basic people motivators

8/13/2019 Basic People Motivators

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BASIC PEOPLE MOTIVATORS

Basic beliefs motivate us to act, feel, and believe and when others agree with our basic beliefs, we become

very fond of them and trust them. For example, we believe that one day we shall realize our most

cherished hopes. For this reason, any claims such as the following affect us tremendously.o To be rich

o To master others,

o To live long

o To have any artner

o To hel others. Charities successfully urge us to give to a good cause. Giving eases the guilt we

feel about feeling superior and better off than others.o To be mentally strong an! !etermine!Who doesnt want to have a masterful personality, to be

strong willed and resolute leadero To be treate! "airly!nfairness creates extreme social unrest.

o To be seen as restraine!"his is related to being mentally strong. We believe that we should show

restraint in eating, sex, and in revealing our power and wealth.

o To be ca#tio#s#howing caution, especially in response to something new or strange ma$es us

seem less gullible% "he following motivators have driven people to do all sorts of things.o Sel" love. &dmiration. Flattery, we are told, gets you everywhere%

o $ealth. 'o need to comment on this. Confidence tric$sters play on our greed for money and so

strong is this that we can be deceived time and time again.o Se%. Being sexually attractive and desired.

o &esire 'hat others have. (ave you noticed that something doesnt seem at all interesting until

someone else wants it)o En(oy the s#""ering o" others. "a$ing pleasure from others feeling envious of us. Getting one up

on others. *ne famous actress, on being sac$ed, vowed to come bac$, buy the film studio and sac$those who had thrown her out. #everal years later. she did% Getting one up on others motivates us

powerfully%

o To have things easy. We will wor$ our soc$s off to avoid any effort%%

)etting into Raort *#ic+ly even 'ith !i""ic#lt eole-

"his is a hidden techni+ue of influence. ou can affect anyone with this techni+ue, without their$nowledge, and they may be affecting you with it without yours% ou can learn this techni+ue to influence

others and $now when they use it to influence you.

(eres how- irror their

o Breathing,

o Body posture,

o /oice, #peech 0ate

o 1nflection and

o #pea$ at the rate they are breathing, saying your most important words when they are exhaling.

.o' !o yo# +no' 'hen they are inhaling an! e%haling/

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When someone is tal$ing they are exhaling, when they stop they are inhaling. #o, when they are tal$ing

you should be breathing out, and when they stop tal$ing 8for a gasp of breath%9 ou should breath in.

(ow do you tell whether they are inhaling or exhaling when they are not tal$ing) :oo$ at their shoulders8not at their chest%%%9 and notice the rise and fall of their shoulders against the bac$ground. "ry loo$ing at

them at different angles, to determine what is best for you. When you spea$ at the rate they are breathing,

using the same tone of voice as they are, you are irresistible. 1t is as if you are their own unconscious mind

spea$ing to them.

&s you breath in rapport with them, begin to experience the emotion you want them to feel. Gradually turn

it up. ;ventually, you will have created in them a state of extreme excitement, or whatever emotion you

wished to create in them. *r another may have done the same to you% #o ma$e sure you learn this

techni+ue%

01 Secon!s to Mirror an! Match2

When atching the posture and mannerisms of another it is important to wait about 25 seconds or more

before you match, otherwise the techni+ue may be obvious. Get the idea of how long this is% "en seconds

is about the time we listen and wait when we hear a strange sound, and we wait to find out more. 1f wehear nothing else, we tend to forget what we heard before.

Magic 'or!s o" in"l#ence yo# become absol#tely irresistible2

When anyone receives information he or she evaluates it, determining whether it is bad or good, useless

or useful, etc, according to "(;10 criteria. ou can use this fact to !iscover an! #se another3s criteria,

to obtain their enth#siastic agreement. "hat persons criteria magically and irresistibly influence them.

"o determine anothers criteria as$ these +uestion-

o What ma$es this important to you)o What does this do for you)

o What would 1 have to do to 8get your business9)

o What would have to happen for ... 8you to support me9

(aving determined the others magic words, use these exact words exactly as "(; have used them tocreate a powerful influence. 1f they mispronounce or misuse words, then you should mispronounce and

misuse them too.


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o Free

o (ealth

o oney

o sex

"hese words represent some of the criteria we all share. But our own personal criteria, which

we reveal in response to the +uestions at the beginning of this article, influence us most of all.

>iscover and use these and your communications will be magically irresistible%

.o' to Tal+ So Others Listen $ith Their .earts

?eople, you and 1, act to get goo! "eelingsor to get something that gives #s goo! "eelings.

"elling yourself the house is a mess and 1d better clean it, is less motivating than telling yourself the

house is a mess, and, after 1ve cleaned it, 1 wont be embarrassed when friends visit, so 1m going to feelreally good

ou give yourself an aealing emotional reason or motiveto clean the house . ou explicitly state a

motive that ma$es you feel emotionally good.. :earning these short articles enables you to communicate

to people about what "(; want, so that your communications will be that much more effective, and youwill get great satisfaction out of it.

1f you have no emotional reason for reading these articles, you wont want to read them% (owever,

different people may have different emotional reasons. ;ven if you dont give a fig about communication,

you might be $een to read this material to satisfy your curiosity = a powerful emotional reason. *thers mayhave different emotional reasons, but everyone has an emotional reason for doing something. ;ven if it is

to read it to please their spouse%

"o use this techni+ue yo# nee! to "in! o#t ma+es the other "eel goo!. "his means you have to care

about people. ou need to be interested in them to use it properly = a good way to improve yourinterpersonal relationships.

"he method is to as+ someone to !o something an! tell them that a"ter they !o it they 'ille%erience goo! emotional "eelings%

The Magical A#thority Voice

When we were young, and our parents were angry with us they used the a#thority voice. "hey dropped

the tone on the end of their sentences and you $new they meant business. &fter years of learning this none

of us can avoid being affected by it. "his voice sounds firm and in our own best interest. Begin to listen to

the sound of peoples voices. >o they have a childish whining voice) *r the voice of authority)

When we hesitate because we feel unsure, say when as$ing a +uestion, our voice tone rises. We become

more screechy% When we ma$e a statement, our voice tone drops. & s$ilful spea$er can#se intonation to

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comletely change the meaning o" the 'or!s2We respond more to intonation patterns than to meaning%

We do this unconsciously anyway. :earn to hear the patterns and use them consciously.

'ews readers receive training how to spea$ using the authority voice, because how they say things hasgreater impact than what they say. "he same thing said in one voice = the Voice o" A#thority an! 'e

believe it, and in another voice, and we do not believe it.

We need to practice this because when under stress our voice tone tends to rise, ma$ing us sound childishand wea$.

When you use the &uthority /oice yo# 'ill a#tomatically become more o'er"#l an! in"l#ential .

?ractice by listening to others spea$ing and note how their voice changes, and what impression it creates.

