want to learn a really cool technique
for greater persuasion and greater
influence? Stay tuned. This is Damon Cart from NLP Gym
understand these two simple words for
greater influence and greater persuasion
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videos or regular basis when I explain
Neuro linguistic programming to people
the hardest part I have is getting across
the importance of language and how language
affects our experience the best way to
really understand NLP is to experience
it and it takes a lot of experiencing NLP
in order to really understand it now
think about that sentence that I just
said and what was the connector word
that connected the two main ideas
it was the word and and how did you
represent the sentence in sensory
experience so that you even knew what i
was talking about? Now the sentence again
was in order to understand NLP you need
to experience it and it takes a lot of
experiencing NLP to really understand it
most people don't realize that they
represent every single word in some
sort of sensory representation and then
string those sensory representations
together in one sense to make one for
generalized meaning through sensory
experience what i mean by sensory
experience is what do you see when you
hear what you feel a lot of people think
that they're defining the meaning of
each word and they see it or when they
see the words are they here to work that
they're getting a definition of it and
they know the meaning but if you think
about that we don't mind the work that
way at all if it did or mind working
very slow
wait and we we can respond immediately
to a question or demand take the
sentence
come downstairs for dinner or come
downstairs to eat dinner. now if you have to go in the
dictionary in your mind and define every
single one of those words and then put
all of those words together and define what that
sentence meant it would take you a long
time and you're dinner will probably be cold
because if somebody says come downstairs
for dinner you can respond within
moments or seconds but you have to go in to
define each word you would think okay come
it's a word is a word that means to move
and then downstairs okay there's stairs
they have to walk on it would take a
long time and we don't do that obviously
we can move respond much faster to a
demand for a question and having to define
every single word when you heard me say
that sentence when you heard the word
down stairs
did you see the staircase or the bottom
of a staircase did you hear the sound
of whatever I like somebody was walking
down stairs
did you feel the stairs underneath your
feet as you walk down we want to take
and think about that
how did you know what the word stairs
meant because you didn't go into a
definition of you didn't look it up in
your mind and find out
or a sentence explaining with their went
downstairs meant or what dinner meant or
what come downstairs meant reason why
most of us don't know that we do this
because it happens really fast but you
can slow this down and you can really
lock on through how it is you're
representing each word in some sort of
sensory experience or combination what
happens when you encounter words like
and and but how do you represent that in
sensory experience take the sentence
that I said earlier and let's switch and
and put but in its place so I say to
understand NLP you really have to
experience it but it takes a lot of
experiencing NLP to really understand
it
what happens now how does that change the
meaning for you in my experience
when I say that way or when I hear it that way
or even when I read it that way now it
feels like there's an obstacle the way
now it feels like there's something I
need to overcome and that there's a
challenge and that understanding or even
experiencing NLP is a challenge
where as before when i use the word and
it felt like a very sort of smooth
transition into will here's
understanding NLP and your experience and
it takes a lot of experience when you
put but in there it sounds like there's
a challenge
sounds like there's an obstacle your
experience may be different though how
was it for you with the word but rather
than and the word but tends to negate
whatever comes before this doesn't mean
that you should never use the word but
sometimes you're going to want you to do
that sometimes you're going to want to
negate or even challenge the person
you're persuading depends on who you're
persuading and if they like challenges are
if they're going to want to feel the need to
want to overcome the challenge. If you're in
sales you might say this widget is top
of the line but it's also the most
expensive one for clients who like a
challenge or especially the ones who when you
take something away from them they want it
even more for sometimes you might
actually want to say something like this
widget is top-of-the-line but it's the
most expensive and you probably don't
have that in your budget to certain
clients or prospects that's gonna sell
the challenge and wanting more to some
know it won't and it's gonna feel like
what I don't get
you're probably right i don't want that
to know who you're influencing know who
your persuade some of the people like a
very smooth hand-holding across the
threshold to the cell and you want to
say something like this widget is
top-of-the-line and it's the most
expensive one
what is the difference what I said was
the word and the work but to me it
sounds less challenging to me and that's
advice all the experience you're making
different to me it sounds like adding
that it's the most expensive it's almost
like adding it meant it like this is the
top-of-the-line is the most expensive
you're getting the best where but sound
like this could be a problem
the really cool thing about using a word
hand with a minute about the weighted is
cost might have come up as an objection
but a quiet and it might have been fully
formed yet and that's fine to address
the objections it before they've been
fully formed before the client has
actually avoid the objection if you can
get to it before that it's gonna be so
much easier to overcome so maybe price
would have been an objection but you're
saying you're addressing it already
you're saying this is this which is
top-of-the-line and it's the most
expensive and if you give the client the
sense that you're already addressing
interesting that objective and hydrating
it is well as the top-of-the-line course
going too
most expensive you could also put this
and you can use the work but negate the
expense you could say this widget is the
most expensive but is top-of-the-line
what happens in your experience when
your defense like that in my experience
it negates the fact that it's too
expensive and maybe doesn't begin so
much that it justifies the expense
the reason is so expensive is because
top-of-the-line I used to do this with
life insurance was telling the Cadillac
policy I we start there and work my way
back to the least-expensive policy so
that by the time you guys at least
expensive it would seem so horribly
they're definitely stay at least
expensive however when I started having
problems designs whatever i would meet a
client with one of your kind of like the
challenge and maybe that had a life
polity was really out of devices they
really can't afford it wasn't a good
idea for them it's not mine but because
they like that challenge after took away
from them they wanted that policy and
didn't even watch the less-expensive
policy that still got them the same
amount of coverage they just didn't have
all the bells and whistles so you gotta
be careful you don't know who you're
persuading know you're in front of
course you can use this for more than
just sales any kind of persuading or
influencing anyone just be aware of how
it works but in hand can make a huge
difference and whatever it is you're
explaining and whatever the direction is
you want the person to go to be
persuading influencing so practice that
see how that is in your experience when
you flip and already switched out but
and then practice before you maybe get
into a situation where you is important
to persuade someone just practice
practice on co-workers or whatever and
just it's like when you say the same
sentence and pull out and switch off and
her but they're trying to handle certain
on 10 people and trying but our people
and just see what happens in their
experience for our users celebration and
sensory acuity skills to observe what
happens in their physiology we use to
work gives rise to a lot of fun doing it
and you'll see some magical day
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