rintu basu training programme.pdf

Persuasion Skills Black Book Quick Start Guide

By

Rintu Basu

The NLP Company

http://www.theNLPcompany.com

Persuasion Skills Black Book Training Programme

NOTICE: You Do NOT Have the Right

to Reprint or Resell this Report!

You Also MAY NOT Give Away, Sell or Share the Content Herein

If you obtained this report from anywhere other than http://www.theNLPcompany.com , you have a pirated copy. Please help stop Internet crime by reporting this to: mailto:[email protected] © 2008 Copyright The NLP Company DISCLAIMER AND/OR LEGAL NOTICES: The information presented herein represents the view of the author as of the date of publication. Because of the rate with which conditions change, the author reserves the right to alter and update his opinion based on new conditions. The report is for informational purposes only. While every attempt has been made to verify the information provided in this report, neither the author nor his affiliates/partners assume any responsibility for errors, inaccuracies or omissions. Any slights of people or organizations are unintentional. If advice concerning legal, medical or related matters is needed, the services of a fully qualified professional should be sought. This report is not intended for use as a source of legal, accounting or medical advice. You should be aware of any laws which govern business transactions or other business practices in your country and state. Any reference to any person or business whether living or dead is purely coincidental.

© 2008 The NLP Company - All Rights Reserved. http://www.theNLPCompany.com


Foreword Welcome to your quick start guide to The Persuasion Skills Black Book Training Programme. I’m excited to have you as a valued member of our five week training program and am looking forward to seeing your result over the next few days and weeks. Before we begin with this inaugural training, there are three important things that I need to mention to you... 1) Work at your own pace but commit to ten minutes daily Along with the eBook you have audio and video presentations to get through and I will be sending you new material twice a week. Even the keenest people will struggle to get through all of this in five weeks. My intention is to ensure that even the fastest of you have enough material to work through long after the course has officially finished. Whilst the email programme is for five weeks feel free to take as much time as you like to get through the material. All I ask for is ten minutes daily practice. If you commit to this in the way I suggest then you will get fantastic results over the five weeks. Have a look at the chapter on ten minutes daily practice. This can be anything from reading some material, listening to one of the presentations or practicing patterns with some innocent member of the public. 2) What’s in store for the programme I want to give you just a quick look at some of what we’ll be covering during the next five weeks in your training… In this guide you will find an extra quick win language pattern. This is for those of you that have already bought the print version of the book and have been through all of the downloads already. For those of you that are starting this fresh start by reading some of the eBook. Once you have the first couple of patterns from the book then the extra patterns in this guide will come to you naturally.



The first few emails will be the basic steps and will involve developing solid foundations as well as some quick wins that you can use straight away. This will give you an opportunity to read through some of the book and watch a couple of the downloads. As we move further through you will automatically start using more advanced strategies naturally and instinctively. Roughly speaking the first few emails will be about tools, techniques and foundation concepts whilst the last few will be more about processes and strategies. For the most part you have the content in the book and the other downloads so we will weight this programme in favour of exercises. Here is some of the ground we are going to cover:

• Developing confidence • Building a powerful persuasion state • Rapport exercises • Persuasion Goal Setting and Outcomes • Exercises to install emotional states in others • Embedded Command Exercises • Using Persuasive Metaphors

3) Why so many downloads in one go? I wanted to make sure you had enough material to keep you busy. There is also the WOW factor and making sure that you can get a sense of the amount of content you are getting from the programme. But trust me there is more to come…I wanted to keep something up my sleeve for later in the course. You do not need to go through this in any particular order. The only thing that would serve you well is to start working your way through the book. Twice a week you will be sent an email where you will be able to download assignments, exercises and new content. If you work through the emails in order they will direct you through the recordings in a systematic way as you read through the book. Create a folder on your computer and keep all the downloads together. If at any time you feel you are falling behind…no problem just keep the files in the folder and work at your own pace for ten minutes a day. The programme is designed to work at your pace. Now that we’ve gotten the housekeeping out of the way, let’s get to the reason why you’re here … the lesson!



Introduction

This first overview lesson is about three things:

1. Setting up a ten minute a day practice schedule (and why this is such a valuable way of expanding your skills)

2. A quick win language pattern for those of you that have already read the

book and gone through the downloads

3. Setting up assignments and practice drills so you can chart your progress.

Ten Minute Daily Practice

One thing that we are looking to do is to set up some consistent routines and habitual patterns. The easiest way of doing this is to set aside some time daily to practicing and developing your persuasion skills. I am not going to say much more about this here as your first ten minute practice session should be devoted to opening up the book and reading the chapters on how to use the book and the chapter on ten minute practice schedules. Feel free to do as many ten minute chunks every day as you please, so long as you do ten minutes at a time (unless this is watching or listening to the audio / video material) and you do at least one ten minute chunk every day. The ten minute chunks can be anything from reading, watching or listening to content; working on an assignment (normally talking to someone), going though an exercise or thinking through a plan or strategy. I will make sure that there is enough for you to be doing every week. You decide which activities will give you the best benefit.



Quick Wins

Over the first few reports I want you to have some quick snappy patterns that you can use immediately to get results. This is to give the people that have already read the book something to do and the people that are coming to this fresh an opportunity to catch up. In a couple of weeks you will discover how to covertly embed commands in your language and the week after how to open anticipation loops but for today I want you to give you a great idea to build some language patterns around. Everything that is said has presuppositions embedded into it. For example if I were to ask you a question like “In what situations are you already good at persuasion skills?” The question presupposes that: You are good at persuasion skills in specific situations You have the evidence to prove it By taking the question seriously you are taking on board these presuppositions and that means you will provide yourself the evidence to say you are good at persuasion skills. This is something that is covered more fully in the chapter on questions are the answer. Now that you understand the principle as you go through the book you will find hundreds of examples of different types of presuppositions. The idea is also explained in greater detail and because you have read it here you will have a greater depth of understanding of it. But for the moment let us concentrate on a couple of particular examples you can start using straight away. This particular pattern I call “cause and effect” and the most typical version of it is the word “because” but there are other ways this pattern appears. What that word does is link two statements together. Even if they had no connection before you have now linguistically connected them. A general pattern might be: (x) will happen because of (y) For example:



• You are learning a lot about persuasion because you have read this pattern. • Becoming an expert persuader is easy because you have invested in this

programme. Remember that the two statements do not have to be connected until you decide to make the connection. Just to make this obvious here are two examples. The first just to demonstrate the point that the statements don’t have to be connected. The second as an example of how you can use this process to embed a command.

1. People enrolling on this training programme are getting exceptional results because they have all got an extra toe on their right foot.

2. People enrolling on this training programme are getting exceptional results because you are committed to improving your persuasion skills

When you have read up on embedded commands come back to the second statement to notice just how powerful this is. In the mean time here are a few of variations and complexities to the basic pattern:

• Because you are reading this you will be able to put it into practice easily. • When you understand this idea you will automatically be more persuasive

and that is because the idea is so simple and easy to use. • Investing in this programme means you will make significant progress in

your persuasion skills; this is because you are committed to the programme. Let’s look at a few examples and ways you might use this pattern: Dating

• We should swap phone numbers because we will have great fun on our first date.

• Because there is such a great connection between us we should spend some more time chatting, when would be a good time for us to do this again?

Sales

• Let me go through the benefits of the product because you will notice all the ways you can use it to make your life easier.

• As we discuss the pricing plan notice how much return of investment you will make because of the enhanced features.



Parenting

• Clean out your room now because you will then have time to play on your computer.

• Go to bed on time today because tomorrow we have a really busy fun filled day ahead.

Training

• I don’t expect you to understand this yet because we have not been through how to put it in place. Once that session is done you will understand fully.

• Because of the intricacies of the system this is not completely easy to understand.