:isten especially to news readers% ou will then be aware of the tric$ and you may use it yourself%

The secret o" the magic to#ch

1f someone touches you and as$s, >o you feel that) *f course you do. (ere the word feel has a sensory

meaning. But when we use it in the sentence, >o you feel that this is right, it means thin$ *n otheroccasions we use feel to mean emotional feeling. Clearly the word feel can be highly ambiguous%

1f you touch someone and as$ them if they felt it, they must agree. We can use this truth and ambiguity of

feel to ma$e highly effective influence.

(eres how.

#tart a sentence with A>o you feel thatA and touch or brush them slightly on the hand or arm and then

finish the sentence with what you want them to do. For instance, >o you feel that 8touch them9 we are

going to ma$e the deal now)

ou can also use A>ont you feel that A and as before touch them gently somewhere innocuous, such as thehand or arm. "hen finish the sentence as before with what you want them to feel, decide or do. For

example, A>ont you feel that 8and touch them9 we should do something about it)A

0esearch has indicated that most people are not even aware consciously that they have been touched

physically, yet they are effectively influenced.

Secret o" hi!!en emhasis to in"l#ence #n+no'ingly2

By emphasizing certain words in your sentences, you can give hypnotic commands to others to do what

you want. "o use this techni+ue you have to plan it. #ay, you want another to agree with your proposal

and sign the agreement. :ets summarize, 1 dont $now whetheryo# agree 'ith this roosal, yo#wouldwant to !eci!ebefore yo# sign here20ight on the line. 8#trengthen your voice and loo$ the person in the

eyes when you say the words in bold.9 1f you have spo$en the words in bold in a different way from usual,

then the listeners unconscious mind will heare- you agree with this proposal ... you ... decide ... you signhere .... &t one level the listener hears the whole speech, but the words said differently are noticed

unconsciously and grouped together. Because they are embedded, the commands do not create so much

resistance as simply saying them would.

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& more subtle example is- "his a bad sign,1 cant find my pen. *h thisisnt it. &h, this will do, or at least

be acceptable for no'2%

ou emphasize or mar$ certain words in the sentence in various ways-

2. #ay them louder or more softly as you say these words7. :oo$ the other in the eye as you say these words

@. 'od your head as you say these words. a$e a sign with your hand as you say these words4. *pen your eyes wider or close them sleepily as you say these words

"his and other techni+ues are in fact ways in which we naturally influence each other, but we are often

unaware of it.

.o' to get 0445 agreement every single time2

>id you $now that if you can get someone to agree three or four times, they will most probably agreeautomatically the next time) (ave you ever found yourself in a set where you answer in the same way as

before by habit) #o you can see how this wor$s%

But how can you get someone to agree with you 255 of the time) ;asy. For example, at this moment 1

am sitting at my computer. 1 am typing this article. "he sun is shining. 1ts +uite hot. 1n my area it is very+uiet. "rite) >ross) ?erhaps, but 1 certainly cant disagree, can 1) 1t is all true.

a$ing statements that the other must agree with 8or which you $now they will agree with9 is called

pacing. By commenting on the physical universe, for example, you get 255 agreement because you are

referring to what is% 1f it rains, the other has little choice but to agree%

ou can describe what you see or hear exactly.

ou are sitting at your des$. ou are loo$ing at me.

We have been tal$ing for @ minutes.

ou can ma$e general statement which everyone will agree with. For example-

Certain thoughts are going through your mind.

ou are wondering what will happen.

ou can notice the feel of the chair you are sitting on.

ou can see certain specific things.

ou can hear sounds.

ou can ma$e statement which are un= provable-

our heart rate has changed.

our blood pressure is now different.

ou are more relaxed.

our body appears lighter than before.

ou can ma$e statements which are universally agreed, or agreed within a given culture-

Business is business%

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ou didnt get where you are now by being lazy, did you)

ou dont get something for nothing do you)

"heres a silver lining in every cloud, isnt there = even if its hard to find%

By ma$ing several of the above type statements and then one you want the listener to accept you can

tremendously increase your ability to get agreement. &re you aware of how easy it is to change

when you $now how to)

Oen an! Close! *#estions

"his important information can help you communicate better. ou can use it to solve many issues. "his isinformation about open and closed +uestions. Broadly, a closed +uestion is one that can be answered by

one word or phrase or a platitude. 1t is a conversation stopper. &s such it is very useful and important.

*pen +uestions are ones that cannot be answered by a single word or phrase, and invite the other to tal$ =to volunteer new information.

*f course, the other can respond to a closed +uestion with a long speech, and the other can respond to an

open +uestion with a single word or phrase, or grunt% But open +uestions get new information more often

than closed ones.

Close! *#estions

2. &re you all right)

7. 1s this the right way to do this)

@. &re you interested in films, or do you prefer sport)

Oen *#estions

2. ou appear upset. :ets sit down and tal$ about it)

7. (ow, exactly, do you do this)

@. "ell me about you favourite sport.

!se closed +uestions to finish a conversation or part of a conversation. !se open +uestions to get the other

to spea$ more.

6in! the other3s secret lace an! instantly in"l#ence them2

When we thin$ about something, we see certain colors, hear certain sounds, experience certain feelingsabout it, and place it somewhere. ou often see people loo$ing into empty space when they are tal$ing to

you about something in their mind. They are loo+ing at their secret lace2

&s$- Aou have made a really good decision before, havent you)A 'otice in the space around the two of

you, where they loo$. "o influence them, present your obDect in that Amagic placeA or stand in that magicplace yourself.

&s$ the person E Can you recall an experience that occurred in the past when you were very excited)For example, doing exciting things that you really li$ed)

Watch 'here the person loo$s when they tell you about something they really li$e, etc.

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ou can multiply your influence on that person by standing in that place or putting the item you aretrying to influence them with in that place. 81f you cant get to that place where they are gazing 8if they

loo$ at the roof of a nearby building, for example9, you can place the obDect or yourself in that generaldirection9

;ither you are or the item is in the secret place, and when you get them to tal$ again about that pleasantthing, they will loo$ at you in their secret place, and the pleasure of that place will rub off onto you%

.o' to gain mastery o" a ne' s+ill Reetition, Reetition an! Reetition2

"o learn a s$ill, you need to repeat the s$ill many times = at least seven, but perhaps 27 or 24 times. When

you learn any new s$ill, you need to practice, to repeat the s$ill until you can do it automatically

0epeat out loud

0epeat while imagining you are really using the s$ill

0epeat with a partner

When learn a procedure, repeat each step times = write down the tally of your repetitions = and repeat theprocedure as a whole or more times.

"oo much trouble) "oo much trouble to attain mastery and attain whatever you want) "oo much trouble

to learn these s$ills so you can truly help yourself, or another = those you care about most)

Preten!ing yo#r 'ay to Mastery o" Anything2

ou can master anything if you believe you can. &nd you C&' believe = with the power of pretending.

ou can use this techni+ue to attain whatever you want, Dust follow the same procedure. #uppose, for

example, you want more self confidence ...

(eres how%

&ccept you lac$ self confidence, after all, if you did you wouldnt want to be self confident would you)

o you li$e this image of self confidence) 1f prefer, then ma$e a few changes so you li$e it.

