Get Prospects to Observe Your Point of View

by Lou

I have an interesting and useful language pattern for you today. It’s an Ericksonian language pattern that can be used in a variety of ways:

♦ It can presuppose they are going to experience your solution soon…

♦ It can presuppose they will experience a negative state unless they do as you say…

♦  It can presuppose they are going to have a problem that your product can help prevent or solve…

How to Subtly Tie in What You Want With What They Want

How do you get people to see your point of view, buy from you, and take your advice without seeming like a bulldozer? Reactance is where someone refuses to do what you ask because they feel you are manipulating them.

Here’s a pattern that can nudge their thinking in the direction you want them to go. It’s a great pattern too in that it’s easy to stack on other language patterns to it.

Here’s how you can use this pattern today:

1. Get clear on your outcome. What do you want your target to do, think, feel, or believe? What do you want them to see?

2. Use this frame -

Maybe you haven’t (YOUR OUTCOME) yet.

EXAMPLES:

“Maybe you haven’t read my book yet.”

“Maybe you haven’t checked out this house yet.”

This language pattern is great in that you start getting your target to actually think about what you want with less resistance. After all, you are only making an assumption.

This is very similar to the sales techniques of the Assumptive Close. This is where you act as-if the prospect is going to buy:

  • “When should we deliver it to your house?”
  • “What will your neighbors say when they see it?”
  • “Where will you put it?”

As I’ve mentioned before, you can stack additional language patterns onto this pattern to make it stronger and more complete. You can add embedded commands, Reasons-why, and linguistic binds. Like this:

Maybe you haven’t checked out the NLP Digital Products Catalog yet. It’s a good idea to take a look now because you will find all sorts of information on how to sell more of your products and services.

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