Since you have read through these examples you will already realise that there are a number of different connectors you can use and there is a lot more going on in these statements than just a simple “because”. As you go further through the book and these downloads come back here and have a look through these statements again to see more of what is happening.

The Assignments

Do as many of these as are appropriate to you and just focus on the ones that will get you the biggest results. Remember just ten minutes daily.

The first and foremost thing is to get out there shot gunning language patterns at people. So if you are reading the book then take the first couple of patterns and start using them. Let go of any results, your first objective is to just start using patterns. As you get used to using them and they become a natural part of your language you will see results. Take some of the patterns you are familiar with or the cause and effect ideas above, think about where you might use this and write out five patterns of your own. Say them out loud to yourself and then go and use them as well. I would suggest that you keep a notebook for the next couple of weeks. You can write down any clever patterns you hear, discover or invent. As well as this you can keep a note of successes, failures and near misses. You also need to have a way of charting your progress so setting some outcomes and recording some results will allow you to see how rapidly you are making progress. I don’t always



keep a journal but always do when I am studying something. I am convinced of the benefits and so will you be once you have started journaling your progress. We will soon be starting to talk about rapport. In preparation for this start to notice people relating to each other. Decide if they are in rapport and ask yourself what evidence you have for this. Please note we are talking about rapport in the moment so if your evidence is “they have known each other for years” then you are not calibrating on the most useful elements. If you are noticing a subtle mirroring of body language, using similar words, phrases and tone of voice then you are in the right ball park. Just notice people in and out of rapport with each other and notice what you notice. If you are watching people on TV or listening to them on the radio whilst doing this exercise make sure there is not a script involved. Ideally you will be thinking of chats shows, quizzes and anywhere where the people are giving their natural responses. It would be useful if you can watch the rapport download over the next few days as well. See you next time. Cheers

Rintu

Coming Up

In the next session I will give you a way of giving yourself feedback about your performance that will really help with developing your skills in all areas, not just persuasion. After that we will start looking at various rapport drills and practicing using your voice in preparation for embedded commands.


Persuasion Skills Black Book Training

Lesson One

By

Rintu Basu

The NLP Company




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NOTICE: You Do NOT Have the Right to Reprint or Resell this Report!

You Also MAY NOT Give Away,

Sell or Share the Content Herein If you obtained this report from anywhere other than http://www.theNLPcompany.com , you have a pirated copy. Please help stop Internet crime by reporting this to: mailto:[email protected] © 2008 Copyright The NLP Company DISCLAIMER AND/OR LEGAL NOTICES: The information presented herein represents the view of the author as of the date of publication. Because of the rate with which conditions change, the author reserves the right to alter and update his opinion based on new conditions. The report is for informational purposes only. While every attempt has been made to verify the information provided in this report, neither the author nor his affiliates/partners assume any responsibility for errors, inaccuracies or omissions. Any slights of people or organizations are unintentional. If advice concerning legal, medical or related matters is needed, the services of a fully qualified professional should be sought. This report is not intended for use as a source of legal, accounting or medical advice. You should be aware of any laws which govern business transactions or other business practices in your country and state. Any reference to any person or business whether living or dead is purely coincidental.



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Foreword Welcome to Lesson One of The Persuasion Skills Black Book Training Programme. In this lesson we will talk about a model for developing success, rapport and trance words…there is a lot to do so let’s get on with it.

Introduction Lesson One

This first lesson is about three things:

1. How you can make sure that you are constantly growing and developing your skills.

2. A quick win using trance words.

3. An exercise in noticing rapport as it happens.

A success formula

If you wanted to get somewhere there are several things that are going to help you. Firstly knowing where you want to get to, secondly knowing where you are right now. Once you have these two pieces of information you need to start moving and to start noticing which direction you are moving in. Obviously if you are moving in the wrong direction you will want to change to move towards your final destination. This is my simple success formula:

• Know what you want…your goal, outcome or destination • Do things that you think will get you there • Notice the results that you are getting • Have the flexibility to change what you are doing to keep you heading

towards your goals I am hoping this is sounding very simple…because it is. Unfortunately there are a few traps involved. Here are a few possible traps that I have seen in a persuasion context.



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Confused Goals For example when people start learning persuasion patterns they sometimes get confused between practice and doing. If the goal is to practice patterns then take a few patterns and say them to people. Other than noticing the impact you have that is all there is to the goal. If you goal is to persuade someone to do something then you need to think differently than just throwing out few patterns at them. Understanding what you want from a situation is important. Unrealistic and Inappropriate Goals Some people thing that if you are great at persuasion skills then you can persuade anyone to do anything. Whilst I believe this is theoretically possible in the real world it is not a wise course of action. Real skilful persuasion artists are the ones that are using their skills to attract people into their lives that have similar goals, values and want to help you get your results because they also benefit. Taking no action There are a set of people I call the clever dumb. You will see a lot of them on forums and newsgroups on every subject but NLP seems to have a huge amount of them. They usually appear very knowledgeable at first glance but after a while you will notice that all they seem to do is criticise others and talk themselves up. If you want to achieve things then you have to do things. Getting better at language patterns means you will need to practice language patterns and it also means you have to be prepared to step outside your comfort zone. Noticing what results you are getting If you don’t know what you are getting you can’t work out if it is moving you towards your goals or not. If I go back to the example of setting goals around practicing patterns and all you notice is people not being persuaded of anything you might think your mission is failing. But if you were to look at a goal of practicing patterns you might calibrate on your fluency of delivery, your ability to spot opportunities to use a pattern and how comfortable you are getting delivering it. You might start noticing that you are achieving your goals.



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Not having flexibility In simple terms if you do what you have always done you will get what you have always got. If you have all the other parts of this in place then not being flexible enough is usually about the fear of change. To get better results means that you need to make changes to the way that you do things.

The Experiential Learning Cycle

Watch the video presentation on feedback. By using this process a few times you will be getting your unconscious mind used to thinking in this success formula way.

Quick Wins

Imagine what it would be like if you could use a simple trance word to direct a person’s thought. If there were a few simple words that lead you into a trance that I am directing, consider what you would gain by knowing how to do this. Suppose you could do this easily, what would be the benefits? There are a few words that I call trance words because if you consider them seriously they send you into a daydream or trance state. Even better than that they send you into a trance state that I am directing. Can you imagine that amount of power? There are several that I know but here are three: imagine, suppose and consider. How do you use them…here are a few examples:

• Imagine what it would be like if you could send people into a trance that you are directing. Would that be fun?

• Suppose you could do this, how would you use it?

• Consider how easily you can learn to do this for yourself.



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If you are looking at these, thinking to yourself that they look a little like embedded commands, then you would be right. You can use these words as embedded commands. Here is an example with the command in bold: Just imagine you are doing this easily Just to round off here are a few phrases with particular contexts: Sales As I talk you through some of the features consider the benefits you get from using this product. Dating Where can you imagine going out with me that will be real fun? Training Now that we have been through the course outcomes imagine how you will use the skills. Just suppose you leave this course with a level of confidence where you can imagine using this successfully in the real world. Consider how good you will feel. If this sounds easy it is because it is…now it is your turn to come up with a few phrases and patterns you can use. But just before you do, consider how good you will feel when you are doing this easily.

The Assignments


The rapport exercise this time is just an extension of the last. Just notice when you are in or out of rapport with people. Notice how it feels different and the fact that it is a process. In a conversation rapport changes on a moment by moment basis and I would like you to notice how you change the level of rapport as you



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are conversing. Once you have watched the video presentation on rapport you will have lots of ideas about how to develop it so go and have a go to see what you get. Run through some recent experiences with the experiential learning cycle and see what learning / development you can give yourself. Now that we have started talking about embedded commands it would be useful to start listening to the audio recording about how to use your voice. Finally take some trance words and go out and play with some people. Just remember to leave them in a better place than you found them. See you next time. Cheers

Rintu

Coming Up

In the next download we will discuss a simple but very powerful persuasion process In the session after we will talk about building rapport through an unconscious hello process. We will also be discussing more ways of practicing patterns

Persuasion Skills Black Book Lesson 02

By

Rintu Basu

The NLP Company




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Foreword This is a short but very important lesson. As you go through the book you will see that I stress the importance of process. In this lesson you will learn a simple but very effective persuasion process.

