That Word that you just Heard can Never Be Unheard.
In this series, we are going to look at simple ways you can use Hypnotic Language patters to communicate effectively with your customers. Like a laser beam into their brains that makes sense, but also causes an emotional response that can release those “good feeling” chemicals. From the book “Unfair Secrets of Hypnotic Selling with NLP” by Franz Anton Mesmer II.
Eye accessing cues
When you find out where people put things they like, stand in that space. Talk as if you’re holding something valuable in your hand, your concept that you’re trying to get over and wave your hand in that space when you’re talking about something you want them to like.
If you ask someone about somebody they liked, and you see them look to the left, stand there. They’ll like you better. When you find that they look to the right when they describe a bad memory, talk about your competitor’s case, holding up your hand as if to grasp their case, and put your hand where the person puts things they don’t like.
Anchoring is ringing Pavlov’s bell.
Behaviorists may refer to it as setting up a cue for behavior or for a mental state. Anchoring is a lot less difficult to understand and master then rapport.
Here is what happens. You get somebody to go into a mental state. You get them happy, or sympathetic, or angry, or any other mental state you want. When they are really far into that mental state, you anchor it. Anchoring it means that you do something while that person is in that mental state. This can be a gesture or sound (tapping a pen on desk). Anything specific and noticeable.
You repeat this process several times, and then, when you fire the anchor – an NLP expression for ringing the subject will go into that mental state again. So get a customer talking about something they like. Really like! Have them describe it to the point where you can see the emotion. Then make a gesture or sound. Maybe even subtlety gesture toward your sales contract.
Or you can use it to turn around a meeting going haywire. Let us say you are speaking to the customers in a business meeting. A customer says she hates corporations. You are representing a corporation. What do you do?
Get her to show how angry she is. Ask her questions that increase your anger. When she is really, floridly angry, you set an anchor. Let’s say, for instance, that the anchor is particular gesture. You repeat this few times, so that you associate the positive state and the gesture to you.
First of all, you want to take the venom out of her attitude toward corporations. One way to take the venom out of her attitude toward corporations is through what is called parts therapy. You say, “I know that there is a part of you that doesn’t like corporations, but there is probably also another part that likes some corporations. For instance the Red Cross and the Salvation Army are corporations. You like them, don’t you?
And as you picture the good work that those corporations do, and the picture of their good works gets brighter and brighter, doesn’t it just seem to crowd out pictures of any bad corporations and make them fade This is called parts therapy, and it is treated elsewhere in this book. Saying a part of you thinks this implies that there is a part of you that thinks something else.
The bit where about picture of the good work those corporations do, and making it get bigger and brighter, is called working with submodalities, and having the good picture force out the bad picture and make it go to the side and fade away, is called the swish pattern. You see this swish pattern in some ads, especially in political campaigns. Anchor the good feelings about the Salvation Army with a different gesture.
You can anchor anything. Incidentally, when negative with a gesture, make sure the gesture is away from you.
Positive anchors can be close to you.
There is even a species of “sliding anchor”. Kim McFarland and Tom Vizzini have a great demonstration of it, and it’s all over the web.
Kim elicits states in a man, while she is playing with a pack of sugar. As she describes the state growing stronger, she slides the sugar pack toward him, and as she describes it growing weaker, she slides it away from him.