Kenricks NLP persuasion competition - response 1
Hi Michael,
I knew there were some great persuaders on this list but you astounded me.
In fact, the depth of your answers was so incredible, we've decided to award three prizes instead of one!
But before we report the first winning entry, let me remind you very few lines are available for my teleseminar on objections this Thursday.
Remember, as soon as you register, you'll get an email with all the details.
The call is this Thursday, August 8 at Noon Pacific / 3 PM Eastern.
http://maxpersuasion.com/objections.php?custid=MWRkelRPUDVUVEE9
Today's answer was provided by Mark Bossert:
What Milton Erickson did: He paced the patients conscious mind experience while both establishing his authority and communicating directly to his beyond-conscious mind to make the change.
Erickson saw and heard the states or level of trance the patient was in;
namely: afraid, hiding it with resistance and bravado; shock and deep confusion at seeing this guy on canes, who was:
1. Especially powerful to have all these Doctors and patients waiting to see him - and Doctors were a central power figure in the patients life at that time - being confined to Hospitals.
2. Messing with all these people so powerfully that they were completely zoned as they marched past after being in the room.
3. Who seemed to be - as the patient perceived - powerless.
4. The patient laughed and that led him into an extraordinary state of openness.
Erickson dealt with the Doctor as a subordinate - gimme the info and sit down! This instantly further deepened the patients trance state, fear and confusion - His doctor told the patient what to do; the most powerful person in his world was a servant to this guy with the canes...?
Erickson then paced the clients state with his voice tone and how he expressed himself - he surprised the patient by what he said, he asked how surprised he would be - pacing the patient's state, and he asked a question that if the patient answered by resisting and replied in the affirmative, the change would already begin.
He embedded the command "all your behavior changes completely" in the question. He future paced by setting the outcome of when it completed
- precisely enough to activate the change soon but vague enough to allow it to happen in the patients unconscious mind's time frame- next week.
He then completed the interaction by ignoring the patient - he's done with him and the cure is complete, dismissing the Doctor - furthering for the patient's conscious mind the idea that something powerful had been done to him but what the heck was it?
Meanwhile his unconscious was recreating his resources so he could deal with the outside world in a new way as "given" to him by the immensely powerful "Shaman" Milton Erickson.
How I can do it in my business:
See/ hear the trance state and elicit the needs of the persons coming in to buy a bed. Pace their trance (resistance to being sold or wanting an expert to tell 'em the best bed for them) and fulfill their needs.
Ask questions that are structured so that, if they answer as they are predisposed to, they are "coming up with the idea to buy - themselves".
Communicate direct to their beyond-conscious mind so that they somehow know that they are getting the best bed for them.
Way to go Mark. We'll be back with more answers tomorrow.
And sooner or later, I'll give you MY explanation of the story.
Speak to you Thursday!
Warmly,
Kenrick E. Cleveland
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Copyright ©2005 Influence Marketing, LLC All Rights Reserved in all media. Feel free to forward this tip, in it's entirety to anyone you think may benefit by it.
You have subscribed as:
Name: Michael
E-mail address: michaelbeale@ppimk.com
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For administrative issues or if you need assistance with the purchase of any of our products, contact Kim, kim@maxpersuasion.com or call 253-476-3199.
To send comments, suggestions or questions please write to Kenrick E. Cleveland:
kec@maxpersuasion.com
If you prefer, you can mail us at:
Influence Marketing, LLC
3702 S. Fife Street Suite 262
Tacoma, WA 98409
I knew there were some great persuaders on this list but you astounded me.
In fact, the depth of your answers was so incredible, we've decided to award three prizes instead of one!
But before we report the first winning entry, let me remind you very few lines are available for my teleseminar on objections this Thursday.
Remember, as soon as you register, you'll get an email with all the details.
The call is this Thursday, August 8 at Noon Pacific / 3 PM Eastern.
http://maxpersuasion.com/objections.php?custid=MWRkelRPUDVUVEE9
Today's answer was provided by Mark Bossert:
What Milton Erickson did: He paced the patients conscious mind experience while both establishing his authority and communicating directly to his beyond-conscious mind to make the change.
Erickson saw and heard the states or level of trance the patient was in;
namely: afraid, hiding it with resistance and bravado; shock and deep confusion at seeing this guy on canes, who was:
1. Especially powerful to have all these Doctors and patients waiting to see him - and Doctors were a central power figure in the patients life at that time - being confined to Hospitals.
2. Messing with all these people so powerfully that they were completely zoned as they marched past after being in the room.
3. Who seemed to be - as the patient perceived - powerless.
4. The patient laughed and that led him into an extraordinary state of openness.
Erickson dealt with the Doctor as a subordinate - gimme the info and sit down! This instantly further deepened the patients trance state, fear and confusion - His doctor told the patient what to do; the most powerful person in his world was a servant to this guy with the canes...?
Erickson then paced the clients state with his voice tone and how he expressed himself - he surprised the patient by what he said, he asked how surprised he would be - pacing the patient's state, and he asked a question that if the patient answered by resisting and replied in the affirmative, the change would already begin.
He embedded the command "all your behavior changes completely" in the question. He future paced by setting the outcome of when it completed
- precisely enough to activate the change soon but vague enough to allow it to happen in the patients unconscious mind's time frame- next week.
He then completed the interaction by ignoring the patient - he's done with him and the cure is complete, dismissing the Doctor - furthering for the patient's conscious mind the idea that something powerful had been done to him but what the heck was it?
Meanwhile his unconscious was recreating his resources so he could deal with the outside world in a new way as "given" to him by the immensely powerful "Shaman" Milton Erickson.
How I can do it in my business:
See/ hear the trance state and elicit the needs of the persons coming in to buy a bed. Pace their trance (resistance to being sold or wanting an expert to tell 'em the best bed for them) and fulfill their needs.
Ask questions that are structured so that, if they answer as they are predisposed to, they are "coming up with the idea to buy - themselves".
Communicate direct to their beyond-conscious mind so that they somehow know that they are getting the best bed for them.
Way to go Mark. We'll be back with more answers tomorrow.
And sooner or later, I'll give you MY explanation of the story.
Speak to you Thursday!
Warmly,
Kenrick E. Cleveland
--------------------------------------------------
Influence Tip Newsletter Policies
--------------------------------------------------
Copyright ©2005 Influence Marketing, LLC All Rights Reserved in all media. Feel free to forward this tip, in it's entirety to anyone you think may benefit by it.
You have subscribed as:
Name: Michael
E-mail address: michaelbeale@ppimk.com
To subscribe, go to: http://www.maxpersuasion.com/
To unsubscribe, go to:
https://secure.maxpersuasion.com/unsubs.php?custid=MWRkelRPUDVUVEE9
For administrative issues or if you need assistance with the purchase of any of our products, contact Kim, kim@maxpersuasion.com or call 253-476-3199.
To send comments, suggestions or questions please write to Kenrick E. Cleveland:
kec@maxpersuasion.com
If you prefer, you can mail us at:
Influence Marketing, LLC
3702 S. Fife Street Suite 262
Tacoma, WA 98409
posted by Michael at
6:00 PM
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