Every single human being is motivated 1 of 2 ways: move away from pain or go towards pleasure. For a very simplistic example… in most religions, there is the Heaven and Hell concept…

People who are motivated by pleasure:
A person lives their life to go to Heaven. This means that the thought of going to Heaven (pleasure) motivates them to be a good person.
People who are motivated by pain:
A person lives their life to stay away from Hell. This means that the thought of going to Hell (pain) motivates them to be a good person.

Since many (not all)  religions use it as a type of leverage, this principle has been a deciding factor amongst people for a very long time. This is also why goals are a great thing to have, but don’t work for many people (away from pain people).

To find out if you or your the person you’re talking to is away from pain or towards pleasure, ask the following questions:

What do you want? (it doesn’t have to be materialistic)
What’s important to you about doing/having…?
And what will that do?

People who are away from pain will answer with the following:
· financially free
· it will make life easier
· make you stress free
· prevent
· avoid
· remove

People who are toward pleasure will answer with the following:
· feel good
· make you happy
· accomplish
· attain
· include
· achieve

How to use it to be a persuasive communicator:

Self-motivation is a very powerful tool that unfortunately most people don’t have. Most people rely on external factors which won’t necessarily always be there.

People that are toward pleasure should always create goals and then find friend, family, co-workers etc. to hold them accountable to them. Doing so will allow them to keep them focus and help them be reminded and re-reminded of what they want to achieve.

Try this: Create a vision board. Cut out some pictures of the things you want and put them on piece of paper you can hang on a wall. It’s very simple and yes it works.

People who are away from pain must simply think about what they don’t want. For example, if you are thinking of not going into work today:

“If I don’t go to work, I might get fired. If I get fired, I’ll have no money. If I have no money, then I can’t pay my mortgage. If I can’t pay my mortgage, I’ll have to live on the streets. I should probably just go to work”

How to use this on others

The concept obviously remains the same as if you were to do this to yourself. Scenarios of using the pain and pleasure principle on others would be:

• Employees -reward employees for working hard or warn them about what happens if you don’t
• Sales – have prospects buy your product/service for what it can do or have them buy to avoid what happens if they don’t
• Kids – Tell your kids to clean up their room and do their homework so you can take them to get ice cream or if they don’t, you’ll take away their TV.

Surely you’re starting to realize the vast amount of leverage you’ll acquire by using the pain and pleasure principle.

It’s very simple to apply as long as you pay close attention to which direction the person you’re communicating with is going.  Practice by writing down the words I listed above and listen for them when you talk with someone.

Would you like to have the ability to conversationally get people to access resourceful, happy and motivated emotional states? How about having the ability to blow out limiting and unhelpful beliefs through a quick conversation over coffee? If it were possible how would you feel about being able to attach good feelings to you, your products or services whilst simultaneously attaching bad feelings to your competitors?

All of these things are possible with some basic conversational hypnosis techniques.

But what is conversational hypnosis?

Before we can start developing the skills it might make sense to define what we mean by a hypnotic trance, how they occur and what we can do with them.

Since I use hypnosis as a persuasion tool I am going to suggest we use a flexible idea of what a trance is. Just for this article let us say that hypnosis is about altering a person’s state of consciousness. Let’s just look at a simple example. For a few moments think about a pleasant memory from your childhood.

Are you back yet? Good, you have just been in a mild hypnotic trance. You went from your reading trance into a pleasant memory trance and now back to a reading or even a thoughtful trance. And guess what, I induced that in you by asking you to do the exercise.

There is another important point in the exercise. I have no control, I can’t force you to do it and in fact you may not have done the exercise at all. As a conversational hypnotist, I don’t have the ability to make you do my trance I can only suggest and hope you come along.

The other point worth making is that obviously there are more subtle ways of inducing different trance states than just simply asking someone to do it. But often the simplest approach is the most powerful.

If trance is just about getting people to imagine things how is that useful?

Here are a few ways that conversational hypnotists use their skills. As you are sat at your computer reading this list just think through how many of these might be useful for you:

• Getting your dream date to imagine feeling real good waking up next to you tomorrow morning.
• Getting a prospect to imagine how good they will feel after gaining the benefits of your product or service.
• Taking someone that is feeling unmotivated or un-resourceful and getting them to remember what it feels like to rise over a challenge and succeed.
• Taking someone who is being argumentative and closed minded and getting them to feel the benefits of thinking in a more flexible way.
• Letting your team see the benefits they will get when they implement the changes you are asking them to make

I could go on but I suspect you have got the idea and you can imagine many different scenarios in your own life where you can already see the benefits of imagining things differently. If this is true then you already realize the benefits of learning how to use some of these powerful conversational hypnosis techniques.

