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The Conscious Use of Language Using NLP

In this section you will learn how to use language to achieve your communication goals and control conversations by Chunking Up or Down to levels of greater ambiguity or specificity.

Elements and Techniques in the Conscious Use of Language:

  1. Using Specificity or Ambiguity in Language - Chunking up or down
  2. Hypnotic Language Patterns – The Milton Model
    • Utilization, Unspecified language and Conversational Hypnosis
  3. The Agreement Frame
    • “I agree, and...” “I appreciate that, and...” “I respect that, and...”
    • Avoid using “but” or “understand”
  4. The Purpose Frame
    For chunking up to discover motivation
    • “For what purpose…?”
  5. The ‘What If’ Frame
    For getting the client to consider possibilities
    • “What would happen if…?”
  6. The Backtrack Frame
    For bringing people’s focus off of a tangent back to the topic at hand.
    • “In a moment, I’m going to ask you to backtrack and talk about…”
  7. The Relevancy Frame
    For challenging irrelevant comments or topics that don’t fit the agenda of the meeting.
    • “How is that relevant to the agenda we agreed upon for this meeting?”
  8. The Contrast Frame
    For providing the proper contrast to help the subject make the desired decision.
    • What if I told you we charge $10,000 /mo. (Client freaks out) But we’re not going to charge you that, we’re only going to charge you $1000 /mo.
  9. Use Words that Create Positive I/R’s – Say it the way you want it:
    • At least 5 positive I/R’s of being involved
  10. Conditional Close:
    • Ex: Client: Do you have that in red?”
      “If we had it in red, would you be ready to buy it now?”
  11. Tag Questions:
    • “This is something you’re interested in, isn’t it?”

 

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