Alternative Assumption Technique

Here’s a great pattern to be used at the end of a longer sales presentation (whether in a sales letter, video, or in person). You can start to close the sale by using this pattern: “I guess I’ve (we’ve) covered just about everything. The only question that remains is how soon you’ll be enjoying (PROMISE/BIG [...]

Read the full article →

Get Prospects to Observe Your Point of View

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 [...]

Read the full article →

Use the Outcome-of-the-Outcome Frame in Your Ads

When we apply NLP in therapeutic interventions, and after we use a “technique” (Swish, Anchoring, etc.), we often add–as the last few steps–a Test and a Future Pace. With a test, we bring back the triggering behavior or thought and see if what we did works. For example, if we are using the Visual Squash [...]

Read the full article →

Conveying Authority and Social Proof (even if you have none)

Here’s a language pattern that is useful if you are just starting out in a business, you have a new product you would like to market, or you would just like to add more force to your advertising, presentations, or sales pitch. As you probably know, from Cialdini’s book Influence: The Psychology of Persuasion that [...]

Read the full article →

Chunking Up, Down and Sideways to Make Your Message More Persuasive

In NLP we have something called “Meta Programs.” These are filters that determine how you perceive the world around you. They have a major influence on how you communicate with others and how you behave. There are many types of Meta Programs (about sixty), but some are more powerful than others. The one I like [...]

Read the full article →

Assumptive openings to get the sales ball snowballing

How would you like people to accept a statement from you more readily? Obviously, you do because you’re studying language patterns and you are the type of person who wants to increase the quality of your life. This pattern is called the “Assumptive Opening” because you start off using an adverb that implies agreement… then [...]

Read the full article →

The Illusions of Choice technique

I’d like to show you what some people consider one of the most powerful persuasion techniques. In Ericksonian hypnosis we have a language pattern called Double Binds that are statements that offer two or more choices that are in fact the same choice (“You may want to go into a trance now or in the [...]

Read the full article →

Truisms about Sensations

I’m going to show you a powerful way to link emotions to outcomes so you can achieve your outcomes with the people you deal with. It’s a sort of elegant way of pacing and leading with your words. You can take certain–usually positive–universal emotional states and link them to what you want your readers/listeners to [...]

Read the full article →

The Recency Effect in Direct Respose Advertising

In an earlier post, I showed you the importance of the Primacy Effect in advertising. Utilizing the Primacy Effect is an important method of making a great first impression, especially with your words. Of course you need to make a great first impression AND you need to make that impression last. Otherwise, you’ll lose your [...]

Read the full article →

Create Cravings with This Language Pattern for Sales

How much more successful would you be if you were able to create a craving for your products, services, or ideas? Sure, it’s quite easy to create a desire for your product. All you have to do is make a big promise, offer some more benefits, add some proof, and show how you are more [...]

Read the full article →