So how can I take people into a hypnotic trance conversationally?

There are lots of complex techniques like anticipation frames that install states such as curiosity and embedded commands so you just  have to find out  about particular ideas, concepts and tools. But for the purpose of this article let’s just concentrate on a simple but powerful idea.

If I were to ask you a question that you fully considered then you will have changed the direction of your thoughts from where they were going to where I was directing you. How would you feel if you could use that one simple idea as a gateway to not only taking people into a trance but also in the direction you want them to go?

If this is useful to you here is the structure of that question:

“What would it be like if you (x)?”

Where (x) is the thing you want them to do, feeling you want them to experience or idea you want them to access. Here is an example:

“What would it be like if you were easily talking people into a persuasive trance using this questioning technique?”

I guess you might be thinking this takes some practice. You may be surprised to notice that it becomes very natural very quickly. What would it be like when you suddenly realize you are doing this naturally? Can you imagine yourself using this simple but powerful technique to be more persuasive? If you can then a quick way to practice might be to read this article again and just notice how many different ways I have used the same technique with you.

About the Author. Rintu Basu is the owner of The NLP Company and author of the best selling Persuasion Skills Black Book. Based in Glasgow, Scotland he works as a Hypnotic Persuasion Skills Consultant helping individuals and organizations to reach their goals though being more persuasive. You can discover more about hypnotic persuasion skills on the Facebook page at www.fbook.me/persuasion

When we agree to an idea or proposal, it’s because there’s something in it for us. It’s hard to influence people who can’t see what’s in it for them. Sounds one-sided, but it is true. Call it self-interest, selfishness or whatever. It is only human nature to ask, ‘What am I getting from this?’

People will say yes to your ideas if they meet their needs or match their view of life in the following areas:

• Principles and values
• Beliefs and opinions
• Needs and wants

So Give People What They Want & Need

People agree to ideas and suggestions that match their needs or views of life. Underpinning all our lives are certain principles and values that we hold to be true. These become guidance for how we conduct our lives. They influence and mould our behaviour. They can differ greatly from person to person and successful influencers always take principles and values into account.

But how?

Notice what principles and values drive other people

Ask questions and invite comment and reaction

Check with those who know them well

Some examples of principles:

‘Integrity and fairness are an integral part of business dealings.’

‘I think that older people deserve courtesy and consideration.’

‘Moral behaviour is part of the fabric of daily life.’

It would be unproductive to spend time attempting to dislodge these deep-seated principles. Instead, harness them to add leverage to your suggestions

Beliefs & Opinions

Beliefs and opinions can be transient or short-term. Remember when you used to believe in Father Christmas, the Tooth Fairy, giants, and witches? Proof can easily dislodge a belief. So too can time.

An early step on the road to influencing others may include having to change lingering beliefs or convictions before you can proceed further.

‘I think that BubbleClean washing machines break down more often than the Tumblingsystem range.’

‘I think that all politicians are corrupt.’

‘I never make decisions on the 13th.’

Each of these beliefs can be dealt with by logical questioning or providing proof or data.

Needs & Necessities

These are fundamental requirements – they have to be met if you are to influence others. Typical needs include: reliability, security, achieving a deadline, meeting a budget, keeping up to date.

‘Because of increasing competition, it is essential that we maintain an image and at the same time keep up to date.’

‘My team members are under great pressure, so it important to maintain their morale.’

‘The system must not only be reliable but secure, as well.’

Having uncovered needs, you may have to mould or reshape your ideas to dovetail with the requirements of others. Often, people have a hierarchy of needs, so it may be important to discover and use this:

‘Which is most important to you – reliability or security?’

Wants & Wishes

Wants and wishes are not essentials, just a wish list: ‘Wouldn’t it be lovely … if only’. But their fulfilment can be the cherry on your influencing trifle, placed on top with a flourish, after the other person has agreed to your proposal.

Depends What’s On Offer

Question: How will your suggestions benefit the other person?

