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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.