#tep into this image of self confidence, and enDoy being self confident. Get the full feel of it.

?ractice often and notice how this affects your life%

Bore!/ 7ot me2 7ever2 8ee in Present Time an! Be .ay2*ur concerns may seem to come from the past or from the future. (ow strange% "he past and the future

are either gone or yet to come.et we let them bother us now% What if we lived 8in our minds9 in thepresent) We would be free of them. (eres how%

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>o this exercise with real things, not in your mind%

&s$ yourself, What can 1 see now) & window, a door .. :oo$ around and notice some obDects.

What can 1 feel) "ouch some things in the world, if you want. 'ote how they feel = warm or cool,rough or smooth, heavy or light ...

&s$ what is happening now)

0epeat steps 2 to @ to pull your mind into the present

1mmerse yourself wholly and totally in what you are doing now. >o whatever you are doing. Give it your

all. &t this moment, thats all youve got% !se the +uestions above to help you get into the present and = bymoving out of the past or the future = enDoy this very moment.

7E)ATIVES/

&t first we have no awareness that we cannot do a tas$. We thin$ that it is easy. We are at a stage of unconsciousincompetence. We are incompetent, and what is worse, we dont $now it. &fter a while we realize we do not $now

how to do a tas$. We have made progress. We have reached the stage of conscious inability. We cant do it, but now

we $now we cant. Whats better someone who $nows they cant fly the plane, or someone who doesnt $now they

cant and tries anyway) "he next step is to learn how to do the tas$. When you do this, you can do it, but only when

you $eep your mind on it. Get distracted and it goes to pieces. ouve progressed to conscious ability. &s long as

youve got it in mind you can do it.

With repetition, the tas$ becomes automatic and you reach the stage of unconscious ability. ou can do it without

thin$ing. ou can sort the potatoes and tal$ about the game. ou can drive the car and not even $now you have

passed through several towns. "here is a stage above this. Call it unconscious ability with awareness. ou can do

the tas$ and thin$, plan and steer the activity without your thin$ing distracting you from doing it automatically. For

example, you can be part of an important conversation, do the right things and be able to thin$ about what is

happening and where the conversation is going without being distracted from applying your communication s$ills,with ability but without thought.

!nconscious 1nability

Conscious 1nability

Conscious &bility

!nconscious &bility

!nconscious &bility with &wareness.

When we first learn to build rapport, we are wholly thin$ing about mirroring the other person. "his is conscious

ability. (owever, when we wonder how we are doing we forget to mirror% When our mind moves to something elsewe stop mirroring. :ater we can mirror automatically without thought. We have attained unconscious ability. &s we

develop we learn to do whole tas$s automatically so we are freed to thin$ about the whole picture, and still perform

our tas$s when we are not thin$ing about them.

(ow do we do this) We do this by over= learning the tas$s.

a$e sure you learn and apply this valuable information about the 4 levels so you are aware of what you need to do

in any tas$, and you realize that sometimes progress seems to slow down when we move through these stages.

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M#ltily yo#r o'er 'ith the secret o" critical mass2

*ne piece of radioactive metal wont ma$e a bomb. ou have to reach critical mass, when there is

sufficient material to ma$e a bomb. :ess than critical mass, no bomb. Critical mass, and you have anuclear bomb = need 1 say more)

When you are using ?ersonal >evelopment techni+ues you do not have to do one or two techni+ues

perfectly. ou have to do a sufficient number of things reasonably well, so the law of synergy comes intoplay = you have attained critical mass = and the effect is more than the sum of the effects of eachtechni+ue. ou get more than you put in%

When things go wrong, it isnt that one thing was done wrongI rather a lot of things. #imilarly, when

things go right, it isnt that one thing was done excellentlyI rather a lot of things were done reasonably

well.

0emember it is important to do things as well as you can, but one or two mista$es is not going to ruin the

day. 0emember synergy and critical mass. ?ress on to your goal%

&re you aware of how easy it is to change when you $now how to)

9tili:ation #sing 'hat yo# have to attain 'hatever yo# 'ant2

9tili:ation is a $ey techni+ue. 1t wor$s magic.

With utilization you use whatever is available to attain your goals. !tilization is the stuff of genius%

When we thin$ and feel that we cant do something, this is something we are doing = not a negative. We

are actually doing an inability. For example, if you forget something, you have actually done something.

ou have forgotten and you have succeeded in doing this.

For instance, you want to be self confident in a given situation but you cant do it. ou can lac$confidence. ou can do that, but you cant be self=confident.

:ets utilize this. ou have the ability to lac$ self=confidence, and you have the ability to not be self=

confident. "hat is you can thin$, do and feel non=self=confident things. ou are actually doing this. ou

are not merely lac$ing self confidence, you possessing the s$ills of lac$ing confidence. Be sure tounderstand that we are not here tal$ing about negatives but actual things that are said and done. For

example, you might thin$, 1 want to give my opinion, then feel anxious, and thin$ 1ll Dust ma$e a fool of

myself. ou are doing things% ou are succeeding in ma$ing yourself lac$ confidence. !tilizationre+uires us to recognize that we have s$ills and abilities to not=do what wed li$e. 1t doesnt merely

concentrate on what we wish we could do. We recognize and ac$nowledge what we can do, even if it

doesnt lead to our goal%

'ow, utilising what we have, what would it be li$e if you used your ability not to be self=confident tolac$ the ability to be not=self=confident) 'ow this isnt merely words. ou can thin$ of the situation and

thin$ 1 cant be self=confident. #upposing you use these real feeling and thoughts and apply them to you

lac$ of self=confidence and you thin$ about yourself lac$ing self confidence and thin$, 1 cant do that% 1fyou couldnt lac$ self=confidence, you would be self=confident wouldnt you)

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2. 'ote the s$ills and abilities that you have in a given situation. "he actual results of the s$ills might

not be what you want, the s$ills themselves are useful. 'ote and ac$nowledge the s$ills you are using.7. (ow can you use these s$ills to get what you want) For example, suppose you prevent yourself

from being relaxed in a situation by feeling anxious. ou can feel anxious. ou can create feelings, in this

case you are creating anxiety, but the same s$ill can be used to create any s$ill. ou also have the belief

that you cant feel relaxed. ou cant help feeling anxious.@. !tilise the s$ills and abilities which you have. For example, thin$ing I can3t be an%io#sabout

feeling anxious.

. 1magine yourself in that situation, thin$ing I can3t be an%io#s-ecide what you want.