The person or people you are influencing will interpret the benefits of your suggestions in different ways. Some will be interested in the features – the fine details, the nitty gritty of ideas. Others will say ‘How will I benefit?’ Others will seek out the advantages of proposals – how the benefits are different.

Features, Benefits & Advantages

No doubt you are familiar with the differences between features, benefits and advantages, but it is worth re-iterating.

Features

These are built-in aspects of your idea or suggestion – timing, costs, resources etc. They will remain locked up in your idea whether the other person agrees or not.

Benefits

These are far more important than the features of your proposal. They translate boring old features into exciting statements which show clearly how others will gain.

‘This new hardware is made in Germany (feature) which means that we will save time and money on spare parts (benefit).’

Advantages

These are comparative benefits e.g. – increased revenue, greater savings, and faster turn-around.

In Summary: The Benefit Balance Sheet

Most people do not agree whole-heartedly to an idea. There is usually something that niggles, however well you’ve addressed their concerns.

In the end, when we finally say yes to a proposal, it is because the benefits outweigh any disadvantages.

As you plan and prepare your influencing case, list all the benefits and advantages of your suggestions. Use them to tip the balance in favour of yes.

About the Author: Jonathan Farrington is Chairman of The Sales Corporation, CEO of Top Sales Associates, and Senior Partner at The JF Consultancy, based in London and Paris. He is also the Chairman of the Executive Board over at Top Sales Experts. His popular daily blog is read by thousand of dedicated business professionals – www.thejfblogit.co.uk

Most of the articles I’ve written about on persuasive.net deal with building rapport because it’s the foundation to persuasion. It doesn’t matter how good of persuasion expert you are, if the person you are trying to convince doesn’t trust you, you won’t sell them on anything. However, if you do have their trust, you can realistically get someone to almost magically give you anything you want.

Last week, I went to the Lexus dealership because my lease was up and I wanted to buy out my car . While I was waiting for my transaction to be completed, I started up a conversation with one of the sales guys outside. The man was in his early forties and had a slight southern accent.  I released a book called 7 Day Persuasive Communication so I figured I’d pitch it to him. I followed all of my basic teachings of building rapport and mirrored his body movements, mimicked his tonality, and matched his rate of speech.  Some really amazing concepts I learned from a guy named Matthew Ferry. I was also able to determine that this salesman was a very visual guy who had a hardcore analytical personality type. So I painted him a picture of what I did and what I’m all about in specific detail.  I dropped a few lines here and there about my book, but never pushed it. He was so amazed at the passion and confidence behind what I was talking about that he asked me, “How do I buy your book…” Ding Ding Ding!

*Building rapport should be done throughout your conversation so I added it as step zero.

*Step 0: Building Rapport

Mirror Their Body Language

• Posture/Body Movement: Wait 10 seconds, and then shift your body in the same way.
• Gestures: Use the same hand gestures they use, but only when it’s your turn to talk
• Facial Expressions: Match their facial expressions instantly
• Shrugs: If they shrug, you should shrug instantly
• Head Nods: Instantly

*Tip: remember, they are not paying attention to the involuntary movements they are making, so don’t be afraid of getting caught, you won’t.

Mimic Their Tonality

• Accents: Copy their accent as closely as possible.  You don’t want to come across as mocking them, but make an attempt as it will make a world of difference.
• Emphasize: Usually, people emphasize certain words during a conversation so be sure to catch on quickly and do the same.
• Pronunciation: Most people pronounce words in a certain way, i.e. Tam-at-toe / Tom-a-toe
• Where They Talk From: Do they talk out of their nose like they’re congested, talk out of their throat like Kermit the Frog, or do they talk out of their chest like someone very deep or loud.
• Breathe: During the conversation, breathe like they breathe. This will create a hypnotic synchronization.

Match Their Rate of Speech

• Fast: If they talk fast, then you talk fast.
• Slow: If they talk slow, then you talk slow.

Step 1: Ask a Question

• Since selling isn’t telling, strike up a conversation by asking someone a question.
• Ask more questions. People usually spill the beans about their needs and wants when they talk about themselves.  Also, many people do what’s called a Freudian slip, which means to accidentally say something they had on their mind out loud. This can give you excellent personal information to work with.

