“Using Internal Representations to Create a Direction of Thought…”

The Key to Unconscious Persuasion Techniques…say What You Want Them to Think…

Some great results from last week, thanks for the emails and comments. Here are a few choice examples of some of the stuff you guys have been up to:

Teacher to pupil: Misbehaving and not doing your homework just means you will fail, but the real issue is how you can get a good school report. Imagine how you parents will react when I give them a glowing report next week when we meet. All you need to do is….

Manager to employee: after being knocked back for promotion: I agree you should have got the job and would add the real issue is how we can turn this around in your favour. Right now I understand you are upset and a little angry and that means you care a lot about this company and your role in it. Why don’t book some time next week to talk about how we are going to help you move forward in to the role that you want.

Driver to police officer: I agree Officer, I was going a little faster than the speed limit and would add that I am so keen to get home that I didn’t see the speed limit. You standing here, talking to me is a great reminder of public safety. What do I need to say or do to convince you that I am normally very conscious of speed limits and this is the only reminder that you need to give me?

This last example is a great result for two reasons. Firstly having to think of it on the spot and also because of the terrific conditional close at the end, so well done…and for the rest of you he got away without a ticket.

Hypnotic Language, Conditional Close

Before we start on the main body of this lesson let us spend a couple of minutes on conditional closes. Please note this for the sales people I have a slightly different meaning for conditional closes than is usually meant in sales training. But a question like “What do I need to say or do for you to do (x)?” is a great question because the answer is the information you need to get the result you are asking for. I think the pattern is straight forward and doesn’t need any more explaining except to ask you the question, “what do you need to do for you to apply this pattern straight away?”

The issue is not the answer to that question but the fact that you are thinking about all the different situations where this would be a good pattern to use. I hope you have realised that because you are thinking through the question and reading the rest of this paragraph that it is becoming very easy to integrate new patterns. Can you imagine the results you are going to get as you are assimilating all these new ideas? Think about where you will be in six months or a year when you are looking back towards now as the start of becoming a really magnificent persuader.

Future Pace, Hypnotic Leading

Moving on, this week we are going to be talking more about leading. Specifically, how to lead the imagination. So first let us look at some ideas on what happens inside someone’s head when you speak to them.
Your unconscious mind has to make an internal representation of anything we say for us to make sense of the sentence. For example, if I were to say “John saw the mountain behind the house,” you have to make an internal representation of John, a mountain and a house. If I were to say to you “John didn’t see the mountain behind the house because John, the mountain and the house don’t exist,” you have to make the same internal representations. What you can take from this is that to make sense of what is said you have to make an internal representation of it.

Here is a slightly more complex situation. Notice the difference between these two statements:

Understanding this concept is hard.
Understanding this concept is not easy.

They both carry the same logical meaning but the second has a different set of representations. This is the idea that has been through a lot of the patterns we have discussed so far. I just haven’t talked about this idea with you until now.

Now we can take this concept and develop it into leading the imagination. When I use words like “Imagine”, “Consider” and “Suppose”; or phrases like “What if…”, “How about…” or “Think about…” I am giving you a direct command to use your imagination in the direction I want you to be thinking about. For a moment consider the benefits of getting your subject to think about the things you want them to think about. How useful would it be if you could do this?

Did you notice how sneaky this way of thinking really is? Just by saying the right things I can force the internal representation on you without you having any choice except…by refusing to listen.

Whist this is only a short couple of paragraphs there is something really fundamental in this so please allow me to summarise. Just by speaking, YOU force internal representations on to the listeners and by using particular words you can get them to imagine particular situations. The fact that you are doing this allows you to send the listener’s mind in a particular direction.

Now that you know this, how many different ways can you think of using it? Consider the value you could get from learning how to think differently about language. Perhaps you might be thinking about all the influence you can have over people and how you can get them to do more for you. Or you might be thinking of how to attract new clients, partners, or prospects. Where would you get the most benefit from influencing and persuading people? I wouldn’t want you to get too excited about it because there is some great material coming next week that will make this concept work even more powerfully.

Next week we will be talking about using questions to lead the imagination and how we can use questions to create a strong emotional response. How would it be if you could do this already? What I mean by that is how excited can you get about learning questioning techniques that will get your prospect to shift their thinking towards where you want them to go? Would this be a useful skill to have?

Anyway, that is for next week, for the moment let’s think about how you are practicing patterns and routines. Imagine that you spent ten minutes a day for the next thirty days thinking up situations and how you can use your language differently to have more effect. Remember this is not actually doing anything differently, just thinking about how you would do it differently. If you did this, would it make a difference to the way that you act? I suspect it might, but I would like you to be sure of this by doing it.

Before next week find a few people to flap your gums at. Shift their thoughts in different directions and leave them in a better place than you found them. If you can imagine doing this, how much better will you feel when you are looking back from having already done it?

Are you already looking forward to next week when we will be talking about presupositional questioning?

 

Cheers

 

Rintu

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