Tuesday, May 12th, 2009
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Interrupting Someone is Not Rude, It is Persuasive!

Pattern InterruptionsHas your mom or dad ever told you as a child to never interrupt someone while they are talking? Well I hate to be the one to say this to you, but they are dead wrong! A few years ago I was introduced to a very simple yet weird communication technique. Even though this technique is so easy to use, most people would shy away from using it. Pattern Interruption is a communication technique that many master persuaders use to confuse the mind of the person they are talking to.  I’m sure the first question that comes into your mind is: “Why would I want to confuse the mind of the person I’m talking to?”

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?


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Category: Objection Handlers / Personal Development / Persuasive Linguistics
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  • ruthgree
    This works. I know because I am also a songwriter, and it works in writing and in performance...catch people off-guard. It's as if they lose their balance, the balance being the usual constructs that control how they act, how they keep themselves acting according to pattern. Tilt them a little and they may fall for you....
  • Excellent insightful post and I must say this is the first time I am hearing about this. From what you have written i can say that i have done this several time, but unknowingly, from now i will try and doing it purposely and see what happens! :)
  • Being aware of subliminal persuasive tactics is what will take you from good to great. Your communication level will be sure to rise drastically.
  • YESSSSSSSSSS!!! Nice 1 Aj, including pattern interrupts and more NLP in your posts. excellent :D!!!!!!!!! Very cool insights! you've just reminded me even with a person's best interests in mind (ensuring they think "happy thoughts" ;) Interrupting them can be very positive in that dynamic. Interrupting a good pattern is destructive, sure, but interrupting a self-destructive pattern?? Well hey!!!!!!!!! That's what coaches are for!!! My entire career revolves around interruption you just made me realize!!!!!! interrupting negative patterns and then installing massively successful and productive ones!! Excellent post!
  • Thanks John! I love your enthusiasm!! :)
  • tom
    Personally, I am random at times where I am talking about one thing and then instantly switch over to something else and then back to the original thought.
    I see it as a way if I don't say it now then I will forget it.

    I never thought it could be used in persuasion as a way to put the person in front of me off track.
  • Good observation about yourself Tom. Many people do do it unknowingly, but the power lies in understanding it and doing it purposely.
  • Alexis
    A reaction to Slaven Mandic...I personally think it depends on the cultural background of the person you are talking to. For instance, making a stupid/funny face will "always" works if you are communicating with French people because they use this in their communication, also filled of big gestures, but, I swear, it will never work if you are communicating with Chinese people.

    So , Mr Kumar, I think you need a time to know and understand the person you are talking to. After all, you can not go for an interview and start immediately to use this method while you are negotiating salaries and other things.

    Thanks.
  • You make a great point. I did change that example for the purpose of this post to something more realistic. Let me know what you think. Here is my post on understanding cultural differences and becoming persuasive.
  • "...You decide to make a stupid and funny face for a split second..."

    AJ, I love your blog and your advice on positive persuasion. But this one is just to wonky for my taste.

    In all honesty... have you ever done this to anyone?
  • Yes I have done the face thing just recently, which is why I wrote it. However, I understand your point on this and I made it a more realistic example.
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