Step 2: Talk about their interest

• If a person doesn’t trust you, there is no way they’ll buy from you. Once you hear some trigger words, use them as leverage to continue a conversation purely about their interest. An example would be if hear that they like dogs, get into a conversation about dogs. Yes it’s that simple.
• Use tie downs during your conversations to get them into a ‘yes’ mode
  

Step 3: Introduce whatever you are selling

• You want to discretely bring up whatever it is your selling intertwined with your conversation. Learn how to make proper transitions (“that reminded me of…”)
• Be careful with the way you reference it as you don’t want to set off their salesman alarm.

Step 4: Get them excited

• Now you want to work on getting them excited. The psychology behind what you are doing here is simple. You are setting yourself up for a ‘close’ by getting them into a ‘buying state of mind’. Remember, people usually don’t buy something when they are depressed.
• The way you get someone excited is by continuing to talk about their interest, smiling, laughing, fluctuating your voice and volume.

Step 5: Close

If you have followed steps 1-4 precisely, then by the time you are at step 5, you and the person should be having a good fun conversation

During my conversation with the Lexus Salesman, I never told him to buy my book, but I did reference it throughout my conversation. Since I was able to paint such a vivid picture of what happens when you read my book and about how it’s the logical decision for any salesperson to own a copy, he asked me to purchase it. Again, this wasn’t by accident, it was because I built solid rapport and literally planted a seed which quickly sprouted toward the end of our conversation. Ideally, you want to imply for them to take action, without having to say so. For example, I said to the salesman,

Me: “…how long have you been trying to become to the top sales person here?

Him: “6 months now…”

Me: “From my observation, most people have breakthroughs when they have the confidence to do so. They have the confidence because of what they know. This is something I stress to all my readers”

Him: “well yah..we can all use help you know…”

Me: “Well, my whole goal with my book 7 Day Persuasive Communication was to do just that. It’s provides the confidence you look for by giving you the linguistical know-how to drive a conversation to your advantage.”

Him: “That’s pretty interesting…Hey, how do I buy this book?”

So to clarify Step 5:

• Imply whatever it is that you are selling. Compare it to their needs but use someone else as an example.  During my conversation with the Lexus guy, I kept mentioning that it’s an amazing book for people who are looking to make a breakthrough in their sales career.
• Ideally, you want the person you are talking to ask you for the sale. If you do this right, they would be the ones who say, “how do I buy this”, “can you start working for me next week?”, or “can I hire you?”

Other Techniques

There are many other techniques involved in persuading someone, but as you can see, the core is about building rapport. Once you gain their trust, you can suggest for them to do anything you want.

Always ask questions! Selling isn’t telling. Use the concepts I gave you from Tie Downs to help you in that department. For those of you interested in the book I was talking about, click 7 Day Persuasive Communication for details.

So tell me this, what idea are you looking to persuade someone on and how will you do it?

Visual/Auditory/Kinesthetic (VAK)

Many of you reading this are probably familiar with what VAK is or maybe even generally how it works. Regardless to whether you do or not, I will teach you what words you should pay attention to as it relates to you building rapport. VAK, also referred to as representational systems are basically our senses that allow us to be engaged while discussing information, dealing with problems, thinking, or getting involved in various activities. To simplify this even more, representational systems determine how one processes information.

Most people are dominate in one particular area of VAK while a select few may be difficult to tell. Before you tell me that you’re one of the difficult ones, I’ll tell you that you’re not! Now read the rest of this post carefully to understand what I’m talking about.

Visual

For the people who are visual learners have the advantage of processing and comprehending information much quicker by literally seeing it in front of them. Obviously if their sight is their advantage, the other 2 areas are they’re disadvantages. For example, in a classroom, a visual learner would much rather prefer learning from charts, graphs, pictures, videos, or even live demonstrations rather than listening to the professor lecture the entire time. Not only would they prefer it, but they will probably retain less information with only the lecture.  So for some of you parents who have kids who aren’t doing so well in school, it maybe because your kid processes information differently than how the teacher teaches it.

Words That Visuals People Use:

1. analyze
2. appear
3. clarity
4. conspicuous
5. dream
6. distinguish
7. envision
8. clarity
9. examine
10. envision
11. focus
12. foresee
13. horizon
14. idea
15. illusion
16. illustrate
17. Imagine
18. inspect
19. look
20. notice
21. observe
22. obvious
23. outlook
24. perception
25. picture
26. pinpoint
27. scene
28. scope
29. scrutinize
30. see
31. show
32. sight
33. sketchy
34. spot
35. survey
36. vague
37. view
38. vision
39. watch
40. witness

Auditory

Auditory learners on the other hand would much rather prefer hearing something. They may or may not care to whether they literally see it, but they will understand the information much better by simply listening to it. An example would be a student who would much rather just listen to the professor lecture throughout the class and take notes based upon what they hear.

