Written by Jacky Lim in Blog, Business, Career, Soft Skills
Oct 1 st, 2017
Decoding the Language of Persuasion and Influence
When persuasion and influence are combined and used in an effective manner, great results manifest.
Imagine learning a set of language patterns that would enable you to sell more effectively to your most resistant prospects and clients ever, whether on a 1-1 or group setting. What if you could master one of the most powerful persuasive tools that great leaders such as Barack Obama and Steve Jobs ever used?
In this article, we are going to investigate how you can master the use of linguistics to build influence on your clients’ decision making process; discover how to lead and motivate your team with ease through the use of a proven linguistics framework known as Milton Model.
Based on the work of a famous hypnotherapist, Milton Erickson, the NLP Milton Model has been proven to help many telemarketers, sales professionals and business owners increase their sales income by manifold. In fact, Milton Erickson had long worked with trance and cleverly structured sentences full of vague meanings to help his own clients discover the solutions to their problems and recover the resources that are already available in them.
It works on the basic presupposition that the language we use is just one filter that operates on our map of the world. By understanding how this filter operates we can use it to capture and lead our own or other peoples’ mind to where we want it to go. For instance, this could include things like getting your prospects excited about making a buying decision, bypassing objections or even changing beliefs.
So here are five powerful language patterns you can start using to lead and influence your client with ease and elegance:
1) Double Bind. When using this language pattern, you are generally limiting your client’s options by giving him/her two choices to pick from (both of which will still lead to your desired outcome). For instance, a Double Bind commonly used by many sales professionals include “Will you like to meet me on Tuesday morning or Thursday afternoon?”
When Barack Obama was attempting to win the hearts of his voters about a decade ago, he employed a high-level Double Bind technique by declaring “Do we participate in the politics of hope or do we participate in the politics of cynicism?”
2) Presupposition. In the case of presuppositions, we are generally trying to make an assumption about something and suggest it as being true, although it may not always be the case. For instance, you may direct your prospect to the buying decision after delivering your sales presentation, “Now that you have seen the benefits of using our product, I am sure you will want to seriously consider making this wise investment now?”
The reason why presuppositions are so powerful because they are able to help you get your message across to your clients with minimal judgement.
3) Tag Question. When using a tag question, you will most likely include a question after a statement, with the intention of displacing resistance. An example of tag question being used is “I am sure you will want to retire before you reach age 60, don’t you?”
This pattern is especially useful when applied in situations where someone usually responds to requests by doing the opposite.
4) Comparative Deletion. This is one of the most popular tools used by advertisers and companies to put their products or brand in a favorable light. This is where a comparison is made between one’s product and others although it is not specified as to what or whom the competitors are. An example of comparative deletion is “It is XYZ drink that gives you the better taste”.
5) Conversational Postulate. Finally, the Conversational Postulate is one of the most effective tools you can use to influence someone’s decision making process. It is a great way of pacing and leading someone to a desired outcome, and have been employed by some of the world’s top sales performers.
When you engage the Conversational Postulate, you are trying to phrase any questions you intend to ask your prospects in a way that only elicits either a “Yes” or a “No” answer. The reason why this tool is so powerful because numerous studies have shown that a person is more likely to reply with a “Yes” when you have just elicited at least 5-7 successive “Yeses” from him/her.
Imagine how you could gradually pace and lead your prospects to the close when you use this technique consistently throughout the presentation.
Essentially, these are 5 powerful linguistic tool that will certainly take your influence ability to the next level. At the end of the day, it is more important to use them with caution and ecology in mind.
Practice them on a consistent basis and you shall see and experience incredible results in no time.
Exclusive blog post for Coaching Go Where, written by Jacky Lim.
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