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Ober exampes ae doesnt, Secu safety or valle for money, ‘a about oer peop you stat (0 saarch nan your exporone tf ‘Sronley: wont you oe. 02s) The sngciie words they use are'nai bul consensut- one'ef ine core he away fro meant, you Eats var atcomnaten este baer veins iiancoben, frncoia ean, Expwioncs Suge ting ve gga Mate * atsimporentoyoulnacomputet | Shows that people. whe buy, OUT Son you magi See don Reged cea SySlem? What's important to you ina | products realy enjoy tem. Experience this problem for ood? Whats 1 ike del ser fey tsauoitekestel moval Wnate moorant ts youn a Shows that companies wna use our wre yout abt acta hay weg ine ron package fo1you, Garter? Whats important fovoulna | appragahci harcons by round Yi heuae? 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The beauty of tis iS'itgets 9'commtment ight at the Cuts, and people Tike to remain Consistent with thelr provious Statements. you feel that tis pater ‘makes sence then fm gong to ask you {ousoitin the next 24 Rou. Does hat ‘eam fair enough? auBnous @ 412) wees yeu} $20q ay i 8 Imagine how good youll feel when you ‘The unconscious doess' distinguish ‘between areal experience anda vil Imagineé one. So engage. thelt Imagination’ Imagine how good youl {eal when youre relaxing by the pool ann wa maine how en you ave aly imagine inyour ver ood your fesoved this productivity issue, fhow good youl oa wnen you prove that you can use these te yoursel alters skifly nok UBYM [994 |], NOK poof moy auiBew| 3 Asyou consider the benefits of, @ you might ike to ‘Thais desi erection The hs you consider presupposes that youre Sroady dolng ty and your congelous Attention Gost ton second na te sentence. As You consider the Benois of deciding to work wih our company, yuma ka ook a Giertat Ae you sonsiser ho Denes Sta decison buy is aparment you ‘ah he 0 watch to sn song over {hails As you consdor the banefts Ot ehoesng lay wth those patos ‘very day you might ie to une about who youre going to test them with : o yt) 1yBIW Nok 40 siyeueq 94) Jepisuoo Nok sy You can Zz because "Because" is a magical infuence word, because people love tohnave reasons {or things. Studies shaw that people ‘are much moceikely to comply with 2 Tequest f they'e given a reason why they should. ‘tha reason doesnt oven have to make logical sensol You can eave @ message atthe fone, because ‘return a als. You ean relax about the price, because we offer very ‘easonablo payment terms. You cat learn fast using these cards, because they've been designed with your Bae en ron, = L J Some people say to me “{objection]’, but A know that eno can pred an objpeson fe ey gt you can return Iradanes Seta Sher beaten inapanuly win forall het ae 3 Pleasant one of vce ttl hem what Sou wang tik Some poops $y tome "its 20 expensive! bl know that you aready realise wal a sound reo jesay ome Stee gh oe rts Bat know tat your conan Ist wing to he ts hed in he sand. Some peep say fo me its hard 1 practes tae paler” but ow sk Jou apprecite the valve ofthe skits Youre bulding. : YEU) MOLY | ynq ‘,[uoyoe/qo), ew v 0} Aes ajdoad auog f° 2 Can | ask you ry (omer {'m asking permission -how pole! Of course, By he time Ive asked you, ve processed the requost. And it fe invited you to do something Tntemal. youvl already stated dong I jst by tering tomy question’ Can {Task you to Imegine how you would {eal when you're saling this boat? Can [ask you @ hear what your bose would say when youte hm youve exceocod your targets by 20%? tm just asking! ¢ Oo} | Nod yse | UD, ic 6 It's easy to " Isnt it? Isnt tric to know that hings can be es under catan condone. Is easy {omake a quick decison when you see Jastwnat youre looking for seni Tes easy to forget about going anywhere gtelunon youre ooking ata el ae beaut as his, isnt i? ts easy to do Something spontaneous whan the Conditions are perfect for flat? anwa—vayn © orfseasyy Q 1 0 People who have already decided to A » [name], | —— | agree | Ws those people a ‘agree becomes the irs word of & carrmeng, a ough enoto sabe vnen ‘omen ight af you aro: Foono ‘have arent ddd worth ‘ur company, Bovis. agroe thatthe ‘sults we daivor are second to none People who have assy deseo urchase tis product, Sian, agree that he a fotos 60 People uno have already decided 0 study every Say, dare, gro that ss he bot Vv OL 9. And the word —— eeitie ‘foweu) ‘ 0} papioap Apeauje ‘ney oyMm aidoag < I know that [fact]. | A ato know tat @ [beneriq. oll you a fat about your situation, spay oun tincene he hac ‘of you agrooing writs te next hi Stam io