Words That Auditory People Use:

1. announce
2. articulate
3. audible
4. boisterous
5. communicate
6. converse
7. discuss
8. dissonant
9. divulge
10. earshot
11. enunciate
12. gossip
13. hear
14. hush
15. listen
16. loud
17. mention
18. noise
19. proclaim
20. pronounce
21. remark
22. report
23. ring
24. roar
25. rumor
26. say
27. screech
28. shrill
29. shout
30. silence
31. sound
32. speak
33. speechless
34. squeal
35. state
36. talk
37. tell
38. tone
39. utter
40. voice

Kinesthetic

The kinesthetic learner finds the hands on experience the most effective and  productive. These people would rather take part in the action and get a feel for what’s going on.

Words That Kinesthetic People Use:

1. active
2. affected
3. bearable
4. callous
5. charge
6. concrete
7. emotional
8. feel
9. firm
10. flow
11. foundation
12. grasp
13. grip
14. hanging
15. hassle
16. heated
17. hold
18. hunch
19. hustle
20. intuition
21. lukewarm
22. motion
23. panicky
24. pressure
25. rush
26. sensitive
27. set
28. shallow
29. shift
30. softly
31. solid
32. sore
33. stir
34. stress
35. support
36. tension
37. tied
38. touch
39. unsettled
40. whipped

What To Do With These 120 Words

Learning this is actually easier than it seems. The words listed above are generally the words that a visual/auditory/kinesthetic person uses. Obviously there are many more words for each category, but at least you get the idea.

Now, when you’re having a conversation with someone and you notice the person using words like “see, imagine, watch, etc.” then it is up to you to speak back to them using other visual words. The same applies if the person uses words from the auditory or kinesthetic category. If the person in front of you feels as if you are just like them, they are much more likely to be in rapport with you.

How can you use this technique today?

“using persuasion to make people buy something or do something is unethical”

Okay, so let’s have a good ol’ fashion debate about this.

Topic: Is it Unethical to Persuade, Convince, or Influence Someone?

Example: If you call someone out of the blue (cold call), and you are soliciting your product or service, is it wrong for you to “sell” someone on it, even if they don’t need it?

Are you interested in learning about how you can easily and quickly learn persuasive communication? This guide will allow you to simply comprehend the complexities of persuasive linguistics within just 7 days...Learn more

Guilt

The psychological meaning of guilt is an emotional experience one has when they feel as if they made a mistake about a decision they have made and hold themselves responsible for making it. Let’s continue with the example I used above about kids:

“Come on…everyone’s going to the party tonight…”

This generalized phrase for a typical parents translates into:  if everyone’s going to this party, and their kid is not, the parent is ruining their life etc. Obviously some parents are smart enough to prevent this from working . So for the many that are convinced by guilt to let their kids go to this party, they are victims of persuasive guilt created by generalizing a phrase.

In a business scenario, one business man can be trying to persuade someone to donate money to his charitable organization. Most people would tell the man no, they don’t have the money or whatever. The man can use a generalized phrase such a:

“Almost everyone I spoke to today has decided to contribute to this charity because they quickly realized that it is the right thing to do…shouldn’t you?”

Now I combined the usage of  generalizations and a tie down to convince a prospect to donate to the charity.  The business man told this prospect that almost everyone has donated money today. Now the prospect will begin to think they are being greedy considering that almost everyone this man spoke to today has donated. This puts feelings of guilt in their mind which will  motivate the prospect to make the donation.

Everyone’s Doing “It”

The whole “everyone’s doing it” also correleates with people wanting to be like everyone else. Ironically, people who tell me about how different or unique they want to be from others are saying the same thing everyone else is saying.

My friend Jim runs several cell phone kiosks along the West Coast. He told me a tactic he always teaches his sales people is to create some kind of buzz around the cell phone kiosk. Maybe showing some potential customers a magic trick or just something weird. When other people passing by see a crowd forming, the naturally develop the urge to see what is going on. People want to know why other people are gathering around this kiosk. Since sales is a #’s game, this helps increases the odds of closing a deal.