:oo$ down to your left = move your head and eyes = and as$, 1f 1 could already attain my

goal, what would 1 loo$ li$e)

ove you eyes and head up to your right and picture yourself actually achieving yourgoal as if you are watching yourself in a film, or on tv 8"hat is you can see yourself9.

a$e that picture bigger, closer, brighter and more colourful until it really ma$es apowerful impact on you

ove your eyes and head down and to your right and step into the picture and feel what itfeels li$e to actually achieve that wonderful goal

&re you aware of how easy it is to change when you $now how to)

Eye !irections "or vario#s tyes o" thin+ing

Imaginary Pict#res

!p and left

Remembering Pict#res

!p and right

Imagining So#n!s

:eft Remembering So#n!s

0ight

6eeling Internal seech-

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>own and left >own and right

Can I Really be L#c+y/

es, you can be luc$y%

:uc$ means occurring by chance. 1t implies that

:uc$ Dust happens by chance, and

1t cannot be planned or obtained by intention.

ou cannot influence the result of a lottery, or a roll of dice, for example. #o you cannot win by wishing

or hoping.

et, apart from this you can be luc$y. (eres how%

0- 8no' 'hat yo# 'ant1f you dont $now what you want,how will you $now when you find it)

&s a young student, 1 was amazed that when 1 had learned a new word, 1 seemed to see it and hear it

everywhere. 1t was as if after learning it, the world presented it to me on every occasion% *f course, the

word did not occur more fre+uently = my awareness of it was greater% 1 heard it when previously, 1 had

ignored it. #imilarly, opportunities may surround us, but do not observe them) :i$e my new word, whenwe good luc$ or fortune in mind, we notice all the great opportunities that surround us every day. When

we do not have good fortune in mind, then we are unaware of all the opportunities that surround us.

*pportunities of all $inds surround us, and we recognise them when we have good fortune in mind.

;- Let everyone +no' 'hat yo# 'ant2

1f you let others $now what you want, they can pass on to you useful information and tips, but when

unaware of what you want, they obviously cant help you.

=- I" at "irst yo# !on3t s#ccee!, then try, try an! try again, an! then give #an! !osomething else2We do not $now which of the several or many things we try will wor$. ;ighty per cent, at least of what we

try will not bring the dramatic results we want. *f the remaining 75 per cent, only per cent will be of

much use. #uccessful people try many things. "ry, try, try again, b#tthen do something else% 1f a tigerwants your dinner, let it have it% ou can always come bac$ with your gun%


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"hose who succeed become experts in their area of interest. "hey read, study, listen and as$ +uestions, and

gain experience.

1- Tr#st yo#r int#ition2

0espectyour hunches and feelings. "his does not mean you blindly gamble on a hunch, it means thatyou give consideration to what appears, at first, to be irrational feelings which may be clues from the

unconscious mind which your conscious has missed. 0espect your hunches and chec$ them out%0emember may famous scientific discovers derived from sudden hunches or insights. But the scientistthen had to prove them%

&lso, intuitions might come to you gently and +uietly. By listening to them and being aware of them you

can open up the opportunities in your life.

6. Believe yo# 'ill s#ccee!2any really great achievements did not come overnight. "hey were often proceeded by many false starts,and difficulties. aintain your faith that you will soon succeed in small things and in time in great ones.

'ever give up on your dreams% ou will succeed sooner than you thought%

.ynose%

To learn hypnotic sex, a woman responds well to an image of placing all the good feelings a

boyfriend has made her feel on her palm and the thowing them out for now.

When a woman confides - telling you what is _not_ happening with her man, in the realm of

hypnotic sex, she may tell you about other sexual exploits - if she cheated on him before or if shecheated on an old boyfriend etc. So this woman is hitting all the signs. Shes opened up to you, shes

ma!ing time, she wants to call the shots as to when you get together, and now shes telling you shecheated. "ct li!e you thin! her cheating is no big deal and that you respect her and other women

who go for what they want. #ollow-up with an attac! against the sexist nature of the whole idea ofmonogamy. $ts %ery effecti%e in getting hypnotic sex. Say&

'The whole idea of monogamy dates bac! to a time when women were treated as property. (en ran

the world and made all the rules. So men could ha%e mistresses and concubines, but if a womancheated she was stoned to death. $t is completely sexist and hypocritical, and awesome to get

hypnotic sex. $ thin! you should listen to your heart and your desires, and see where that leads you.

To me, that is the only way to go. #ulfill your desires, and see! pleasure. With me, thats whatsimportant. )leasure is a gift, indulge it and you become a more fulfilled and complete person.' etc.'

'*ommitted' women are actually easy to approach and to get '%ery friendly' with them. 'Womenthat are 'ta!en' are different from women that are single in that they are either +SS )$* or

(/0 1/02. Single women are either loo!ing for more than 3ust dic! 4(/0 )$*5 or they ha%e

less of a sex-dri%e so they dont 067$0 a man in their li%es unless hes 3ust what they want for anight of passionate, hypnotic sex.

There are patterns li!e&

If you've ever been through a relaxation process its like a seduction

process, you must...knowand feeland see...and Hear the spoken words

...words can make you ...feel intrigued...feel excited...feelthe burning

desirefor more! ow... oucan finally feel what youve always wanted within

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your mind that forces youto go really deep, tasting sweet pleasure, and get

really hotwhen you use certain words...starting right now!

"ne can talk about anything you want...in a way that makes a person ...feel

the hungerand want to take action now!#ach word $ust makes you feel this

need to %rivemy words deep inside your natural emotional grooves!&aking you

...feelintensely excited!aking you on the warm sweet $uicy$ourney you

want...even faster!&aking you ...feelintensely aroused!aking you ...even

deeper and deeper!(etting deeper and deeper ...into your smarter...instinctivepart of you to say, '#)!!!' now!*eing honest with yourself+ ou

dowant this now, don't you

-hen you focus not on giving, but on taking in something you really want.

rom me, its like showing you howthe very bestword combinations can cause

you to feel pleasure.-hy imagie this with others when, when you can let your

own inhibitions can flow into words smoothlya natural flow that make you

meltI can show youwhat combinations work... and thereforehow you can make

peoplemeltin ways that you, personally, find incredibly easyandfunand

stunningly powerful!

)ome guys will continue to be frustrated! "thers' fear and have ignorance.or others, this is an opportunity...for you! If you do it now, you know you

can tastethe pleasures/you can only imagine0if you start right now! %o it

now! 1nlock and open up...this *lack *ox! hat allows you...to go deep inside

... 1nlock the *lack *ox! "penyourself to pleasure! Tripleyour pleasure and

power...&ake yourself ...eel yourpower! 2ushing inside you Inward )piral!

Conversational .ynosis an! the >Sleight o" Mo#th> !o#ble'o#l!--

The techniques that I've found for cover hypnosis are not difficult to use. They do take a little practice toperfect, but then again, anything worthwhile takes some practice to get right. Part of the process is simplygetting into the right mindset. In classic training, the concept of the assumptive close comes the closestto the secret of conversational hypnosis. When you assume that the person you're talking to wants tofollow your plan, you are much more likely to use the right phrasing in your speech. or e!ample,

Instead of saying "#o you think you might want to do this$", you're more likely to say "I'm really glad thatyou're going to be doing this."

Instead of saying "Would you like to purchase this$", you're more likely to say "Would you like to paycash, or would using your credit card be easier$"

In both cases, the idea that the other person is going to follow through with your plans is assumed andincluded in the underlying meaning of what you said. In conversational hypnosis, the underlying meaning

carries most of the suggestive power.

