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'''Persuasion is the ability to offer compelling value to others.''' '''Finding another's values''' What do you want in a __? What's important about __? What do you value about __? '''Finding the higher value''' What will having that __ do for you? '''Motivating Direction''' '''Find Out the Motivation Direction of Those Values''' What will having that do for you? '''Towards (Goals):''' uses words; achieve, attain, gain, get '''Away from (Problems):''' uses words; avoid, relieve, release, out '''Submodalities of Attractiveness''' Bigger, closer, higher, more colorful, 3-D, panoramic, movie. '''Notice and Use Their Most Developed Representational System''' '''Seeing (Visual)''' '''Eyes:''' These people look up to their right or left or their eyes may appear unfocused. '''Gestures:''' Their gestures are quick and angular, and include pointing. '''Breathing and speech:''' High, shallow and quick. '''Words:''' The words that capture their attention include: see, look, imagine, reveal and perspective. '''Presentations:''' They prefer pictures, diagrams, movies. '''Hearing (Auditory)''' '''Eyes:''' Down to his/her left, "shifty-eyed." '''Gestures:''' rhythmic, touching one's face (i.e., rubbing the chin). '''Breathing and speech:''' Mid-chest, rhythmic. '''Words:''' hear, listen, ask, tell, clicks, in-tune. '''Presentations:''' list, summarize, quote, read. '''Feeling (Kinesthetic)''' '''Eyes:''' Down, to his/her right. '''Gestures:''' Rhythmic movements, touching chest. '''Breathing and speech:''' deep, slow with pauses. '''Words:''' feel, touch, grasp, catch on, contact. '''Presentations:''' Hands-on, do-it demonstration, test drive. '''Direction of Motivation''' '''Toward (Goals):''' achieve, attain, gain. '''Away (Problems):''' avoid, relieve, out. '''Submodalities''' To be more persuasive with all groups, make the representation: bigger, closer, more colorful, 3-D, movie. [[NLP Patterns]]

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