Professional Documents
Culture Documents
Language Patterns
In Customer-
Customer-oriented Selling
Using the power of hypnosis to achieve success in business,
By
www.myspace.com/hypnodanuk
this work
author.
1 First Edition 1
Hypnotic
Language Patterns
Patterns
One of the most influential parts of the sales process is the
language that you use. Throughout these e-books I have shown examples
previously you will already have a level of familiarity with some of these
patterns.
dedicated learners out there to have something to play with and expand
on.
language is like using a special language to talk and build rapport directly
Yes set
The first language pattern that I will cover is the most basic – the
yes set.
With the yes set you want to ask questions you already know the
answer to.
Make sure the answers are always in agreement – yes
Example:
These statements can only lead to a yes answer if they are true
which means that you are increasing rapport, because rapport increases
Don’t make all the answers ‘yes’ answers some of them should be
For example:
‘You look like somebody who wants quality in their life? So I’m
many questions. One easy way of getting yes’s is to feedback what they
say. It sounds like you are clarifying but you are getting yes responses.
The reverse yes set is the same as above but always getting ‘no’
answers. By using a mixture of this and the yes set you can break up the
questions. If you ask too many yes-set questions or reverse yes set
questions the customer can get suspicious at always giving the same
answer.
ready
Tag questions
encourages a yes
‘No’ has already been said. It takes away their need to say no and
yes is said people don’t mind saying no, but if a no is said people are
- Is, is it not?
sentence
For example:
For example:
‘While you look at that spot (pacing), I will talk to you (leading)’
Use truisms or statements then lead with a suggestion or further
truisms or statements
For example:
the last example), and you can listen to something else (leading)’
them all to guide a customer from where they are to where you want them
to be.
For example:
- You can look at that phone (p) while I talk to you (l)
- you can listen (p) and you can see what you like about the
phone (l)
- some of the feature you can find desirable (p) it can be
Contingent suggestion
reality the two parts don’t have to really link it only has to sound like it
may link.
You can link unrelated sentences and make them seem related.
For example:
‘Do you want to feel good’ – ‘good let’s take a look at this then’
Or you can simply work from a truism then link with a statement
An example for problem solving might be:
‘As you see that pack of cigarettes on the dining room table, you
As with the compound suggestions you want to pace and then lead
‘As you’re sitting there with your legs crossed, I wonder what
you’re thinking’
‘Don’t allow the eyes to close until your unconscious mind lets you
‘Take a look at this book, you can think about what you want’
Interspercial technique
Intersperse suggestions.
For example:
- creative mind
- logical mind
- emotional mind
- problems-solutions
Embedded commands
movement etc… This causes a pattern that the unconscious mind picks up
For example:
‘Some people find they…relax deeply…in the shower other
people find they…drift into a dreamy state…when they are in the bath’
‘I’ll just take you …buy… the display cabinet to show you what is
have probably looked around a fair bit to…get what you are looking for
‘This mp3 player is the one that I would recommend because I’m
‘We have handouts available at the end over buy the products
table.’
‘As you go buy the products table, help yourself to the free
handouts.’
Bind
A bind is where you offer more than one choice with the same
outcome. For a bind you allow the choice to be chosen. Give people
For example:
‘Would you like to sit in the left chair or the right chair to go into a
trance’
into a trance)
All the forms of binds are of great use in sales because as they
appear to offer choice they make the customer feel that they are in control
because they are choosing while the whole time they only have one
outcome.
