This technique is designed to soften questions so the person feels more at ease in answering them.
The most powerful questions to use are:
A. I'm wondering whether...
B. I ask myself if...
C. I'm curious as to...
Binding thoughts- This pattern has somewhat miraculous tendencies. With this pattern, you can literally install suggestions that create the effect of a bind on the listener. In other words, they will feel as though they must or must not, as the case may be, take certain action.
Here is what this pattern will do for you. It will enable you to:
* Bind the mind of someone you want compliance from
* Use a format for installing suggestions that is irresistible
Single binds- Single binds follow the format of, the more you X, the more you Y. This is the formal structure of a bind.
Examples:
1.The more you hear about this piece of property, the more you will be compelled to buy it.
2.The more you try and object, the more you will find yourself going along with these ideas.
3.The harder you try and find reasons that this won't work, the more you'll be forced to admit that it does.
4.The more you want to feel good about yourself in general the more you'll need to act now on this proposal.
5.The more you don't comply, the more you will find yourself complying anyway.
6.The more you do what I want, the more you will do even more of what I want.
7. The more X happens, the more you'll know.
Additionally, you can put these inside of quotes, or while using cause - effect language, or while firing off a compliance anchor, or while pacing and leading (this is an effective pace and lead) or...
Time released suggestions
Time released suggestions- This is the technique that will enable you to make sure that once you secure a commitment or agreement to something, they will not back out.
Here is how it works,
1. Get a commitment to something.
2. Create an arbitrary situation in the future where they might not be as excited with their commitment as they are now.
3. Ask them what will cause them to keep their commitment anyway.
You can also do this with any idea you want to impress upon someone.
The way this works is to:
1. Give a suggestion that you want the person to carry out.
2. Identify in your mind a time in the future that you want to remind the person of this suggestion.
3. Tell the person that when the time in the future happens, they will automatically remember this suggestion.
It is very important to do this regularly when you get a commitment or agreement. This will save you much heart ache.
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More About alvin donovan: Alvin Donovan, founder of the investment bank www.KiwiGrowthPartners.com, is the co author of
Make More Money NOW and has also been a consultant/faculty member for several of the world's largest management institutes. |
