-
Revision as of 00:42, 29 January 2008 by Grahamenglish (Talk | contribs)
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 valueWhat will having that __ do for you?
Motivating DirectionFind 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 AttractivenessBigger, closer, higher, more colorful, 3-D, panoramic, movie.
Notice and Use Their Most Developed Representational SystemSeeing (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 MotivationToward (Goals): achieve, attain, gain.
Away (Problems): avoid, relieve, out.
SubmodalitiesTo be more persuasive with all groups, make the representation: bigger, closer, more colorful, 3-D, movie.
- Meta