Urgency

People are more likely to take action on something when there is some sort of time limitation implemented.  For example, you see an infomercial on TV that says something about calling to purchase this product in the next 30 seconds and you’ll receive a free toothbrush or whatever with their company logo. You get the idea. Here is an example of how you can get someone to attend a personal development seminar by creating urgency and the other types of generalization listed above:

“Brad, you need to sign up for this event right now. Every successful person in the industry is going to be there so this event is guaranteed to sell out. You will never have this opportunity again.  Your looking to be a better sales person aren’t you? Well after the event, every time you are placed in a selling situation, you will know exactly what to say and do to close a deal. Isn’t that what you want?”

Here is the break down of what I wrote above:

• Every successful person is attending: If all the successful people are attending, you definitely need to be at the event, especially if you want to be considered successful
• …never have this opportunity again: This causes urgency because this event is so unique, it is a once in a life time opportunity. You will hate yourself so much if don’t attend.
• every time you are..close the deal: This tells the prospect that they will be virtually unstoppable with all the knowledge they learn after they attend

Words to Use When Generalizing

• Everybody…
• Everyone…
• No one…
• You always…
• You never…
• All

As a precaution, sometimes people call you out on what you say. For example, if a kid tells their parents that “everyone is going to the party,” to which some parents will say,”who exactly is going?” This obviously weakens your argument and can damage your point. The only way to bypass this road block is to simply rephrase what you stated before, “Mary, Sue, and all the kids from school are going” and quickly change the focus of the topic to something else like, “can’t this be the last time you tell me yes?”.

The last example was pretty simplified, but is necessary for you to understand. Here is a business example to go alongside of the example I used above. “Almost everyone I spoke to today has decided to contribute to this charity because they quickly realized it’s the right thing to do…shouldn’t you?” Someone might say, “how many people exactly contributed?” To which you say, “Well the majority of them told me yes because they are interested in helping the less fortunate, aren’t you?”

Some may say that this is unethical while others will say this technique is brilliant. When it comes to persuading someone to do something, I always tell people that it comes down to your intention.

Now tell me, how will you use generalizations to get people to tell you “yes”?

Pattern Interruption

Wikipedia has a great explanation on what pattern interruption is exactly:

…a pattern interrupt is an action that changes a dynamic in a personal situation or relationship by making an unexpected change, resulting in a new, and hopefully more effective and beneficial, behavior…

Pattern interruption also blends in nicely with hypnotism and trance. This may sound funky and weird to you, but it’s actually as normal as anything else. The “pattern” is the  conversation or event that is taking place at that given time. The “interruption” is the new factor that comes into the picture that temporarily takes away the focus.

To understand how this works exactly, one must know a little bit about the subconscious mind. Your subconscious mind is wired to automatically look for an answer to any questions you ask yourself. If you ask yourself, “Why am I so stupid,” your subconscious mind will look for an answer.

So when a person’s pattern is interrupted, their mind will begin to search for the answer to why and what is happening.

Let’s say you are convincing a client to buy your product. During your “spiel”, you decide to make ask a completely irrelevant question like, “hey did you see that show last night?”  This will catch them off guard and and your rapport will force them to answer. Then you continue with your conversation. Your client will begin to ponder about why you asked that question and what it has to do with what your talking about. Now instead of them being on the defense about what you are selling them on, their attention will be divided. Now it will become easier for you to persuade, influence, or convince this person to take action because of their lack of mental defense

Types of Pattern Interruptions

• Hypnotic handshake: This is handshake you could use on highly suggestive people
• Tonality: dramatically change the tone of voice for a brief second or two and you’ll find your prospect in confusion.
• Facial Expressions: Like the example above about making a stupid and funny face
• Visual Object: Imagine a door to door sales man selling vacuums You knock on the door and the customer answers. You say, “I am James with Super Clean Vacuums, and I’ll bet you’re wondering why I’m holding a bag full of dust and lint, aren’t ya?” Usually you won’t see a door to door sales person holding a bag full of dust and lint, because is out of one’s normal pattern. This will harness the power of the customers curiosity allowing you to take an advantage as far as creating rapport.
• Random Sentences/Words: Talking about one thing and then bring up a completely off topic subject. Then proceed with the original conversation.

Implementing Pattern Interruptions for Beginners

Your biggest challenge with trying the pattern interruption pattern will be about your level of comfort. Here’s the simple way to start practicing.

