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Direct Commands. Stop, start, now. Exercise. First things first. Associated vs Dissociated states. You have been doing most of this already!
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Direct Commands
Skill Building and Integration:
· Craft three basic sentences using only this category.
· Craft three basic sentences in the form of a hypnotic suggestion such as you might use with a client to elicit the results you desire.
· Craft three sentences using this category that are directly context dependent for your application in the real world.
· Craft three context dependent sentences that combine all the presuppositions you have learned up to this point.
Cause and Effect Words for this Exercise:
Stop, Start, Now
EXERCISE
Trance Integration of New Skills:
· Break up into groups of 5.
· One person sits in the center.
· Other four surround the 5th
· Person sitting gives his/her handwritten suggestions to one of the other group members.
· Subject goes into trance or closes their eyes and pretends to go into trance and just drifts.
· For the next three to five minutes the group delivers, in random order, rapid-fire suggestions for the integration and utilization of these skills, now and in the future, linking them to good feelings and pleasure.
Managing Emotional States- Pattern Weaving
- All decisions and behaviors are state dependent.
- If we want to change a decision, we simply change the state the subject or client is in to one that is conducive to the subject arriving at the decision you desire.
You can do this in a number of ways:
- Go into the state yourself and lead them there.
- There are two ways to lead them into desired states:
- Pace and Lead.
- Shock/interrupt and Lead.
- Ask Questions about the desired state using the magic questions:
- Have you ever…?
- What’s it like when…?
- If you were to…?
- Have them associate into the state.
- Feeling modalities makes people associate into the experience.
First things First
Associated Vs Dissociated States
Associated states – Person is in or reliving the experience from a first person perspective.
Dissociated States – person is outside the experience second or third person perspective.
You may notice this section is a little smaller than the previous sections even though it’s incredibly powerful. There is a reason….
YOU HAVE BEEN DOING MOST OF THIS ALREADY!
Emotional Influence Pattern – One
- Decide your Outcome.
- Get Rapport.
- Go into the State yourself.
- Induce the state via any of the following methods:
- Empathic transference –Sphere of Influence
- Questions
- Pace and lead or Shock and Lead
- Link it to your outcome, product or service.
- Amplify the state.
- Link it to taking action.
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Emotional Influence Pattern – Two
- Magic Question: Have you ever_______?
- Give an Example.
- Describe the Process
- You can add in process, criteria and values here to make it even more powerful.
- Link it to your outcome
- Amplify and accelerate the state
VAK Level 2 – Jumping into Their Process
In the first section on Process and Content we covered how to listen for and identify:
- A person’s primary or preferred modality.
- A person’s least preferred modality.
- The process inherent within the structure of a person’s language.
We also practiced:
- How to speak solely in one particular rep system.
- How to shift from one rep system to another.
- How to combine all the rep systems into your communication?
Take an Inventory of what you have learned:
- By now you have become intimately familiar with how to control your own state.
- How to gain rapport through your physiology, your language and ultimately through your intent.
- You are well on your way to mastering the Magnificent 7 Plus or Minus Two.
- You have explored your ability to elicit, create and manage emotional states within your subject.
- You have learned how to take any of the aforementioned elements and link it to the criteria and values of the person you’re seeking to influence in such a way that they feel absolutely connected to your product, service, or outcome.
- Now you’re going to learn and practice how to recognize the process of your subject, put your product, service, or out come into their process along with their criteria and values, accelerate it, and link it to yourself.
The Magic Questions Reviewed
Remember the magic Questions from the segment on state elicitation?
Let’s review them again…
· Have you ever…
· What’s it like when…
· If you were to...
The Sequence to Basic Process Elicitation
- Have you ever (insert outcome here)?
- How did you go about doing that or deciding to do that?
- Pay attention to the process words they will start speaking.
- Also pay attention to the words they “lean on” tonally,
(The words that the speaker places a special emphasis on) Those are the words that have special emotional importance to them, words that serve to direct you towards where to begin your criteria and value elicitation.
Process Drill # One
· Break up into groups of Two or Three.
· Person A will be the persuader.
· Person B will be the subject.
· Person A will elicit the person’s process for deciding to come to this training (sound familiar? )
· Person A will record Person B’s process and feedback B’s process to them and persuade them to really feel good about their decision to take this training and to get really excited about taking the next one (he, he).
· Switch and Repeat.
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· Give feed back
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