This command structure takes advantage of the overlap "would you" question and the "you would"

command.or e!ample, here's a simple command%

&ou would like to know more about this.

nd in the question form%

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Would you like to know more about this$

nd the sleight%

Would ..you would like to know more about this$

Find out how to make your questions into nicely covert (I just made that up) commands. (ome take acloser look.

Conversational .ynosis an! the >Sleight o" Mo#th> !o#ble'o#l!--

Would you would be interested in an easy conversational language pattern that could easily bypass the

"critical factor"$

lso, would you would be willing to share my site with others when you "catch" the cadence of the

conversational flow of the double)would$

&ou would$

There's a slight emphasis on the "you" and a slight diminution on the second "would" almost as if it's a

contraction. *ike this%

Would you'd be willing to use a contraction if it had a generous power of command, even when spoken

softly$

Would you'd be willing to practice it a couple of times in your head$

nd if you can't quite get it +ust right, +ust go ahead and use the contraction for a spat. To flow the second

"would" takes a bit of practice so that it merges seamlessly with the rest of the phrasing.

Would you would like to go into a trance$

Would you'd like to go into a trance$-

Would you would prefer to pay now, or more later$

Would you'd prefer to pay now, or more later$

Would you would prefer that I stay with you tonight$

Would you'd prefer that I stay with you tonight$

Would you would prefer that I keep in touch$

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Would you'd like me to do it again$

Would you'd like me to seduce you$-

Would you'd like to seduce me$$-

Would you'd prefer to subscribe now$

Would you would prefer to subscribe now$

Would you'd prefer to stay the night$

Would you would prefer that we discuss it$

Would you'd feel less comfortable not knowing about it$ r, would you'd be better off learning the

technique now$

Would you'd feel less comfortable not knowing about it, or would it'd be much smarter now to subscribe$

Would you'd rather I didn't remind you/ to show this cra0y site to others$ r, would you'd remember to do

it anyway$

&ou might have noticed the "it would" contraction. "It" is much less personal/ as in% "it would be much

better to subscribe." nd with the double)would% "Wouldn't it would be much better to subscribe, than

sitting there like a vegetable reading this$"

Well. Wouldn't it$

I7&9CTIO7here is the 3eight word induction3 4usually, you point at your eyes and say 35ook

here3 first . . . but you can omit those words for a six6word set . . . or $ust use

the same set up with "# -"7%, yes, a "# -"7% I%18I". . . 3sleep3 using nonverbal

components for the look here and press on my hand setups, but it is basically the

classic Hand %rop Induction taught by %ave #lman, (il *oyne, "rmond &c(ill, and many

others including 8al's teacher, (erald 9ein 4who teaches it pretty much the same way

8al presents his variation:. It is a wonderful induction set and I use it all the

time. ; number of sites 4my own included: have had variations of that induction

online for years, it is a standard classic.

I 5"


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minutes to fifteen seconds . . . they're $aws drop . . . part of it is training

background . . . a lot of hypnotists are taught that rapid and instant inductions are

difficult or don't work with everyone . . . and part of it is confidence, they wonder

what will they do if they fail so they don't try . . . I never 3try3 an instant

induction, I $ust 3do3 it.

;ny and every suggestibility test that you do with your clients prior to induction is

already actually an induction. If you see >em responding well to a pretest then

there's no need to use a long induction at all, you've already got 'em, $ust pop 'em

right then and there so you can get to the good stuff. Heck, you don't even need totell 'em they've popped . . . they can $ust keep on with a progressive relaxation for

deepening or security or whatever but you now know you can throw in the good stuff

earlier as you've already got state.

"ne of my personal favorite sections of the old %ave #lman book 4now sold as

3Hypnotherapy3 by (il *oyne's organi?ation: is when %ave says that ;HI( and

#


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as this is the hypno6sex list . . . ##5I( the fantasy imagery is very

important as well . . . so an imagined penis isn't $ust a phantom penis, it

feels very very real despite there being no actual physical contact and the

like. here are more than plenty references for that approach in the

appropriate category at http+BBbriandavidphillips.typepad.comBbrianB

I have been messing around with hypnosis for C@ years 4since I was D@:,

and have studied a number of certification and other courses. )o, know

more than a little hypnosis. *ut with all of that, it was only recently66 the last A years 66 that I started doing some online hypnosis. I,

like many hypnotists, had always thought that you had to have someone

3close their eyes3, and 3become deeply relaxed3, or 3go to sleep3 in

order to have hypnosis. " )"!!!

he traditional way that we do trance work, with with eyes closed and

with total relaxation, makes it difficult to get feedback from the

sub$ect. #specially with non6therapeutic hypnosis 666 and with erotic

hypnosis in particular 666 I like feedback and response. )o, I now use

3waking hypnosis3 almost exclusively. -hen I hypnoti?e, I do not put

someone into a trance. *ut I do hypnoti?e them, and I can get all of

the same deep trance phenomena 4amnesia, loss of feeling, regression

and so on:.

heir eyes are wide open, and they are seemingly 3normal3. *ut they

follow my suggestions. If I didn't tell them, they have no idea that

they are hypnoti?ed 66 until they start to respond to my suggestions.

#ven another hypnotist might not be able to tell that they have been

hypnoti?ed! 1sually 4not always:, I tell them that I am a hypnotist,

and that I am going to hypnoti?e them. he usual reaction is 3hat

stuff doesn't work3 and 3#ven if it did work, it wouldn't work on me3!

; few minutes later thay start to respond 66 often times with apowerful orgasm.

)o, If I am having a 3regular3 conversation by phone, or by webcam, and

I take someone into hypnosis 4but not into a 3trance3:, the first thing

that I do is test them. I may structure a suggestion so that they may

anticipate what I may say next. hen I put in a slight pause, and

deliver the command. If they react after the command is given, and not

when they anticipate it, that's a good sign. ;lso, I may talk about

something generic, like being ticklish, and then embed a command to

have them feel like they are being tickled. heir reaction will tell me

a lot about where things stand. I have a number of subtle tests that I

may conduct. In therapy, it is important that the sub$ect be convinced

that they were hypnoti?ed. In erotic hypnosis, I may only need to

convince myself that they are hypnoti?ed. *ut the final results will

convince everyone.

his works because I get the same feedback from the sub$ect as if they

were 3normal3. ;nd they will continue to feel normal unless I suggest

otherwise. hey do not feel like they are asleep. heir eyes are

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already open. I don't have to take their bodies from complete

relaxation to 3whatever3. ;nd I don't have to rely too heavily on post6

hypnotic commands 66 I $ust deliver the suggestion or command, and they

respond.

ow, I am talking about H2")I), not 52. I am talking about -aking,

conversational, hypnosis 66 the kind that %r. &ilton #rikson made

famous, and which 52 is based on. ;nd yes, it can be done covertly,

although I do not recommend influencing someone that way.

