Covert NLP Language Skills Lesson 5, Glasgow, Scotland, UK

“Pacing and Leading, a Doorway to Unconscious Persuasion…”

Implanting hypnotic assumptions in to the heads of others through pace and lead statements.

Sitting at your computer, reading these word means you are ready for this lesson that is all about pacing and leading and is an extract from Persuasion Skills Black Book. The Persuasion Skills Black Book can be downloaded instantly for only $47 here.

 

Pace and Lead

Let’s get on to what pacing and leading patterns are, what makes them useful and how do we use them. You might have noticed that I have not started with any examples in this chapter. Some of you might be curious as to why I have done that and the reason is because I am so excited about how useful pace and lead patterns to you that I just want to get on with it. So without further ado let us start talking about these patterns.

When you make statements that are absolutely true for the listener they will unconsciously build agreement with you. This is a little bit like the flip side of the agreement frame that we discussed in an earlier chapter. So if you do this enough your subject is happily sitting there agreeing with your comments and then you add in something that you want them to believe to be true that moves them in the direction you want them to move in. In old style sales techniques this used to be called building yes sets, but we are going to use this in a much more subtle and powerful way.

Old Style Hypnotic Sales Technique

Sales people used to phrase their questions to always get a yes answer from the prospect so that when they came to asking for the sale the prospect had already got used to saying yes and would find it much easier. An over exaggerated version might look like this:

We have spent some time discussing the product?
You have seen how you benefit from it?
We have gone through your requirements and discussed how well the product meets your needs?
Are you ready to buy now?

If the first three questions are answered with a yes then you have started to build a pattern and it is easier for the prospect to say yes to the fourth question.

Hypnotists and hypnotherapists use the same concept to send people in to trance. Here is a typical hypnosis trance script:

“You are sat feeling the weight of your body sinking into the chair, listening to my voice talking to you as you start to slip further into trance.”

Notice that the first two are verifiable sensory experiences that would be going on for the subject right then and there whilst the third part of the statement is phrased the same way it is actually a command to go further in to trance.

Pacing and leading statements work exactly in the same way. We generally use three statements because it is an easy number to keep track of and the most common convincer strategy is three. That is to say the majority of people prefer to get things three times before being convinced, taking action etc. This is not true of everyone just that most people respond to cycles of three.

The structure of a good pace and lead statement then is two statements that are completely and verifiably true followed by a statement that is plausible and leading to where you want your client to go. For example, looking at your computer screen, reading these words means that you are already having ideas about how you can use this pattern. The first two statements are true and the third moves you to where I want you to go.

Before we get in to a few applications and examples I would like to pause for a moment and talk about the phrase “and that means.” This is another linking phrase that connects two statements that are not necessarily connected but you would like them to be. I like “and that means” statements because I can use them to connect anything to anything else. For example, since you are reading this statement it means that you are clever, intelligent and witty enough to understand how to use these phrases and that means you see the value of them and obviously this means that you want to take out your wallet and hand my large sums of money for my insight…and so on.

So, having read up to this point and realising the power of pacing and leading statements you are keen to see a few examples and that means you are already to use them in your daily life.

Example NLP Language Patterns, Pace and Lead

This chapter in The Persuasion Skills Black Book goes on to give you a number of examples and illustrations to use in various situations such as training, sales interviews. It also demonstrates a version of pace and lead patterns that take the subject out into the future as if it has already happened and makes the subject imagine the stpes they are about to take.

The Persuasion Skills Black Book then develops the pace and lead concept into more subtle but more powerful patterns.You can download this powerful eBook straight away for only $47 here.

Anyway, find a few pacing and leading patterns, some unsuspecting innocents and language pattern them through the floor. Let me know the results.

Speak to you next week.

Cheers

Rintu

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