Double bind
A double bind has a set outcome, you only ask for the opinion of
the customer. They maybe right or wrong about their opinion but it
doesn’t effect the result. You offer more than one choice with the same
‘Do you think that left hand will get warm first or will it be the
right hand’
(Implication is that one hand will get warm then the other. They
can say which hand they ‘think’ will be the first to get warm. They could
be right or wrong. All they are asked is for their opinion on what response
‘Which phone do you think has the set of options that best matches
creating responses that ‘seem’ to just appear in the mind of the customer
right hand will lift or the left hand will lift (implication one hand will lift,
‘Look at that phone while I tell you about it, I don’t know if you
will like the special features, or the fact that it is stylish, as you notice
‘You can see things that are not really here or believe that they are
waking time a whole minute can stretch into an hour’ (Time distortion)
‘You can slowly return to a pleasant memory and forget the future
future’ (Regression)
Like a double bind there is only one outcome but it sounds like you
have offered choice. These are said as statements and are useful with
‘resistant’ people. They Sound like you are telling the customer they
don’t have to do something yet really presupposing that they will tell you
‘I’m sure you’ve got a lot of things you need to tell me but I’d like
‘There are certain secrets you may have so why not hold some of
desired outcome.
For example:
‘As you go into a trance I don’t know whether your hand will go
You say what you want by saying they don’t have to…
‘You don’t have to move your arms, your body or your legs as you
go into a trance’
Metaphors
food or water get in to the fort and not letting the invaders escape. After a
short while all the invaders die could be used to fight warts, verrucas or
even cancer.
I took my child out the other day. She started to play with this toy.
I don’t think at the time that she realised quite how much she liked it but
she happily played with the toy as I chatted to someone and I could see
that she was discovering more and more about the toy as she played and I
could see she was becoming attached to that toy. When it was time to
leave the shop she started to scream and just appeared to be drawn to the
toy. The further away we walked the more she wanted it until it became
overwhelming so she was bought that toy for her birthday and now she
Presuppositions
like when, after, while, during, as, before, etc. They are useful for making
someone think along certain lines and can also be useful for setting up
ideas for the customer’s to think about which builds up a future of having
way that sounds harmless. Like starting a sentence with the word would
For example:
‘Someone came in yesterday and said this phone is the best phone
get that feeling when you drive along the seafront with that feeling of the
‘When you buy one of these phones you discover that you have so
much airtime for your money, you just find yourself constantly on the
phone to friends enjoying the conversations knowing that you can just
relax about the cost of the call and just enjoy talking’
Nominalisations
Using words that are none specific. They cause the customer to go
on an internal search for the meaning. This makes them sound meaningful
to all people as they all find their own meaning. Use them regularly. They
are words that the person has their own fixed meaning to.
associated with ‘ordinary’ speech and use the words that ‘sound’ like they
are being used on purpose less or in a very specific way. What I have
right.
For example:
‘I wonder if you can imagine now, what it would be like if you had
satisfaction, etc…
‘I’m sure you can imagine what it will be like to discover that
even after you have made more calls than normal next month you still
have credit spare to use up. I don’t know if you will decide to do
something fun or enjoyable to use that credit up, at least you can relax in
the knowledge that you have more than enough credit to last the month’.
When selling to groups of people the use of Nominalisations
then create their own meaning to what you are saying and they will all
feel that what you are saying applies to them personally. This can be very
with many potential buyers. Each person will create their own personal
message sound specific to the person receiving the reading even though it
want the customer to have in the past and what you do want them to have
in the future.
Verb tenses
- I dance
- I danced
- I will dance
Therapist: You don’t like the way you’ve been spoken to?
can’t buy something then change what they say when you feedback to
For Example:
You: ‘It really was, wasn’t it?’ (Uses tag questions and moves into
the past)
You: ‘But if you look at it now, you might begin to see that in
relationship to all the qualities it has; it’s something you can feel good
now about’
to the future.
Pace and lead problems to the past, and resources to the present
and future.
you look back and see what it was like to have had that problem, as you
For example:
‘Stop for a moment and think now about what it is that you would
like to have?’
will be.
first (‘can you hold this a minute?’) then the forms to sign.