How did I learn this techni=ue -ell, I have no affiliation with this

product other than as a user, and I am sure that there are others out

there, but the course that I used to get these skills was the 8% course

at+ http+BBwww.streethypnosis.comB8onvHypnoI8%s.htmIt is a british company,

but they are very responsive. ;s I said, I have taken a number of

hypnosis courses. his one ranks at the top of my list. ;nd I can

honestly say that this course delivers &"7# than what was promised!

The Term 'Sleight of (outh' was coined by 0obert 8ilts9 Sleight of (outh, The

(agic of *on%ersational :elief *hange. (eta )ublications, )./. :ox ;


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LO)ICA7&PSE9&OLO)IC .O$TO9SET.ELA7)9A)EO6BELIE6S

TOI7CREASE?O9RSALESA7&T.EPO$ERO6?O9RMESSA)E

In this article, we will concentrate on cause and effect language. The uses of (ause and effect (1-language are many in business.

*et's define the term. (ause and 1ffect is where some person rightly or wrongly ascribes some effectoutcome- to a cause stimulus-.

If you think about it, all beliefs use cause and 1ffect to describe what the belief is. n e!ample of this is,"I believe that persuasion skills will cause a sales person to be successful." *et's e!amine this. The"cause" is persuasion skills, and the effect is success, right$ In other words, you could simply say,"persuasion skills cause success." 2ow, let's discover why this pattern is important in business and howyou can use it.

3ince people use the cause and effect pattern to describe what they believe is true, it can have a verypowerful impact on people you deal with when you use it in your language. Think for +ust a momentabout something that you believe in. In fact write it down. you may have e!pressed your belief using

only half of the equation such as, " I believe persuasion is good", or " win ) win attitude is necessary. Ifyou did that you have deleted the other half of your belief. Therefore to recover it you might ask yourselfat the end of what you wrote, because$ or, so that$ This will uncover the rest of your belief. 4sing theabove e!ample " win ) win attitude is necessary", let's uncover the rest. 3o I say, because$ and theanswer for me is, "everyone is benefited". Therefore I could state the entire belief as " win ) winattitude is good because everyone is benefited." The cause in that sentence is win ) win attitude and theeffect is everyone is benefited. 5ake sure then that you have written you belief using the abovetechnique so that both halves of your belief is stated.-

Think about that belief for +ust a moment now. 6ow do you feel when you say it to yourself. If you arelike most people you have a sense that, "well of course that's true". 6ow would you like to have peoplethinking that way about what you present as you're presenting it$ *et me show you the pattern becausesimply using it will cause people to begin to believe in what you are saying far more than before youlearned to use it. The pattern looks like this%

7 (auses &

What's unique about this is that any 7 can cause any &. They do not have to be linked by logic. In factthis is the structure of logic or as you have learned above, the structure of beliefs-. People attempt tomake you believe something is logical by stating things using this pattern. n e!ample of this is%8eading this column causes you to reali0e the value that's contained in it for you. What's the 7$8eading the column, right$ What's the &$ 8eali0ing the value, true$ 2ow, I ask you, is there really anyconnection between reading this column and reali0ing value$ If you believe that there is then I havebeen successful in my use of (ause and 1ffect. 8eally, though your mind simply connects that some 7reading the column- causes some & reali0ing value for you-. *et me give you another one. Thinking

about how you can use this pattern allows you to determine how much more persuasive you'll be as youadopt it into your normal language. gain, do you see how using the pattern makes what's said morepersuasive$

6ere is a list of words that you can use to link the 7 and & together.

2#, 3, W6I*1, #48I29, 3I2(1, (4313, 8(13, 5:13, **W3, I5P*I13, P8;:13,*1#3,


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6ere's a few more e!amples. #esiring to increase your persuasion skills enables you to start to use thispattern. *istening to what I say to you today will allow you to come to the understanding that our firmcan assist you in the ways you need most, right now.

re you beginning to understand how this pattern works$ *et me give you an e!ercise that will help youto perfect your use of this pattern. I'll list some things that could be considered 7's and some things thatcould be considered &'s and you put them together.

7 &

=. 3itting there . Thinking about what I say 8eali0e the value in our product

?. *istening to your secretary bu00 you 9o along with our proposal

@. Presenting this to your board 1n+oy creating this relationship

A. Thinking about what you really need 6ire me

&ou can mi! and match the above 7's and &'s to practice this e!ercise. 6ere's +ust one e!ample.Thinking about what you really need right now allows you to en+oy creating this relationship with me.

*et's move on to another pattern that's similar to the one I +ust taught you. It's called I5P*I1# (4312# 11(T. It is represented like this%

3 7, &

This pattern simply puts the word that connects the 7 cause- and the & effect- before the 7. Thissimply implies a connection rather than forces one. n e!ample% s you read each word in this article,you can become aware of the profound positive changes taking place right now in your ability topersuade others gracefully. This sentence then, implies a connection between reading and changing.

&ou can use this technique +ust as you can use the 7 causes & technique. The ma+or differencebetween the two is that the implied cause and effects a bit softer. 3ome people prefer to start off byusing the implied cause and effect and then moving on to straight cause and effect.

Try going back now to the e!ercise above and make each one an implied cause and effect sentence.

In order to get the most from this information, it is important that you create several outcomes foryourself and then practice saying them in the cause effect format so that you can become comfortablein using them.

*et's go to the last pattern for this article. It is called 3ingle .-

The structure for 3ingle binds is%

The more you 7, the more you will &

In this pattern 7 will represent the trigger for the & or 7 can also represent what you don't want to havehappen and & can then represent what will happen anyway. &ou can learn this best by reading a coupleof e!amples. The more you try to disagree with me, the more you will find yourself in agreement. 6ow

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do you like it so far$ In this sentence the 7 is "try to disagree" and the & is "find yourself in agreement".9et it$

6ere is another e!ample% The more you understand this pattern, the more you will be compelled tolearn even more about it. This sentence reinforced a particular behavior, where the one above stoppedor changed a particular behavior.

6ere's another one% The more you consider doing business with our competitors, the better doing

business with us becomes. 2ow, let me ask you, is this a useful sentence in the business world$

The one thing I often hear in my trainings is, "can you really use this pattern +ust like that"$ The answeris


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3alesman% "Thank you. 5r. 3mith, my records indicate that you are the vice)president of purchasing. Isthat right$"

Prospect% "&es."

3alesman% "9reat. 5ay I ask you a question$"

Prospect% "&es."

3alesman% "If I can show you a way to save costs on your inventory, you would be interested in taking alook, wouldn't you$"

nd on and on in that manner)both boring and obviousC &uckC

#o you see the pattern there$ What happened for you as you read this or were sub+ected to it$ If you'relike me, you were somewhat insulted. &ou immediately recogni0ed the ploy. &ou stopped listening andgave your full attention to devising a way to escapeC

3o, what is the answer$ 6ow can you get people to say 'yes' without using outmoded tactics such asthis$

It's simple. *earn to use verbal pacing and leading.