1. Educe a conversation with your prospect.
2. Ask a question that has nothing to do with the conversation. Make sure the question will bring your prospect to a desired state (i.e. excitement)
3. Continue with your conversation
4. close or pursue your desired action

Yes this is an overly simplified version of pattern interruption, but it will give you the basis on how pattern interruptions work.

Can you remember a time when you unknowlingly used a pattern interpution? Has anyone used it on you?

• Using Tie downs- Ties downs are sentences that you use after particular states you make to bring more interaction in your conversation.
• Repeat & Approve -This technique allows your client to subconsciously understand and believe you are giving them your undivided attention.
• Create Awareness – You can easily create awareness in a conversation with a client which will not only give you their attention, but it will also allow you to create and lead the conversation in any direction you want.
• Irresistible Persuasion – Learn how you can understand how a client makes a decision so you can customize your pitch and responses to their objections.
• Future Pacing – This brilliant technique helps you handle objections that your client may create by talking to someone else which allows your client to keep their commitment.
• Pain & Pleasure – Everyone on this planet either moves away from pain or goes toward pleasure. Discovering how you should handle each person will help you create rapport and motivate them to take action.
• Embedded Commands – Simple and easy embedded command strategies to make your clients take action when it is time to do so.
• Has There Ever Been a Time When – This language pattern has the power to make your client feel a certain way to motivate them into instant action
• 7 Day Persuasive Communication – My best selling eBook about language patters you can use within your day to day life to sell yourself, products, services, and ideas to increase your business and make you money.

Energy and Enthusiasm

Besides the technique I am about to teach you, having energy and enthusiasm when you speak makes a world of difference. Many times, it’s not what you say but how you say it. This is hard to convey through text, but let’s say you are telling someone about a party.

“Hey man, there’s a party this weekend, you should come…”

Or

“Hey man! There’s this awesome party this weekend! You gotta be there!!”

Practically the same words but said differently can be the difference to whether that person comes to the part or not. Now to take your communication to the next level.

Tie Downs

Tie downs are small phrases or brief sentences you use after you say something that gives opportunities of interaction to your listener.

“Hey man! There’s this awesome party this weekend! You gotta be there!!” You love parties don’t you!?

Now when I added a tie down to this sentence, not only do you gain interaction from your listener, but the tie down you use specifically correlates with what you just said.  This is actually done on purpose.   The agreement can be in the form of a verbal response (“yes”, “of course”, “sure”), a head nod, or even attentive silence.

In a sales scenario:

“Bud, this tie looks great with your suit. It shows the type of professionalism that’s required to be successful in a job like yours. You want to look professional, don’t you?”

So if the client says “no”, they are saying “no” to looking professional. This is why they will most likely say “yes” to the question. By saying “yes” to this question, they are also assumed to purchase the product.  The best part about this is that it gives you the leverage to handle their objection if they say “no” to your close.

Client: “no, I don’t want it…”

You: “Bud, professionalism in your job is what helps in your success, isn’t it?

Client: “Yes”

You: “Well, that’s exactly why you need to get this tie. Let me ring you up. Did you want to do cash or credit.”

Implanting an Embedded Command

Tie downs are also a way to focus attention on the question form of your statements instead of the embedded commands the statements contain.

“You can see the power of this, can’t you?”

It leaves the listener caught trying to answer the question while the suggestion/command ’see the power’ slips into the subconscious.

A Less Aggressive Approach

If our company could save you $300 per year on your domestic budget, how do you think that you would spend it?

Tie Downs for Bloggers

Since many of you are bloggers or people becoming bloggers, I figured I should show you the power of tie downs in Blogs. As I stated before, tie downs do not necessarily have to mean a verbal “yes”, in fact it can just be something one says internally. When you want to draw someone into a conversation, you ask them a question or something that allows them to participate.

Many bloggers naturally use questions toward the end of their blog when asking for their readers opinion on what they just wrote about or something along the lines to that. However, if they started using tie downs throughout their post, they would get more user interaction. Something as simple as a statement followed by a tied down throughout your post can help do this.

Have you ever read a long run-on statement that lost your attention? Sometimes even the best blog posts can be slightly modified with a few tie downs and make a world of difference. Tie downs give the reader subconscious cues to be ‘involved’. With the feeling of involvement comes participation. With participation, you will get more action on your blog. Whether it be products or services your selling or just getting people to click your ads, the more tie downs you use, the more active users you will begin to notice.