Introduction

One problem that many persuasion engineers face is having lots of tools and techniques but not being able to fit them together into a seamless process without having to take time out to think their way through. What would it be like if you had a process that was so quick and simple you could use it automatically in any situation you came across? If you have already realised how powerful this could be then it is easy to learn. All you have to do is read on and learn the process.

Leading People in Small Steps

Let me take an example where I want to persuade someone to buy a copy of my book. Running at them waving a copy screaming “I have a great book for you to buy!” might work, but is unlikely to get great results. If I were to entice them in and catch their attention somehow I could start a conversation. From there I could ask them questions about the problems they are experiencing in their life. Perhaps then I could link their problems to a solution that involved persuasion skills and then from there give them a call to action to buy my book. I am hoping that you can see a significant difference in the likely result from the two approaches and not just in terms of whether they buy the book or not. The second approach is likely to create better and longer term relations. This is the difference between leaping in all guns blazing and gently steering people in a direction.



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AIDA AIDA is an old sales and marketing acronym that stands for

• Attention • Interest • Desire • Action

I love this because it is short, simple and easy to use. So let’s take this section by section and explore how you can use this.

Attention

Get their attention first. If they are not paying attention you will not be able to persuade them of anything. It might be just part of my personality but I tend to think of attention grabbers as tabloid headlines.

I am often thinking of the one thing I can say or do that will get the person to focus. I prefer something positive although technically away from drivers are supposed to be more powerful consider the following two statements:

• Two simple steps to increase your life span by over five years • Act now to stop your killer disease before it is too late

I suspect the second is likely to work more effectively but I prefer the first because it is a more positive note.

Attention grabbing does not have to be this sensational though. It could be as simple as building rapport and asking a couple of questions. In a social context one of my favourite openers is finding something I like about the person or what they are wearing. I then compliment them and ask questions about it…here are a few examples:

• You are looking in great shape tell me about how you work out • I love that broach it really suits you, where do you shop for things like that? • I was reading your blog the other day I loved what you said about xyz, how

do you manage to do that level of research?



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In a business situation I can be a little more focused on the outcomes I am looking for. Here is one I have used in the past when I was selling training consultancy in a corporate market:

I’ve read some research that says companies are losing 30% of their best people through lack of proper development have you checked you exit interviews to find out why people leave your company?

This sets up a frame for the discussion on training and development that I am hoping to steer the conversation towards.

Interest

Once you have their attention start asking questions and listening to them. Read the chapters on questioning and conversation management to get a really good handle on this area. All I am going to add here is that you are moving the conversation towards the topic you want them to explore.

Desire

Here you are linking their problem to your solution. For example:

If I want to sell books on persuasion skills I will have asked questions before hand about things they want to achieve and then linked that to learning more persuasion skills

If I am after a date I will have asked them about the things they like doing and linked that to a one time offer to go and do something I know they would really enjoy

In simple terms I am looking to link massive benefits to them for doing the thing that I want them to do.

Action

Finally ask them to do whatever you want them to do.

Here is a parenting example showing you how you can put the whole thing together.



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You could just tell little Johnny to go to bed, have and argument and win by using authority. You could look at an approach like this:

• Attention –You are playing football tomorrow aren’t you? • Interest – I assume you want to be on the winning side? • Desire – How will you feel when you win the match? But that won’t happen

unless you are awake, lively and full of energy…that means you need to be fully rested and ready to go for it.

• Action – If you go to bed now you will be really ready to win tomorrow

The Assignments


Run through some recent conversations you have had and look for how you could implement an AIDA approach to the conversation. Think about some conversations you know are going to come up in the future and run through the typical flow of the conversation using AIDA. See you next time. Cheers

Rintu

Coming Up

In the next session we will look at unconscious hellos and how we can use them to build rapport. We will also look at some redefine and agreement frame exercises so you can go out in the world and flex those persuasion muscles.


By

Rintu Basu

The NLP Company




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Introduction Lesson Three

This lesson is about two things:

1. A fun way of practicing redefines and agreement frames

2. Building rapport using unconscious hellos There is no quick win in this session because there are a lot of things for you to practice and once you have read this report you will find several quick wins automatically.

Practice using redefines and agreement frames

This is about a practice drill for the agreement frame and redefine patterns from the first part of The Persuasion Skills Black Book.

Firstly let me overstate several key points from the book:

• Do the Drills to Get the Skills • Ten minutes a Day is worth ten times more than One Hour a Week • Only PERFECT practice makes PERFECT • The Purpose of Practice is to Practice

So taking these things in mind here is a quick drill that is worth doing. Ideally you should have a study buddy or at least someone that won’t get fazed by having a bizarre conversation with you. That said I do this exercise live with people that don’t know I am doing it (although they soon know something is different and start getting frustrated).

Persuasion Technique Exercise

The object of the exercise is to get you thinking in terms of the patterns, get used to thinking on your feet and saying them out loud.



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The exercise is very simple. Everything you say in the conversation needs to start with the agreement frame and then move into a redefine. If you are doing this in a live situation the extra element is to keep it going for as long as possible without the other person realising. Here is an example:

Person (P); The credit crunch is really hitting some businesses.

Me (M); I agree some businesses are hit with the credit crunch and the issue is not the businesses that are going under but how your business is doing. How are you doing?

P; Actually I still have all my usual customers and business seems okay.

M; I agree business seems okay if you are keeping your customers and the issue is not your customer base but how you are expanding your business.

P; I’m not really thinking of expanding my business at the moment because I think it is important to play safe in the current environment.

M; I almost agree with you and would add the issue is not playing safe but making sure you have plans for the future. Do you have an exit strategy for the business?

P; There is something strange about the way you are speaking to me. Are you using that weird hypnosis stuff on me?

M; I can see how you might be thinking that, but the issue is not about doing weird hypnosis stuff but practicing and developing my skills do you want to know how I am doing that?

P; Yes

M; Okay…I agree you want to know how I am practicing my skills and the issue now is not my practice but how to get you to learn some basic language patterns that bypass conscious resistance. Would you like to learn a few?

P; Only if you stop this strange way of speaking.

M; I agree it can sound a bit weird and the issue is not how it sounds but if I am getting some good practice. The only issue now is that it is so ingrained I can’t stop.



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And so on until they buy a copy of the book

Have you got the idea?

Obviously if you have a study buddy or someone that is willing to stooge for you there will be opportunities to move in some wild and wacky directions. The issue is to keep going regardless even if you have to stop to think, stumble or backtrack over your words. Remember these things happen naturally when people are speaking anyway. So the fact that it happens when you are using patterns is just as natural. Let it happen and just move on as if nothing has happened.

BB King and Persuasion Skills

This reminds me of an interview I heard from BB King on the radio many years ago. The interviewer asked BB King if, as an extremely accomplished and experienced guitarist he ever plays a bum note. BB King replied obviously he does and does so more frequently than people would credit.

The interviewer then asked BB King how he covered up these mistakes. There was a long pause and then BB King replied “I play the bum note again and again and again, eventually people think I meant to do it.” Taking this approach to language patterns will give you a great advantage.