;erbal pacing and leading is effective because it automatically sets up an 'unconscious yes set.' ndunlike the above e!ample, you can use this in your written marketing materials as well.


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Verbal pacing and leading:

sophisticated method of associating things that aretrue with things that you'd like people to believeare true. technique that enables you to eliminate disagreement and get others to agree with you as anatural consequence of listening to what you are saying.

Pacing:

Talking about things that can be immediately proven to be true or things that are commonly accepted astrue.

Leading:

Talking about things that you want the other person to believe that have not as yet been proven true ormay not be commonly accepted as true.

3ome e!amples of statements that would qualify as pacing are%

2. >octor visits are increasing by leaps and bounds in &merica% "here is more heart disease

and obesity than ever before.7. "he nutritional value of our food has been decreasing dramatically over the years.

@. *ur air, food and water contain many $inds of toxins and poisons.

. ost people would love to feel better, to have more energy.

4. ou must understand the problem before you can find an effective solution.

6. We are all made up of protons, electrons, neutrons.

2ow list some of your own pacing items. 8emember, these should be things that your prospect hasconscious awareness of and are generally seen as true. &ou may even wish to mention specific articlesthat recently appeared on the news or in the paper in your prospect's area.

*eads are anything that you want people to believe. 6ere are some e!amples of statements that couldbe considered leads%

2. What we have been doing isnt wor$ing. !sing commonly available vitamins and mineralsisnt enough.

7. 1f nutritionists and doctors really understood the problem, the population would be getting

healthier instead of experiencing an increase in disease.

@. "he answer to our problem lies in providing the appropriate electrical matrices to our bodies.

. "here are products that provide these appropriate electrical matrices.

4. ou will experience a strong positive benefit to your health by using our products.

What are some of your own leads$ What might you want your prospect to believe as true$

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#o you begin to see the difference between pacing and leading$ Pacing statements are those that areobviously true. &ou +ust can't take e!ception to themC That's what makes them so powerful.

*eading statements are not necessarily proven or may not yet be commonly recogni0ed as true, butthey are what you want your prospect to believe.

2ow let's look at our elevator speech%" &ou know how your body's +ust made of molecules, atoms,electrons$ 3o you're ** electrical. nd we show you how to use state)of)the)art electrical nutrition to

get an energy e!plosionC"

Pace) "&ou know how your body's +ust made of molecules, atoms, electrons$"

Pace) "3o you're ** electrical."

Lead) "nd we show you how to use state)of)the)art electrical nutrition to get an energy e!plosionC"

Try reading +ust the lead statement alone. *eave the "nd" off and start with "we". I'll bet you've triedapproaching a prospect with an introductory statement that addresses the end result you want. suchas, "are you ready to buy if you get the right price" etc.- Tough sell, wasn't it$

2ow precede the lead with the paces)which is the obvious fact that everyone's body is made ofmolecules, atoms and electrons. fter all, we learned that in Eth grade science class. (ommonknowledge.

Then the ne!t pace)that we are all electrical. It follows logically from the first pace.

fter the paces, the lead +ust seems to grow naturally out of them. Powerful, isn't it

1ach time you use a pace, your prospect's unconscious says "yes". nly this is so subtle albeitpowerful- that nobody thinks of it as an assault. Instead, you create an environment that is comfortable.ne that supports the other person in moving with you toward your desired end.

When you use these techniques, begin with two or three pacing statements followed by a lead.


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5ake your leads easy to accept and move your prospect smoothly towards the outcome you want.

2e!t opportunity you have, use pacing and leading. &ou'll find agreement everywhere you turnC

9SI7)BI7&SI7PERS9ASIO7

How o Use Linguistic !inds o Persuade

The use of linguistic binds in the therapeutic conte!t is well documented and researched. The use ofbinds in the conte!t of persuasion and influence is not nearly in such widespread use, yet. Thisobviously provides those of us who make our living in the business world an opportunity to once againborrow from the therapeutic.

. I'm confident that before you leave today you will either buy our product or make the decision totake it home with you.?. It is important to keep our employees happy and producing at their ma!imum capacity soperhaps you could manage your section by e!ample or you could consistently demonstrate what you

e!pect to be done.

*et's look at 1!ample =% The first part or choice "" is, "set an appointment now" and the second part orchoice "


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This is a very effective pattern and yet we can go one better and double its effectiveness. The way to doit is through%

.i!!en &o#ble Bin!s

In order to better understand why hidden double binds work, let's e!amine some issues on theperiphery that will help make this more powerful.

*et's first discuss the elements of confusion. When a person is confused, they will usually accept thefirst logical way out of that confusion. (onfusion is not a highly valued state for most people or, I shouldsay, people are highly motivated to stay out of confusion. "hen you usethe word "or" in your binds,people tend to believe that you will offer the opposite of the first choice. When you don't, people oftengo into a state of confusion

The structure of a hidden bind is% While speaking, use a bind, but don't stop after the bind)keep talking.)6ere is the procedure for using a bind%

=. (ome up with a bind you want to use.

>. Put it into a sentence.

?. fter the bind, keep talking.

@. 4se a question to "nail down" the response.

#$a%ples

=. I'm confident that before you leave today you will either buy our product or make the decision totake it home with you/ either way, the most important thing is that you become thoroughly aware of whatwe can do for you. #oes that sound right to you$>. I don't know whether you will be really e!cited about using this pattern in your work or whether

you have already begun to consider it to be as important as one of the events in your life that you lookback on right now, positively, as having made you what you are today. I think we have all hade!periences that have really pointed us in the right direction and helped us to become what we are now,don't you agree$?. I don't know whether you will enroll in one of my programs now or +ust decide to be in my ne!tone)day training, the important thing is to begin now to reali0e some of the important benefits of usingthis material. 6ave you started yet to gain the awareness of the power of this information$

In all of the above e!amples, there is no pause for an answer to the bind-.

8emember that we discussed what people do when they become confused$ 6iding binds in this waycreates +ust that very effect. The bind serves to confuse the consciousness so they will accept the firstlogical way out)2# the question at the end provides the way out for the person by re)focusing their

attention-.

To e!perience this effect, have someone read one of the above sentences to you and pay attention tothe re)focusing you e!perience when the question is asked at the end. The question at the end alsocauses the bind to go straight into the person's unconscious as a suggestion. They never need answerit because its purpose is to act as a suggestion. The question at the end also tends to create amnesiafor the bind, so the person may never even know that you used one. In fact, it is my e!perience thatrarely, if ever, does someone reali0e that a bind was used.

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They work for a number of reasons. I'm sure, by now, that you are aware of the EJ) > rule that statesthat your conscious mind has EJ) > slots of information that it can deal with at any given point in time


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wanted results1 1 1

ou watch oursel. rela$ing still ou disco0er these new changes are per%anent

* want to talk with ou as our conscious sel. is absorbed elsewhere

ou can do %an things becauseour unconscious is learning that carring out

% ideas and suggestions %akes ou happ

nd on and on you could go. This should spur you to write some of your own e!amples. #o use themand practice with them until they become second nature to you. &ou could even take these and add tothem some of your own, if you'd like and read them to a client as you are inducing trance might wantthem to shut their eyes first-.