Handshake induction
Hi, I’m Dan (left hand goes out; customer’s left hand comes to
meet it. I take it with my right hand and look at the bridge of the
look like someone that makes good decisions…I know how annoying
know that you … enjoy what you buy and let it give you years of
pleasure…
those that want to study a bit more in-depth the chance to start practising
examples
they look to ‘view’ positive images and negative images, be where the
positive images are. Notice where people look at their good and bad
images – remember you can then play with them, you can push and
enlarge their images or pull and shrink their images with your hand
gestures. Watch where they look – where they put bad objects – usually
down right – don’t slide paperwork into this area because it will be where
‘You know those times where you just walk into a shop to buy
something you know you absolutely had to have, and so you bought it’
For example:
‘By now’ = ‘buy now’, ‘by and by this product’ = ‘buy and buy
this product’
For example:
internal image nearer), can you feel this will be a good idea’ (touching
Ask questions the customer will find hard to reply ‘no’ to,
questions that don’t necessarily ask for a verbal response or don’t offer a
‘no’ response.
For example:
‘You don’t look like someone who settles for any old thing’
to these and if possible find ways to overcome them before they occur
For example:
what they have bought by telling them they could have got a better deal
else where or that they couldn’t afford it so should take it back, etc…
talking them out of feeling good about what they have bought. This
Do not know what you are going to say before you say it. Each
correct it. It is better to be spontaneous and natural than sound rigid and
follow a script, which limits your effectiveness. Each time you make a
For example:
‘I don’t know whether or not you can see yourself dressed in your
finest clothes, you know, walking into a luxury hotel with this beautiful
suitcase, or with a ratty old one with dents in it and stickers all over it,
and little tags and tears and so that people know you’re really just a one
If the sale isn’t going well get up, move and say something like
‘that’s how salesmen treat you in other places, that just annoys you, here
we do….’ If you don’t move you are going to be in a position that has
now got an anchor for bad feelings attached. So it is always best to move
be happy to refer to you and will like you – not bad decisions, as they
‘You look beautiful in that dress they have chosen, it really brings
out the colour of their eyes. In fact you know just the belt that would go
the e-
e-books
This is the last section of the e-books. I have ended by including a
You can work it out for yourself or just enjoy learning what you read.
Some of these examples have already been shown earlier on in this book
but I thought that it would be useful if you could find them all in one
place in case you are searching for one that you have read.
create your own. This will help you to be able to use them automatically
Examples:
whether you will discover (embedded command) your right arm lifting
that phone… are those that appear to have a sense of taste and style.
service I received the other day when I went out. I was wondering
whether there is anywhere you know of that offers good service. (Get in
I’m sure that you want to think a bit more about which phone you
I don’t know yet which phone will be the right phone for you so
Get them to imagine what it will be like to own the phone and to
use it, how positively others will view them, how they will feel a sense of
Which phone do you think will be the phone that best suits you?
I wonder whether you know yet which phone will be the phone for
you?
This phone is …buy… far the best phone for you. I think that you
have made a good choice deciding to take a closer look to see if …this is
the phone you want to buy… you know I was out the other day and I
saw something that I thought I just …have to have it… you know that I
…want it… urge. You know where …you impulse buy… it was such a
I don’t thin at the time that she realised quite how much she liked it but
she happily played with the toy as I chatted to someone and I could see
that she was discovering more and more about the toy as she played and I
could see she was becoming attached to that toy. When it was time to
leave the shop she started to scream and just appeared to be drawn to the
toy. The further away we walked the more she wanted it until it became
overwhelming so she was bought that toy for her birthday and now she
it…just stop a minute and think about how easy it is to get lost in
thought when you hear people rambling on finding that when you
come to talk you forget what was on your mind just a moment
am saying it and how much effort it is to follow, and questions you ask
yourself about when I’m going to shut up and let you get back to what
you were doing before you called…but I think it would be rude for you
to do that before you hear the beep…so don’t hang up until then just
relax and becalm, lost in thought like losing track of an old dream or a
name on the tip of your tongue that’s easier to…forget it…and relax as
you get off the phone you can always call back and try in vain to leave
that message later if you want to feel better…so for now don’t go until
Customer: Yes
Customer: Yes
Salesman: Do you know what sort of MP3 player you are looking
for?