Rapport – The Unconscious Hello The video presentation on rapport should give you enough to start playing with rapport so I am going to look at a few other things that can help start the rapport process very quickly. To make rapport an unconscious process try this tactic on. Before meeting someone take on a state of playful curiosity. No agenda, just finding them interesting and a natural desire to get to know them. This is practicing setting a frame…the more you do it the more you find you do it naturally. You will find that many other parts of the rapport process happen naturally because you set the frame in this way. If you practice this routinely you will suddenly find yourself doing this unconsciously often and therefore do not need to consciously think about building rapport.



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Now for the fun part…the unconscious hello. The theory goes when we meet people we broadcast a nonverbal “hello” signal. It could be the nod of a head, a smile, eye contact, the turn of the body toward someone or even opening your arms or legs in the direction of someone who sees you. Imagine the implications if you were to mirror a person’s exact hello right back at them when they broadcast it. What you get is instant rapport. This is not an easy skill to master because it takes a lot of sensory acuity to notice it and then you have to mirror it back within about 30 seconds, but when you get it right you will certainly feel and know the effects.

The Assignments


The practice should be fairly self evident from this report. The first is get practicing with redefines and agreement frames. Go and find some innocent member of the public to agree and redefine and have complete conversations with them using those two patterns. Your target is to get past six minutes thirty four seconds before you stumble, they walk away or comment on your bizarre language. That is the longest I have managed when I have been timing myself. The second thing is to start using unconscious hellos. Here is a breakdown of how to do this. First spend some time people watching and see if you can notice the unconscious hello. I find shopping malls, train stations and airports great places to watch because there are so many people meeting and greeting each other. Once you are seeing these things start noticing it with people that you are meeting. Next you want to start to test the model. Mirror their unconscious hello back at them when they do it and notice if it makes any difference to the rapport. Finally once you have seen the impact start doing this as often as you can.



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Also remember to practice setting the frame for rapport before you meet them. I would like you to get good at this because next week we will start looking at ways of developing the unconscious hello so you can get people to respond to yours. See you next time. Cheers

Rintu

Coming Up

In the next report I will give you a way of getting others to match your unconscious hello rather than the other way round. We will also discuss how to anchor and bind thought both verbally and non verbally, as well as how to develop an incredible persuasion personality.


By

Rintu Basu

The NLP Company




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Foreword Welcome to Lesson 4 of The Persuasion Skills Black Book Training Programme. This particular lesson is going to take you to some really wild and wacky places. It is one of my favourites and has some incredibly powerful techniques. Trust me with this…once you have done the drills and exercises in this report you will look back on this moment as the start of an incredibly powerful journey. Let me give you some idea of the things you will get from this report.

• How to build an unstoppable persuasion personality. • How to instantly switch your or other people’s emotional state. • How to linguistically bind people’s thoughts so they can’t help but think what

you want them to think. • How to get people to mirror your unconscious hello and build very powerful

rapport instantly. If you are sat down, reading this then you might just be getting as excited about this as I am writing it…so let’s get on with it…

Introduction Lesson Four

This lesson is about three things:

1. Anchoring and how to build an irresistible persuasive personality

2. A quick win language pattern that can bind thoughts

3. Getting people to mirror your unconscious hello

Anchoring

Okay there is little for me to say with this one. Just watch the anchoring video presentation and then do the big circle of excellence exercise. I am really serious about this, do that exercise before going any further. It is the biggest, most powerful exercise on this course. Don’t do it in your head, don’t just think about



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doing it, just physically get out of the chair and do it…because you will get more from that one exercise than you will from days of ten minute drills.

Quick Wins - Thought Binds Just imagine if every time you stepped into the shower you suddenly found yourself discovering three new language patterns to try out, wouldn’t that be a crazy thought to have? What would life be like if every time you walked out of the front door you suddenly imagined yourself finding some great new people to install states into? There was a point in my life where I suddenly got very good at using language patterns very quickly. Some of it was more luck than judgement but this was how it happened. Because I was very excited about language patterns anyway I would find it difficult to sleep. I guess you know the sort of feeling that just as you are dropping off you suddenly get those excited thoughts about half a dozen new situations or new patterns to play with. Then eventually you get to sleep. And the first though that hits your head as you walk up the next morning is another half dozen patterns and situations and that gets you so excited that you rush headlong into the day shot gunning hundreds of random patterns at confused members of the public all day. Can you imagine your life like that because that was mine when I first started taking thought binds seriously. The process is simple. Take common every day occurrences and connect them to what you want the person to do, think or feel using imagine / suppose or consider. Here are a few examples: Sales I want you to feel good about this product. Imagine every time you press the start button you think about the profits you are making because you have this thing and start to feel good about. That is what I want for you so let me go over the benefits again before you decide to buy.



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Dating I know when I have been with someone you like a lot because you think of him (use me if the rapport is good enough, but I would be gesturing towards me regardless) as the last thing before falling asleep and the first thing when you wake the next day. Just seeing all the fun things you (we if the rapport is strong enough) can do with him, the things we can say and how good you can feel inside because you know he is there…How good does that feel when you do that. Training Now you know how to use thought binds all you need to do is think of a few for yourself and write them down. Like with most things as soon as you put pen to paper you will think of a couple and then the more you write the more you will think of. After that the usual thing is at odd moments of the day, like when ever you turn on a light switch or walk through a door you suddenly find yourself thinking of a few more. Preconditions Needed for Thought Binds Basically you need bags of rapport and you need to be taking the person with you. The rapport end you already know lots about so with regard to taking them with you it is really very simple. You need to be going into the emotional states as you talk them through the process and you need to speak slow enough for them to keep up. Finally there is a lot going on in the three examples above so as you read more of the book come back here and notice the presuppositions, the I / You shifts and the embedded commands.



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Rapport – Unconscious Hello Part Two

Let me start with explaining why you want to do this. In a persuasion context building rapport is not normally enough. What you actually want to do is pace and lead your subject to where you want them to go. This means that if your subject builds rapport with you on an unconscious level you are already leading them. From the book, the chapter on rapport you will see a very overt way of doing this…smile and put your hand out to shake first. The whole process for getting them to match your unconscious hello is deconstructed in that chapter. Have a read of it now before moving on. The only thing you need to do is decide what you want as your unconscious hello. The smiling and shaking hands is fine for the interview situation but I find that there is too much there for use in all situations. Obviously then you just want to follow the process as written in that chapter replacing the smile and handshake with your favoured unconscious hello. You will want to do it fairly obviously within the first few seconds of making eye contact with someone. My favoured unconscious hello used to be a brief head nod but I have changed it to a slight raise of the eyebrows because it is quicker, easier to see and I generally feel better with it.

The Assignments


If you have not yet done the anchoring exercise yet you are a very bad person. Go and do it right away otherwise the persuasion gods will come and install some horrible states in you. Find some common experiences and develop a few scripts for thought binds that you can use. Then obviously try them out on a few people to see what happens.



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Remember leave them in a better place than you found them i.e. no installing nightmares (I will show you how I did that in the next report right after we have done back tracking and anticipation loops again). Finally go and practice you unconscious hello and just notice the impact you have on people. See you next time. Cheers

Rintu

Coming Up

In the next session we will look at a whole number of quick win patterns that you can put into place automatically.


By

Rintu Basu

The NLP Company




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Introduction

In this lesson we are going to look at a number of patterns for you to explore particularly with the view of embedding some commands.

Language Patterns – Setting up Embedded Commands

What if you had enough patterns to consider embedding commands routinely into you language? Could you imagine yourself practicing until you had this ability instinctively? What would it take for you to see yourself using embedded commands all the time? If you were to look through these new patterns and see yourself using them in everyday situations you might begin to feel good about the fact you are developing almost to the point where you are doing this naturally.

More Patterns and Applications Now that you have listened to the recording on how to use your voice you can practice changing your tonality for the command bits that are in bold. If you were to / You shouldn’t have to

• If you were to learn some language patterns life would be easier • You shouldn’t have to spend time learning language patterns

Sales

• If you were to go through the features of the product you might see the benefits you will get from it.

