PATTERNS OF LINGUISTIC INFLUENCE – PART 2
- Anytime you say something that could be interpreted in multiple ways, people have to seek internally to find the meaning of what you’re saying.
- Ambiguities cause people to do a trans-derivational search which is making sense of something that’s not perfectly clear. It happens every time you share a metaphor. Metaphor is one of the most powerful belief change tools there is.
- Anytime you share a metaphor or something that’s ambiguous, people search for their own meaning and they do it from the way they see the world inside.
- A mind read is pretending to know the thoughts or feelings of another human being, or projecting thoughts and feelings on to another person without stating how you came to that information.
- Example: “I know you’re thinking… ‘is it REALLY this easy?”” presupposes I somehow know what you’re thinking – which I actually don’t.
- A value judgment, where the actual person who made the judgment is left out. Lost performatives are usually indicator of a person’s unconscious beliefs.
- As an influencer, you can use them to introduce belief and values that will be accepted as self-evident.
- Example: “It’s a good thing to follow your dreams.” According to whom? The introducer of the values judgment is left out. “It’s the right thing to do to stay consistent in your visión.” Again, according to whom? If you can ask “according to whom?” and there is no specific answer, it is a lost performative.
CAUSE AND EFFECT
- Cause and effect is a friend of influence. You are creating a causal link between two things, that mayo r may not be related in any way. There are three levels of causal links:
- “And” is the most basic kind of causal link, and also the weakest.
- “You can watch this video carefully, and pay attention to what happens at minute 17.”
‘and’ is linking watching the video with paying attention to something specific.
- The second kind of causal linkage is utilizes words specifically related to time. Examples are: during, while, son, as, and when – such as:
- “As you allow yourself to be open while you’re watching this video, you can make a new realization about what you can accomplish in your future.”
- “When this video is done playing, goa head and remain in your chair while we have a conversation about what happens next.”
- The third level of causal links are created with direct causative language, such as: causes, requires, makes, forces, because – such as:
- “The economy is forcing you into a position where you have to make a decision.”
- “Because you love your family, you are going to pursue your dreams – no matter what.”
- “Listening to the Monday night Empower Hour calls makes you a better marketer.”
- Your general idea is to link something that is going on, i. e. you’re listening to me talk, sitting in a chair, watching a video, attending a meeting, watching me stand on the stage – with something yu want them to accomplish, such as succeeding more, making money faster, making a decision to buy, or referring this course to others.
- If/ then:
- “If you are in this room, then you are the kind of person who care about your family.
- “If you make a decision to get started quickly then you’re going to be able to walk other people through making the decision more quickly as well.”
- “If you listen to this and you pay attention and you allow these patterns to absorb in then you’re going to start communicating differently without even being aware of how you’re doing it.”
- “As you go through this training, then you can notice how much more powerful and influential you”ll become with me over the next 5 years.”
- When two things are equated (or equal). “That means…”
- “You sitting in this chair, paying attention to my words – means that YOU are the kind of person who takes your future seriously.”
- “The fact that you’re ALL IN means that you’re the kind of person that is going to accomplish your dreams and goals – no matter what it takes.”
- “You listening to this training is proof that you’re automatically, unconsciously learning these patterns of speaking and behaving that are going to produce extraordinary results in your business and your life.”
- These are a series of linguistic ‘absolutes’ that are great words to generalize your listener’s experience , such as: all, every, never, alwayis, nobody, each, any. Examples:
- “Everything you’ve learned today can be utilized in your business to create more powerful influence over the people you serve.”
- “All of the things that you’ve realized today give you more power to earn money in the Marketplace.”
- “Every time you take action, it gets you one step closer to living your dreams.”
- Nominalizations are “process words” that have been frozen in time by making them into nouns. The most easy way to describe it is nouns that you couldn’t put into a wheelbarrow, such as my “relationship”. You can use nominalizations to guide your audience from their own internal “deep structure”.
- Words such as: relationship, knowledge, understanding, learning, resources, quality.
- “Today I’m going to provide you with new INSIGHT, as yu gain a new UNDERSTANDING about what’s possible.”
- What does that mean? Exactly what meaning your mind creates from it.
- “The new RESOURCES you have after todas training are going to help you walk your prospects through their own DISCOVERY about the future.