easily fit in the pocket; it needs to be able to take memory cards not just
use the internal memory because my daughter listens to a lot of music. It
Salesman: OK, so you want one that is small, that takes memory
Customer: Yes
you know about it. She’ll want something so much it’s like the whole
world revolves around her getting that one thing. She isn’t happy until
Salesman: OK, these are the ones I think might suit your
another? (Anchor) Even now I know there are times when I see
something that I just have to have (anchor) where you feel a desire
Customer: Yes
Salesman: That one. I can offer you half price on a memory card
(embedded commands)
Customer: Well it needs to be small and practical and easy to use.
Salesman: OK, well buy far this is one of the best phones we
have here. Buy and buy this phone is one of the favourites. You seem
like someone that knows a good buy, someone that has a sense of style so
I thought I would show you this phone. I can imagine you with this
though?
Customer: Yes.
Salesman: Pick them up and get a feel for which one feels right
for you… Imagine what it feels like to be using the phone, what a
sense of ease… Who do you think will notice you’ve got a new phone
first?……Etc…
‘You know what it is like when you laugh uncontrollably
(anchor), you know where it just build and build up inside of you, that
sort of state where the harder you try not to laugh the more it builds
up, like when you try to fall asleep and find that the harder you try the
harder it is to sleep. I’m sure you can remember one of those times
now…etc
Salesman: What was it that made the service stand out as being
so good?
‘I’m too stressed to be able to relax and go into a trance.’ I’ll tell
them ‘That’s excellent. All the best work is done with the clients that
have some tension there. What I need you to do is just hold on to some
able to hypnotise me because I’m too strong willed.’ I’ll tell them
‘Your right I won’t be able to hypnotise you, all I can do is guide you
into a state of mind that gives you greater control over the inner
workings of your mind and body. A state of mind that allows you to
control your heart rate, your blood pressure, your breathing and many
other processes, but it takes a strong willed person to enter that state
‘I still get some people that come to see me that believed that they
Once they have got an understanding of what hypnosis really is and they
see that it is nothing mysterious and that they are the ones in full control
there are always problems getting a signal. You can use this by agreeing
with how annoying that sort of network is and how you have heard of
some of those still out there. That is why you have the phone you have
because at least, unlike some other networks they addressed the situation
of poor signal so you rarely have signal problems and on the few
Customer: ‘I’ve heard that this network has really bad problems
Salesman: ‘It is true that in the past we did used to have some
briefly for repairs and improvements to the service, which is all necessary
even after you have made more calls than normal next month you still
have credit spare to use up. I don’t know if you will decide to do
something fun or enjoyable to use that credit up, at least you can relax in
the knowledge that you have more than enough credit to last the month’.
‘By now’ = ‘buy now’, ‘by and by this product’ = ‘buy and buy
this product’
‘Do you want to feel good’ – ‘good let’s take a look at this then’
internal image nearer), can you feel this will be a good idea’ (touching
‘You don’t look like someone who settles for any old thing’
You; ‘It really was, wasn’t it?’ (Uses tag questions and moves into
the past)
You; ‘But if you look at it now, you might begin to see that in
relationship to all the qualities it has, it’s something you can feel good
now about’
Alder Harry & Heather Beryl, NLP in 21 days, Piatkus Publishers Ltd,
1999
Bandler Richard & Grinder John, The structure of magic Vol. 1, Science
Bandler Richard & Grinder John, The structure of magic Vol. 2, Science
Publications, 1996
hypnosis.com
www.indirect-hypnosis.com
Griffin Joe & Tyrrell Ivan, Human Givens, Human Givens Publishing,
2003
O’Connor Joseph & Prior Robin, Successful selling with NLP, Thorsons,
1995
Bill & Beadle Sandy, A guide to possibility land, W. W. Norton & Co.
1999
Watzlawick & Weakland & Fisch, Change, W. W. Norton & Co. 1974