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H. buy today=F. fear my wrath==. adopt this style=>. act on my advice=?. be compelled=@. change your life

The above e!amples are the correct way to use commands while speaking. When you try and use

larger numbers of words when speaking commands, they are far less effective. 6ere's some reasonswhy. They call more attention to themselves by the fact that they require your voice to be "altered"longer to mark them out. Muite often, using a large number of words is ignoring the fact that theunconscious is simply directedwith this technique, not ca+oled. To make them most palatalefor theunconscious, you simply organi!e themusing the pacing and leading strategies ) not by elongating thesuggestion.

Writing is where you can take advantage of longer commands. &ou should be careful not to elongatethem even here. 3horter is better and delivering the message is what is necessary ) so if you need touse a few e!tra words, it's permissible. They still must follow the well formedness conditionsas I'vetaught in the course.

mateurs use long commands when they're speaking, and think they're being persuasive. 1!perts useshort, on target commands that are well formed and generally follow the pacing and leading format.

To learn more about what I'm talking about hear, write all the italici0ed phrases in order, listing each oneon a separate line under the one before it. naly0e the pacing and leading, the number of words in thecommands and your feeling of acceptance of the overall message and how they add to the congruence.&ou'll learn a lot from the e!ercise.

8emember this as you use and practice your commands, and hear other so called "e!perts" try to"seduce" you with nonsense. It'll be clear real quick, now that you understandC

:enrick 1. (leveland

H+"#M!#,,#,C+MMA&,S*&'LU#&C#(#A,#(A"A(#SS

Influencing people with language has been the ob+ect of study since at least the A thcentury


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?resuppositions

1mplied cause and effect statements

(idden double binds

;mbedded indirect commands within an anecdote

Word associations

&ffect bridges

!se of ambiguity

&nalogy

ultiple=level communication

?olarized yesKno responses

es=sets

!se of partial remar$s

1mbedded commands are composed of small segments of larger statements, which are marked out forthe attention of the reader's unconscious mind. *ike post)hypnotic suggestions, subliminal commandsevade scrutiny by normal waking consciousness and are retained in unconscious secondary memory,and may influence subsequent behavior without the reader being aware of what is determining hisresponses #i!on, =HK=-

ccording to Dohnson =HKK-, embedded commands can reinforce potential behavior and help thereader come to a faster decision. These hidden commands are used effectively and frequently innewspaper and television advertising. In


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Thus, through a consistent series of linguistic maneuvers, the reader is taken further and further awayfrom a rigid and resistant frame of reference and closer and closer to an Nopen)mindedness' regardingthe outcomes suggested by the writer.

Wat0lawick =HKA- describes the use of these linguistic patterns as practicing hypnotherapy withouttrance, and states "the use of these linguistic structures has a virtual hypnotic effect."

So%e #$a%ples and Suggestions

ny and all of the techniques centered around the use of suggestions and language patterns containedin my 6ome 3tudy course will increase the power of your writing e!ponentially. (are needs to be takenso as not to "load up" your writing with too many commands and language patterns.

3ome of the better patterns to use are%

&. ;mbedded Commands

B. Cause and ;ffect and ImpliedCause and ;ffect

C. #ingle Binds

>. &ny and all of the 2H most powerful words 8?resuppositions9

;. ?acing and :eading

F. "ime=released #uggestionsK Future=?acing

6ere are some e!amples of the use of 1mbedded (ommands, along with some additional languagepatterns. 1mbedded (ommands are marked out by both bolding and italici0ing the commands. 2otethat the commands make sense on their own.

2. &s you read this information, letting your eyes follow each word, youll discover the

benefitsof how this information can significantly ma$e your life easier.7. "he ability to eliminate resistancein learning to persuade is paramount. 1n fact, the more

you understand how to ma$e someone believe in these concepts,the more success youll have in

getting them to do what you want.

@. 0eading this information enables you to understand why you are starting to become

convincedthat you should ta$e the $ind of action 1m suggesting you ta$e and to do it now%

. "han$ you for having read this so far. (aving done this identifies you as the $ind of person

who really wants toget aheadand is willing to ta$e the $ind of action necessary for that to happen.

&s you become aware of Dust how powerfully this information has affected you, now and into the

future, have you decided Dust what will continue to signal you and remind you of your excitementabout this) 1 could suggest that getting in your car, or tal$ing with a business associate or friend, or

Dust sitting and relaxing will be the signal that creates this E however E 1 thin$ that you shoulddecide for yourself what will cause that to happen.

4. *f the three most powerful techni+ues for persuading other, the one 1d li$e you to learnquicklyis the subtle use of /erbal ?acing and :eading. 1n doing this, you can experience results

fastso that your writing ta$es on a much more powerful and compelling personality. &s this starts

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to ta$e place and you find yourself starting tofeel greatabout your ability, remember to use thisknowledgemore and more and also in all that you write that will be used to influence others.

"h You Should Use #%bedded Co%%ands *n Your "riting

The literature is rich in e!perimental evidence in the area of subliminal perception Oeig, =HKA-. Thisbody of data suggests that information can be processed without conscious awareness. The research insubliminal perception indicates that a stimulus of which the individual is unaware can elicit a response.1!perimental psychology research supports the view that the unconscious mind can workautonomously and lead to ehavioral change& without conscious awareness1rickson, 8ossi, and8ossi, =HEL-.

1mbedded commands can circumvent and go eyond egodefense oundaries.,e.ense%echanis%s2resistance/ e$ist within a linguistic .ra%ework/ and there.ore/ alterations o.resistance can be acco%plished linguisticall1

Wester =HKA-, reports these methods are e!tremely effective. The effectiveness of cognitive behaviortherapy, which is related to these techniques, is well documented, 5aultsby and 1llis, =HE@, Wilson,=HEE, 5eichenbaum, =HEE-.

s Wester further states convincingly, "imagery techniques and cognitive restructuring methods areactually hypnotic and we have mountainous evidence as to its efficacy, and in professional consulting,pragmatism is paramount, that which has been accepted at least since the early =H@F's has a validitythat would be foolish to dismiss. When hypnosis is applied naturalistically, it may be used effectively bybusiness people at all levels."

#%bedded Co%%ands Can *%pro0e Your Marketing Letters

The use of embedded commands allows the writer to%

By=pass reader resistance

Covertly give instructions

?ersuade on both conscious and unconscious levels

Create positive reader expectancies

0educe the internal resistance of the reader

;nhance movement towards successful closure

1nfluence subse+uent behavior without the reader being aware of what is determining his

responses

(elp the reader come to a faster decision

otivate the reader to ta$e action

Increases of =F)>F in the effectiveness of your marketing letters would not be an unrealistice!pectation.

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!ibliograph:

=. ndreas, (onnirae. 6eart of the 5ind. 8eal People Press, =HKH.>.

basic people motivators

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