• You shouldn’t have to think about benefits you get from buying this service as they are fairly obvious but let’s go through them now



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Parenting • If you were to do your homework right now it will give you time to play

later • I know you shouldn’t have to clean your room and if you were to make a

start on it right now you could feel good about helping me out. To the point where One of the best ways of learning language patterns is to drill them almost to the point where you just do them naturally. When I first started learning about language in this fashion I just lived and breathed these patterns to the point where you automatically generate patterns easily. You shouldn’t have to learn these patterns this way but if you were to imagine yourself being fluent with embedded commands you might get motivated to the point where you are practicing patterns consistently. Dating Where can we go will get you so excited…almost to the point where you lose all self control and act on your passions. Manager to employee What do I have to say to get you motivated to the point where just do the job perfectly in double quick time? Putting it all together If you were to start using embedded commands you might want to imagine yourself being masterful with them. The way to get there though is to consider you practice regularly to the point where you practice out of habit. If this were the case you shouldn’t have to think about developing even better skills because you know this will happen regardless.

The Assignments


If you haven’t already, listen to the audio recording about voice and tonality.



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Take the set up phrases from above and include the ones from lesson one. You can now start to think through whole strings of phrases and paragraphs of embedded commands for particular situations. Start saying these out loud to yourself so you can practice changing your tonality. Once you are ready unleash yourself onto the unsuspecting public. See you next time. Cheers

Rintu

Coming Up

In the next session we will look at one vital element of personality profiling and how you can use it for persuasion.


By

Rintu Basu

The NLP Company




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Introduction

This lesson is about towards and away from personality types, how you can spot the two types and how you can tailor your persuasion skills to the two types.

Towards / Away From Some people move towards what they want and some people move away from what they don’t want. Another way of looking at this is a pleasure / pain idea. Everyone moves away from pain and towards pleasure but some people in a given context are more predisposed to one or the other. How can you tell them apart? Easy, ask them. This is the question to use: What do you want from (x)? (x) being the context we are talking about. Here are a couple of examples and a range of towards (t) and away from (a) answers: What do you want from a car? I want a car that is really sporty, and you can have fun in. (t) I want a car that isn’t boring and dull to drive. (a) I want a car that is reliable and get me where I want to go. (t) I want a car that doesn’t break down and leave me stranded. (a) I want a car that I can feel safe to drive my family around in. (t) I want a car that isn’t dangerous. (a) What do you want from your job? I want prospects / a challenge / good money / fun people to work with. (all t) I don’t want a manager who is constantly on my back. (a) I don’t want to work but I need the money. (a) Don’t know haven’t really thought about it…I am happy doing what I am doing. (a) This should make it obvious the types of patterns you will hear from towards and away from driven people. It is important to note that neither is good or bad…just different and useful in different contexts.



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For example if you were walking down the street and you saw a number 17 bus bearing down on you this would be a good time to be very away from orientated. Conversely when being asked to draw up a five year plan for the department at work being away from driven is not useful. So by asking the question and listening to the answer you can get an idea. After a while you can just pick it up form a person’s language, and when you are very good you can make reasonable guesses from tone of voice, stance, gait and where they look. But you are a couple of days away from that yet. For the moment just think about what they say and is it towards or away. “Okay Rintu, I can spot it, it is obvious, but what do I do with it now?” I hear you cry. So now when you want to motivate someone and you hear a strongly expressed towards or away in their language you can now use that to motivate them. Example Context: You want a co-worker to do some work for a project of yours and they are: Away from driven – “We are going to be in so much trouble if we don’t get this project out on time, can you give me a hand?” Towards driven – “The boss will love this if it’s finished on time, can you give me a hand?” Obviously you could ramp this up a lot if you know their values and add that into the mix. Let’s say this guy has a value of fun in a work context. Away from driven – “We are not going to have fun if this isn’t completed, can you give me a hand?” Towards driven – “Finishing this project on time would be great fun, fancy giving me a hand?”



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Rough and Ready Rules Towards driven people – ask them what they want and link it to what you want them to do. Away from driven people – ask them what they want, they tell you what they don’t want, you tell them that is exactly what will happen if they don’t do what you want them to do. Last warning: this is context dependant and the context is what ever they have in their head. For example a person might be towards thinking about cars (fun, sporty etc.) and talks to you about them this way. They might be away from when thinking about their family (don’t want them hurt; don’t want them put in danger). You might want to sell them a car and you get the towards signs when the person talks about cars but suddenly switches to away from when they realise they are going to put their family in that car. The point of this story is keep checking and calibrate on the behaviour that is in front of you at that moment in time. Now you have read down to here watch the video presentation on profiles for more information about these two types.

The Assignments


Ask a few people the question and spot the toward / away from language. When you are comfortable just listen to people speaking and see if you can spot towards or away from behaviour. Once you can start doing that start making some attempts at modifying your language to match or mis-match their thinking in the moment, just to see what happens.

If you are getting good at spotting behaviour and linking it to towards or away from profiles see if you can make a guess at their thinking style based on stance, walk or where they look when they are talking. As a hint, notice your posture and where you put your eyes when you are away from thinking and when you are towards thinking. Have a go, ask them the question and see how close you were.



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See you next time. Cheers

Rintu

Coming Up

In the next session we will discover even more about verbal pacing and leading. So if you have not yet read the chapter in the book about pacing and leading then before the next email would be a good time to read it.


By

Rintu Basu

The NLP Company




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Foreword Welcome to Lesson 07 of The Persuasion Skills Black Book Training Programme. As you read this sentence you will discover that the lesson is devoted to just one exercise. As you are considering this you may have already realised that this must be a very powerful exercise to do. Thinking about how this exercise will work, how you are going to use it, imagining the benefits it will bring you and feeling good about learning powerful tools is the next step. Getting to this paragraph, wondering about how you will incorporate this into your life you might already be realising that this is an easy skill master once you do this exercise on verbal pacing and leading.

Verbal Pacing and Leading If you have not already read the chapter on pacing and leading from the persuasion skills hand book read it now before you go on. You will get more from this exercise if you do it. Now as a quick side track the paragraph above has the embedded commands I want you to notice in bold. I am this obvious in written work when I am demonstrating patterns but if you want to be more subtle there are a few things you can do. For a start just double space your commands. This makes the phrase stand out enough so you can see the embedded command if you look for it, but most people don’t see the subtlety that you see. Embedded commands can be as bold or as subtle as you like in written work. Okay, now you have read the chapter on pacing and leading and the paragraph above you are in great shape to start thinking about this exercise. I know you want me to tell you the exercise and you know I am leading up to it so let us completely understand the theory so you get the idea unconsciously as well and consciously. You already know that stating something that is absolutely true creates unconscious pacing by the other person, you also know the this idea allows you to start leading people, then the only issue is to get confident in creating these statements.



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When you first learnt to speak you learnt verbs and nouns. As you got more sophisticated you learnt to string these collections words into phrases and sentences. Eventually you are learning more complex concepts like tenses and this makes it easier to build even more complex thoughts, ideas and concepts. As you are reading this as well as thinking about how you learned to speak you might already be realising that you can use the same formula to learn to create pace and lead statements. The ultimate goal of the lesson is for you to be running off at the mouth spontaneously creating hundreds of pacing and leading statements. Step One – Statements of the Startlingly Obvious Take some environments, situations and contexts that you often find yourself in. Start coming up with statements that are true for that situation. Here are examples for three situations I am often in: Training room You are here, sat in this room, listening to me, watching me, wondering what subjects we will cover, it is ten o’clock in the morning / just after lunch, you have just talked about (x) / done this exercise / debated this case study, the weather outside is (x), you can see the whole of Glasgow through the window, the manual you are looking through has 50 pages of explanation, the PowerPoint slide demonstrate (x) Board Room Sitting here, talking about, time, weather, location, view out the widow, topic for discussion, as business people (if I have a meeting with just men I will use business men as the more specific you are the more it helps), seen the report, work for the same / different office, have similar / different roles Coffee Shop Location, seating, weather, common purpose, drinking coffee, smell the flavour of roasting beans, noticing the people I am sure you get the idea by now. All you are doing is making sure you have lots of things at your fingertips to pace people with in the environments you are used to working in.



