be believed as true or what has yet to be established as being true.
1924.eng. Eliciting or creating emotional states.
1925.eng. Basically we are talking about having the ability/skill to either elicit or create an emotional state in the other person, that is the perfect emotional state for them to be in if they were to naturally go ahead and carry out the mutually beneficial suggestion or action.
1926.eng. This includes the ability to be able to put yourself into this state (all your verbal and non-verbal communication will indicate you are in this state) before you create or elicit the same emotional state in others.
1927.eng. Matching the other person's criteria.
1928.eng. Eliciting and matching exactly the other person's criteria for the context you wish to influence and persuade.
1929.eng. Utilizing criteria is critical.
1930.eng. Matching process and strategy.
1931.eng. Irresistible influence and persuasion is obtained when you are able to determine the process and the strategy the other person uses.
1932.eng. Process and strategy are context dependent.
1933.eng. Find the process and strategies that people use.
1934.eng. Then put your content into that process using their strategy and your outcome will be absolutely irresistible to them.
1935.eng. Process and Strategy[[h1]]#
1936.eng.  How to easily and naturally discover the other person's decision-making strategy.
1937.eng.  Discover how to persuade another person in his or her own unique and irresistible way.
1938.eng.  Get others to agree or to buy what you are selling instantly.
1939.eng.  Find and use the other person’s strategy and get them to do what you want.
1940.eng.  Understand the critical difference between process and content.#
1941.eng. Strategies are the particular sequence of internal and external representations - seeing (visual), hearing (auditory), feeling (kinesthetic), and making sense of - that a person makes to get a specific outcome (for example whether to buy something or not.)#
1942.eng. Although they are not entirely the same, I am going to use the terms “process” and “strategy” interchangeably and combine their use here.#
1943.eng. Our human experience is an endless series of subjective representations in our mind – our awareness is a continual series of images, sounds, feelings, thoughts and words that are important to us.#
1944.eng. To deal with this endless sequence more easily, it's useful for us to classify them in terms of the desired outcomes.
1945.eng. Each individual has different strategies for different situations.#
1946.eng. We use strategies to determine:
1947.eng. How we make decisions
1948.eng. Whether we buy something or not
1949.eng. How to we spell
1950.eng. How to we learn
1951.eng. How we are motivated
1952.eng. How we know they are loved.
1953.eng. And more#
1954.eng. The key to irresistible persuasion is being able to use each individual’s own unique strategy for the outcome they want to achieve.
1955.eng. This is done by sequencing your communication to the person you are persuading in such a way that they cannot say no to you because it is exactly how they do it themselves all of the time.#
1956.eng. People have a naturally developed resistance to being persuaded to take some action.
1957.eng. They have continually been told from birth to do this, do that, not do this, to decide this way, to believe this, to buy this, act like this, feel like this etc.#
1958.eng. It is easier to persuade people to think certain thoughts or remember a feeling than it is to persuade them to act.#
1959.eng. So, what we want to do is to communicate so elegantly that what you say and how you say it are not met with any resistance because it is how they do it themselves.
1960.eng. After all, who normally wants to say no to themselves?#
1961.eng. In actual fact, your objective is to find out and use the strategy that each person normally uses himself or herself to obtain their objective.
1962.eng. By doing so you will cause the person become so excited, want to hear more and have a burning desire to do whatever you suggest.#
1963.eng. What is Process?[[h1]]
1964.eng. What is content?[[h1]]#
1965.eng. People are persuaded more easily and naturally when you have been able to learn, to think, to talk, and to write in terms of process, not content.
1966.eng. To communicate in terms of process and not content is a necessary and fundamental step in immediately becoming highly effective and successful at persuasion.#
1967.eng. Consider this.
1968.eng. Process is the “how” – it is the steps to the outcome.
1969.eng. In cooking – this is the recipe.
1970.eng. Content is the “what” – it is the subject matter.
1971.eng. What is being dealt with.
1972.eng. In cooking it is the ingredients.
1973.eng. When you spend all of your time concentrating on the ingredients of what you are cooking; you will not end up cooking anything.
1974.eng. No action or outcome results.#
1975.eng. You can elicit (find out) a person’s process by asking questions such as:#
1976.eng.  "What caused .….
1977.eng. ?"
1978.eng.  "How did you decide to ...
1979.eng. ?“
1980.eng.  “What steps do you go through when you …..
1981.eng. ?#
1982.eng. These questions will get you process information.
1983.eng. And all you have to do as you elicit the process-oriented information is to pay attention and listen to exactly what is said and to look for eye movements and gestures (non-verbal communication) as the person you are persuading speaks.
1984.eng. If you listen and look – you will get the information you require.#
1985.eng. They have to give you the processes and strategies that they are using because it's what there are using all the time.
1986.eng. With practice, a person's process and strategies become easy to observe.#
1987.eng. For influencing purposes, the more you use their processes and strategy and the more you link it to what you want, your product or your service, the more promptly you will get what you want from them.#
1988.eng. Here's an example of how easy and natural it is to discover the person's process and strategy.
1989.eng. Buying a home example:
1990.eng. Lets determine the process that a person might use, from the beginning to the end, when a person decides to buy a home.
1991.eng. First, you ask one of the process/strategy finding questions.
1992.eng. "How did you decide to buy your last home?“
1993.eng. They respond: “First, I thought about what was really important to me and my family, and wrote them down in a list.
1994.eng. Then I called the realtor who sold me my last home.
1995.eng. My wife and I looked at several houses until we found one that we both felt met all our needs.”
1996.eng. Lets analysis what was said from two viewpoints.
1997.eng. First, from the position of what are the overall global aspects to this person's process - such as:
1998.eng. 1.
1999.eng. Think as what is important (criteria) in a house.

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