NLP

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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