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Step Two – What do you want them to do? The next list in those same contexts is list the things you want them to do or the commands you want to embed. Here are a few examples for the same situations. Training Room Have fun, learn the skills, take risks, step out of your comfort zone, practice skills Board Room Take on new ideas, pull together as a team, find new solutions, get a result Coffee Shop Relax, have fun / excitement, build a connection / rapport / relationship Step Three – Putting it all together Three pacing statements and then a lead statement, keep this going for as long as you can. If you find this easy then try this approach: Pace Pace Pace Lead Pace Pace Lead Lead Pace Lead Lead Lead Lead Lead Lead Lead Or any other variations you care to think up. Write them down, say them out loud, imagine saying them to people as part of a conversation. As you think about doing this, remembering the paragraph about how you learnt to speak and reading through the examples below, you might already have considered how much of a library of pace / lead examples you have already built up. Training Room You have all arrived in this training room, picked up your manuals and are sitting there wondering what new skills we will be learning. Sitting here, watching me talking, you are committed to doing what it takes to learn these skills. Just for a moment have a look out the window here, as you can see there is this great view of Glasgow, you can see all these people going about their business and you might already be realising that you have all these people to practice your new skills with.



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Board Room We are all meeting, as professionals, representing our various departments to find a solution to this problem. Having read the report, spent some time discussing aspects one to one and having thought through the issues you might already realise how well we can pull together as a team. Just because we have pots of coffee ready, the room booked for the day and large notebooks it doesn’t mean that we can’t easily get a solution. Coffee Shop It’s great us being in this coffee shop with a couple of free hours to talk to each and that means we can build great rapport. I don’t know that you can find yourself noticing all these people, drinking their coffees, talking to each other makes you just relax and open up. I don’t know about you but listening to the buzz of conversation, smelling the aroma of freshly brewed coffee and talking to you makes you really excited about what fun things we can discuss. Step Four – Doing it for real Okay, you have now seen how the approach works, read through some examples, thought through some examples of your own and are now ready to try it out yourself. Remember the objective of practice is to practice. Your first objective is to get over the feeling of this being a little clunky, strange or that you will be caught out. For this I would just memorise a little script and just take the plunge and say it to someone. So long as you get the words out you have achieved the objective. The next time is the time you might start working on your delivery or thinking about leading them to somewhere. Do this a couple of times and you will be ready for the game. Step Five – The Game Ideally you might want a study buddy, or at least someone that knows you are playing with language to help the first few times that you play. The rules are you are not allowed to move the conversation on until you have stated three things that are undeniably true first. All you have to is see how far you can push this and how long you can keep this up. Once you are getting good you might want to the run variation on a theme I showed you above or start varying the pace of your voice and just notice how quickly people just fall into your trance.



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The other day I was out for a stroll and I bumped into a guy I know from my local casino where we are often playing poker together. I knew I would be writing this lesson so I thought it was a good time to practice for myself. Here is approximately how it went: Craig: Hey, I haven’t seen you for a while? Me: Yes, it’s strange us bumping into each other on the street on a beautiful day like this, what are you up to? Craig: (lots of fluff about being at college and the lecturer not turning up and now looking for somewhere to eat) Me: It’s gone twelve, there’s lots of people on the street and you are hungry, where are you thinking of going for lunch? Craig: Haven’t really decided, but I need to be back for a lecture at two. Me: You can see it’s quite crowded because it is a nice day and the sun is out but why don’t we just grab a sandwich and you can tell me about your latest poker exploits. Craig: (agrees and gives me some fluff about the last few games he has played) You playing much? Me: You know I play a lot of poker because we go to the same casino, you’ve noticed I’ve not been in for a few days, that’s because I’ve been playing a lot on line recently? Craig: Why is that? Me: Well, you being passionate about the game and knowing the face to face game is different, standing on this street (I was running out of ideas about here) I have been expanding my play by trying different types of games. As you can see this is nothing more than a normal conversation. I am not trying to persuade or more the conversation in a particular direction. I am just using it as a vehicle to practice pace and lead statements. An hour and one sandwich later I walked away from this conversation having fully flexed my pace and lead muscles, practiced thinking on a different level whilst maintain a conversation and am entirely happy that my unconscious mind has developed the idea even further as it becomes part of your natural speech patterns. Once you are comfortable with having general conversation in this way the final part is to just do this whilst leading the conversation to where you want it to go.



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Doing all this will probably take more than a couple of days, but you will be surprised at how much growth and development you will gain when you take onboard this exercise. See you next time. Cheers

Rintu

Coming Up

In the next report we will look at consciously creating emotional states in others. How would you feel if you could talk a person through a series of instructions so that they felt a particular way? Remember you already know all about anchoring and thought binds, so I don’t know if you have already worked out once you have got very good at eliciting an emotional state in someone you could then anchor or bind it so they access that feeling whenever you want them to. If these are skills you would like to learn then look out for the next lesson.


By

Rintu Basu

The NLP Company




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Foreword Welcome to lesson eight in your Black Book Persuasion Skills Programme. In this lesson we will cover another very powerful subject…how to elicit and bind emotional states. Because of the power of some of the techniques we are getting into I think it is useful to restate some home truths here. Whilst it is possible to manipulate people to do things against their wishes, they will eventually notice and they will not be happy with you. This is a fast route to becoming the anti-Carnegie, how to lose friends and alienate people. Conversely motivating people to where they want to go and giving them the opportunity to help you along the way is a great way of getting results for you, for them and for the world you live in. I urge you to leave people in a better place than when you found them. This is not through any altruistic or saintly purpose…just that it makes good sense. As a mini example several people have recommend me without ever attending any of my courses. This has happened because I was honest with them by telling them I didn’t think my course would be good for them and recommending one of my competitors as the more appropriate course. Over the years I have made several thousand pounds from their recommendations. If I had convinced them that mine was the right course fully knowing they would not get the best result for them I would have made the course fees but I suspect I would have got nothing else from them. Anyway back at the lesson…here is another really powerful exercise for you to get to grips with.

Introduction

1. This lesson is about one key thing, how to elicit emotional states from

people and then anchor or bind them to something.



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Prerequisites

There are several things you need to have in place before trying this with anyone. Firstly you need to have some idea of the states you want to elicit and how you are going to do it. We are going to build a library of different states and how to get there in this lesson. After this you will need to have rapport with the person you are doing this with and you need to access the state yourself. On a simplistic level if you have good rapport with someone you can simply lead them into a state non-verbally. Have you ever met up with someone you loved and cared about but they were in a bad mood and fairly soon you started going into a bad mood as well. On the same grounds perhaps you did something that just broke them out of the bad mood and got them to start feeling better. Just having rapport allows you to lead people so the key points are:

• Without rapport this technique will not work • You need to lead them into the emotional state

Finally the first and easiest way of eliciting states is just to build rapport and then access the state yourself.

Why Elicit Emotional States

Before going much further into the subject let us spend a minute looking at why you might want to do this. Public speaking and presentations – having your audience access emotions on cue helps to create stimulating and interesting talks Dating, flirting, seduction – imagine people thinking of you and automatically feeling good, would that be a skill worth having? Sales people – attaching good feelings about your products and bad feelings about your competitors might bring you closer to making the sale



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Coaches – how about having your client able to access feelings of confidence and self esteem when they come across problems and challenges? Trainers – would installing states of curiosity and fun at the beginning of a course be of some use to your audience?

The Process

Firstly let’s just think of some states that would be worthwhile being able to elicit. Here are some I thought about and you might want to add to this list:

Curiosity, Fun, Playfulness, Frustration, Focused, Rapport, Love, Confidence Brave, Anticipation, Committed, Excitement, Desire, Passion, Confusion, Loyalty, Open…

I am sure you can think of many more and it might be a worthwhile exercise to list out all the states that you can think of. Particularly those it would be useful to be able to elicit in others. For this example I am going to use the state of curiosity to demonstrate the process. I am also thinking about the context of training and wanting to get my audience curious about a subject. The first thing I need to do is think through a process for getting curious. The best way to do this is to think through how you get curious yourself. Here is my process:

• I need to see something • I then need to say something like “there is more to this” • I then have to start asking questions looking from different angles like:

How does this work? Where could I use this? Can I do (x) with it?

• I then get a feeling starting in my head that moves down through to my shoulders as I ask questions

• This all finally peaks with me asking something like “I need to find out more” Now that I have this process I can start building a pattern to draw this out of someone else. Remember, my context was a training class and I wanted to get



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them curious about a subject. I might come up with a little chat at the beginning of the course that went like:

Here is an overview of the subject we will be covering on this course (obviously showing the slide with the list of topics). Have you ever been really curious about a subject? You know, where you look at a topic and think to yourself “There must be something in this” (pointing to one of the topics) and then you look at it and start asking questions like…(list some questions)…As I start asking the questions you get this feeling starting in your head and moving down through your shoulders as you think to yourself “I have to know more” (notice the I / You shift towards the end) Well as you do that we will cover these topics in this order and …

Let’s now change the context and have a look at eliciting curiosity in a different situation. Perhaps you have met someone at a networking meeting, have decided that there might be a joint venture partnership that is worth exploring and you want them to get curious enough to call you for a meeting. Here is a bit of the conversation you might be having:

Thinking about what we have discussed I think there might be good opportunity for us to work together and I am curious as to how it might pan out. Do you ever get really curious that way? When you think of opportunities and think there must be something in it. Then you start to ask questions like, how would this work, what sort of results could we get from this, how much money could we make. And as you are asking these questions you get a feeling right in the middle of your head and as it moves down through your shoulders you think “I have to know more”. Well, when this happens give me a call as I would also like to find out how this could work for both of us.

Some Caveats The two examples above are the bare bones of the conversation. There are a lot more patterns and ideas we can build in here to accelerate the process. I wanted to keep it to the basics so you can see the process and how it works. Finally remember this will only work if you have rapport, you go into the state as you speak and you slow you voice to the point where your audience can access their feelings whilst you talk them through it.



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Another Example Let’s look at another example. This time I am going to use anticipation. So here is one of my processes for anticipation:

• Picture a result • Imagine myself getting the result • Start smiling to myself as I think of the pictures • At the same time a feeling starts right from my feet where my toes start to

curl and it moves right up through my body making me lean into the picture as I get more desperate to start

So now let’s look at a couple of applications. First here is a training example I where I might use it before setting up and exercise:

We are just about to do an exercise which will pull this topic together for you. Now, I wouldn’t want you to get too excited about this, but can you anticipate the results you are going to get? Just imagine yourself getting the outcomes we discussed earlier…When I do this sort of thing you suddenly see yourself in the picture getting the result and then start smiling to yourself as you anticipate the results you are getting. Do you do the same as me and notice your toes curling and the feeling expanding up from your feet all through the rest of your body as you anticipate the beginning of the exercise…so before we start let me explain the what we are going to do

One final one just to seal the process down and add some of the other things we have discussed in pervious lessons? Let’s take anticipation again for another context. Perhaps you have agreed a date and want to get her to eagerly anticipate the event.

Do you ever make pictures in your head, seeing yourself having fun? When I do this do you suddenly realise that you are smiling to yourself in eager anticipation with me, my toes curl and you get this rising feeling that just rushes up through your whole body. When I do this you find every time you do something normal like walk through a door and switch on a light you start making those pictures all over again. This is how I am going to be for the next week until we go out to…

This one is a little difficult to write down properly. Have a go saying this out loud a few times and you will get where the pauses and embedded commands should come. You just need to say it out loud and you will find it makes proper sense.



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Notice there are a number of patterns we have discussed in previous lesson here as well. This should give you enough ideas for how you are going to do this for yourself. If you break this down into sections it is easy to learn. As you get more comfortable doing this you will also notice that you quickly change from talking these phrases at people but actually start talking with them. That means they will have a tendency to interrupt with their own thoughts on the process. When your subjects start to interrupt this is absolutely a great thing because they are now engaging with the process. Here are a couple of my favourite interruption types:

• No, I don’t do anticipation like that, what I have to do to start anticipating things is…

• That doesn’t work for me I would have to… The main reason for working out a process for accessing these states and understanding your scripts is because you can then be flexible around the whole process. When people interrupt use what they say and build it into the process to get them to access the state.

The Assignments


The assignments this week should be very straightforward. Find some useful states, work out a process to get there and then write a couple of these mini scripts to get your there. Next comes the practice of saying this to people. Again practice on your own or with a study buddy a few times to get use to saying this. Then work on to saying this sort of thing to the mere mortals out there in the real world. First few times just practice getting the words out. The next few times slow your delivery down and access the states yourself. Finally do all the above whilst watching your subject and match your pace to them. As you get more comfortable notice that you are also using a lot of the other patterns such as embedded commands as a natural part of this process.



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Putting anchors and thought binds at the end of an elicitation process is a natural follow on. Since you have been practicing both they are easy to build in now. See you next time. Cheers

Rintu

Coming Up

In the next session we will look at one of the most flexible, powerful and useful persuasion tactics ever. We have already talked about anticipation loops when we discussed backtrack frames so I can tell you the topic for the next session is Metaphors for Persuasion. We will look at how you can instantly generate hundreds of metaphors and then embed all your persuasion language into them. This can be the most covert of covert techniques…and we will start learning about them in the next report.


By

Rintu Basu

The NLP Company




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Foreword This session is set up a little differently and mainly consists of listening to the two recordings that came with this report.

Introduction

This session is about two things:

1. Understanding how powerful metaphors can be and the multiple uses you can put them to.

2. How to use incident point benefit to be able to generate hundreds of

meaningful metaphors for yourself. As such the work for you in this session is to listen to the two recordings and then come up with some metaphors of your own.

The Recordings

On the download page for this session you will have found two recordings. I deliberately didn’t give these two to you in the beginning because I wanted you to understand the material you have been through before dealing with this subject. I would like you to listen to the audio recording entitled meta4 first. The recording is about 40 minutes long and demonstrates a number of trance effects. So please take the time to listen to this in one go and without distractions. Certainly please do not drive or do anything that requires your undivided attention whilst listening to this audio recording. You will get best benefit from this recording if you listen to it the first time in one go and without distractions. After this feel free to break it into chunks and listen with different ears each time. You can listen for the metaphor construction, the language patterns and the overall structure for installing ideas. The second recording is a video presentation about a specific model for generating meaningful metaphors. Once you have watched this you should be in a position to create a few metaphors for yourself.



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The Assignments


Obviously now you have an idea for how to create metaphors the big thing in this assignment is to create a few and then try them out on some people.. See you next time. Cheers

Rintu

Coming Up

In the last session we will talk about how you can use metaphor to disguise and use all the other techniques we have learned so far.


By

Rintu Basu

The NLP Company




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Introduction

This final lesson is a round up of a few ideas about how you can use metaphors. Since we are working with metaphors I have taken a metaphorical approach to this session. There are no assignments as such; I would just like you to read through this session several times over with different pairs of eyes. The first time just read through and see what you pick up. The second and third time just deconstruct the language patterns, the structure and objectives. The fourth time you read through this report have a few questions in your head:

• Where can I use this approach for myself either written or spoken? • How would I adapt this approach for me? • What metaphors can I construct that would allow me to do this?

I’m sure by now you can think of a few more questions for your self, but the idea is that you just hold the question in your head as you read through and just note down any ideas as they come to you.

The Reprise of Pacing and Leading

When I was doing a lot of work with dyslexic clients I found a great strategy for helping with some of the eight year old clients that I had. One key issue that seemed to be repeated through a lot of these kids was that they were tired of “being helped” and had a need to feel that they could do some things for themselves. One eight year old that I shall call Daniel helped me develop some ideas. Daniel had changed school, was put into special classes and was struggling with some lessons. Being a proud young boy he also had issues about needing more “help” than the rest of the children. I was also part of this problem being the hired help. Here was how I set out to help Daniel. I created a fictitious nephew who was a year younger than Daniel who had just changed schools, was having difficulty making new friends and keeping up with his school work. I explained all this to Daniel and asked for his help. Between us we came up with lots of new strategies to help my nephew. Some idea were so new Daniel had to try them out at his school first to see if they would work. Then he



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would report back to help my nephew. Daniel’s situation improved dramatically as he helped my cousin with his problems even when they were close to his own. It was Daniel that I had to thank for some great insight into how some metaphors really work. It is strange because it is not as if I had not seen similar ideas before. One of the first times I came across it was a story I had read about Gandhi. At a time when Gandhi had risen to prominence and was staying in Calcutta he was approached by a mother who asked him to speak to her son. She was worried about the amount of sugar her son was eating and wanted Gandhi to tell him to stop. Gandhi asked the mother to go away and come back in a month. A month later the mother came back with her son and Gandhi spoke with him about stopping eating sugar and the son went away promising to stop. The mother a little confused asked Gandhi why he did not speak to her son the month previous. Gandhi just smiled and said “Last month I was still eating sugar.” Whilst I hadn’t recognised it at the time this was the same message as I got when I first started looking at sales training. After going on a few courses and reading around the subject of sales I boiled the key principle down to this:

Understand the benefits of your product thorough the eyes of your customer and then build up enough rapport to tell them in language that they would understand.

Obviously there is a lot more for you to understand than just this, but imagine the possibilities in whole heartedly taking this approach to persuasion skills. I don’t know how much difference it would make in your life but I can tell you that this has made a major impact in my persuasion skills. Let me give you just one example. Here is a transcript of the sort of thing I would say at the beginning of a NLP course:

I am really glad you are here. I remember when I went on my first NLP Course. I was sat where you are, excited about what you are learning, a little nervous about meeting so many new people and whether you can integrate all these skills in such a short time. My NLP trainer handed out a list of topics just like the one you have in your hands right now and started talking about all the things you will be able to do by the end of the course like: (list some of the topics, the results from previous courses etc.) and as my trainer told me all of this your excitement about the possibilities just goes up and up. But if you like me were getting a little concerned



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about being able to take it all in there were a few suggestions he made that I would share with you. My NLP trainer just said “Relax, think about the results you are looking for and how you are going to use these skills. So long as you keep yourself focused on these three things then this course will just naturally help you develop these skills.” Like everything this course, I don’t want you to believe me for the sake of just believing me. I want you to pull it apart, understand what is happening and put it back together in a way that you can use to get the results you want. Then you believe it because it is yours. That said when you get past the end of the course you can look back and see this as the start of some great growth and development. As a simple exercise just imagine a time in the future when you have got your results and have integrated these skills and look back on now as the start. As you do this just notice how much you are already changing.

You have the luxury of far more knowledge than the usual delegate at the start of a NLP course as well as having it all written down. When you have a few moments imagine yourself at the start of a course and go through the sequence of internal representations the transcript above would take you through. Then have a look through looking for the patterns, presuppositions and structure. I’ve made it easier by putting some of the embedded commands in bold.

Installing States the Easy Way

We spent a segment looking at pacing and leading. We then spent a segment looking at installing states and we did all this before talking about metaphor. By now you will have worked out that you have integrated all this material easily particularly since you know how you can embed commands. There is one constant issue with learning with any subject. Unless you use it you will lose it. When I was learning to play the guitar I formed a band. From the first time we met we formed an intention to play live in front of a crowd. Even when I was eighteen I had realised the importance of goals. You already know that having a sense of purpose and knowing the results you are looking for are fundamental to how you make a big difference. Developing your skills is only part of the story. Without having things to go for, it does not allow your skills to grow.



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The band had two practice sessions in the first week, we knew three songs and we couldn’t play any of them completely. Having a bit of a “get out there and do it” mentality I decided that if we really want to do this then you need to take a leap of faith and just get in front of people. If you let go of the fear and just have a go great things can happen. And if they don’t happen you have learnt something and can change for the next time. Taking this idea I got myself in front of an event organiser and blagged my way into getting us a support slot for a fairly large up and coming band for the next week. You can imagine the state of the rest of the band when I told them what I had done. No one in the band had ever played in front of an audience before, none of us had been playing for more than a few months, the band had been together for a week and had only two practice sessions…and we were faced with a gig in front of an audience of hundreds. Anyway after the band had beaten me senseless for even thinking you can achieve this we spent the rest of the week working towards some sort of performance. It is incredible what you can do when you focus on results and use your practice to develop your skills to get you there. Sometimes just doing is learning and you have to take the step of using the skills you have to develop further. There was no question of us not doing the gig…just a case of how we will meet the challenge. Some moments in time are life defining. Think about some special moment in time in your own life where you know you have changed. One time for me was my first cross country flight as a hang glider pilot that you have already heard about on one of the recordings. I was stood on the edge of the hill scared in equal doses of stepping off and not stepping off. But if you want to fly you have to leave the hill, move out from your comfort zone and just have a go. Looking back on that event it seems such a small thing now yet at the time it was life defining. Imagine if you could go out to the future where you have the skills and look back towards now to see how easy this really is. To do I think it might be easier to see yourself leaving the security of the hill and really learn to fly once you have the benefit of future hindsight. I look back on that first gig with pride. My band and I stood in front of a crowd of about six hundred people and played our hearts out. We were terrified, but we had an audience and I am sure you have experienced the same where you feel the fear but do it anyway. That is exactly what we did.



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If you heard us then we were ropy but no one really noticed not even us. We were better at our next gig and a year down the road we were a pretty good band, but you already know your experience builds your skills and your attitude builds your experience. The important thing is to decide to take the first step. This leads to the next step, which is easier because you have learnt. Then comes the next step and the next and all of a sudden you find yourself playing with hundreds of people, touching hearts and minds in lots of ways where you can leave them in a better place that when you first found them. Right the way through this programme we have looked at various exercises, committed to ten minutes a day to practice and looked at the difference between using and practicing. I am certain that if you have consistently played along with me you will have been getting some great results. Whilst this is my business so I obviously do this to make money my real driver is to see people grow and develop. So if you get the opportunity to email please feel free to send me some of your success stories. I would be glad to hear from you and to post them up on the website. Thanks for taking the time to go through this material. I hope you have not only found it valuable but also had as much fun with it as I have writing it. Please remember that there is more to this subject than I could possibly give you in this course alone. I hope you will take the opportunity to keep up your practice for a while longer because you never know what great things are just waiting for you round the corner. For my last words I think I would like to take a quote from Doctor Who; “One day I shall come back. Yes, I shall come back. Until then there must be no regrets, no tears, no anxieties. Just go forward in all your beliefs and prove to me that I am not mistaken in mine.” Cheers

Rintu

rintu basu training programme.pdf

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