know: Even tthe nex ings ‘Smincread ahr than aft. have a sales foroe of 300 pecvbe las now nace wchane the" opportony te tosease or rodeo by Ye. eee to re. very by perro tom arya the sor a bare whos wings ve sare to rewae Paradivensst tinow ba yeeie ‘eating tis car. aso Know tht you ns ttt of ewe ta ou Sen ose Ns pate byeuedl ® yey) MoU os|e bse] rey mouy, EEE 5 It's OK not to Wen you fe under pressure odo Something then gett ts OK nto, Free RPh eral fecha soit yo does I nyway” Of yout Gon fa ot eure Set e's eaiok ‘Saapide Skene fe ne ‘ove ogni ena oye app mal Ge, erate na Youd ihe go nok ahead. ars OX 3 —onouyo saoy | You might want | 410 will cause Q_ ts important + ° to . + [Benefiq + is it not? oe ‘Avil cause B ke nigh follows day. ican mmeanmany tnnga (oy ye, Buy Youmght o you might not. must WEP Agana aot mee AMS noe sen a strange way tend Sr Pus alse darisbart useis falNB.possbity ought wantio Sansetopeopie Vourdecniontoatend aeence, because aus soos fre. is makes 'partcularty useful Imagine now relieved youlifeel when ths workchop wil cause yous cer teasagroe vith, aint fs mporant Ri Suniecaneany we stand cr youlnow youve gottherontprtecion Sway the obstacles Yo success. and ‘at you fel yavte going a god deo, fal by our products and services. | In placa Youmghiwantiohgve sicck Stato achlove the resus you want, ‘9 f-nol? Ite mporant 4a know that rot ir ace ove by cur dolixe series. You might nen chuass cur boapote sonics, | youre making to igh decison, el este guitars. By and by youll ind want io think about the people you oui esuse's ese encece | fal? Ke mnpltan Grea eo) {his pattern {fo be a valuable way te know who would realy love you to get Your company's turnover for the nent about Yourself isnot? You're right to rmotvate people 10 act By the way,| thom a sata these caras, woulsit regia Wheaaneen eeutries pay atonbons fe import ages Weobolave meseine atten ess MEK, MS lust possibly Keep tin carderguary witeause youto eam ‘He Siminishes’"your 'selestaem ‘roe py an you str fought oo —., ¢ you pe © fq D quem ys no, F asneo jy OL queuodwi sq) . oo : 3 Sooner or later, 2 When people like A means, K mest | said to myself, : if, ; aa & b yoursel “ere & ¢ One of the best people to quote is Were not saying vo, s Pape love to know the meaning of _Yousel besause't raves ang 9 theyre peop te yousel hed tne | tinge whch means tal you can cata ory Sones get poopie fo ake Sooner orate. Does that just about {20 that heye ike youmeans youre | that meaning for them, This i a great | Ini armour off and tats when your Seear eine, Does at ust about Tora ike rust berophen ara | Woy sel Neiremeat the ait Gran Messagus can Goin most easly twas Sveryning happens: one way ot hefeea great opporunty fo getan ‘ifuence siuaion The vr act thet ones alton fi yours, asad anor Sooner orate: your company Seaage commang uel ae the ‘ind the Nont'eay te wont sotyours and then eventing snes pies Sos eur cereery ama, Whe pao wo ‘can tind the Non ay’ fo wor and ten every Seis yutente hat sowle he Some_on-le amng couse, ney gee. Yeavo rach tatroto come oun erat Wien elt a at fet tanize at now isthe Sxoonance a profound fesoats in ey my shop today. which means atures, Said omy Brae Soares cane eovantage.clins — SBlites When people Re ouree, we caaetitely Bra the Nght holday | Need fo focus on what you wa, and {noice ese parlohs anoxia seth caneandworkforourconpary, faa. Yourereadngthe exanaton, everthing ele al ra lace ant {2 note thse ean camara er ar company Tee ee Ry ebough te Wher iat Inejataal Novel eveyone how Smmtnereiering wich mune aye abouts gw ore yrrsel Nee, ovate Saveur achove mbar ou saa to mysel “Use these paar Sense of ‘satisfaction Reanya mind yousetyon | very day and youl be superb ino Sina : elt F or sf | ‘{eweu) ‘yesino/ a OSA yerelsoseuoog = «Ss wvordcduaum «sue Vo opesi’ » = 7 u T This may notbe By now, : 5 __ ....ask "[question]" 4 I'mnot going to tell relevant to you, = but.. you fe but [benent as te * ee ust ke you can embed commands, When yt ay note evant 2 jou can aso embed question, desi Eas Late eyesino quosion you woud lke | say Tm not going tal you. so you ft say it may not be relevant, some. "By" is such an ambiguous word, and to ask and embed it in a larger can take it easy. Then, while you're people go "Oh yeah? Maybe it is $0 perfectly sulted for sales, By now, ‘sentence. If you're in rapport, they'll taking it easy, | tell you. I'm not going Retarw®Tnoge re oeieeranie Yourcan tcoghse what mate ou? Teapopdto We enbedteduesion wn agra eny. |e you no aig You, But our chants piel got 20% broposal so jynowyoute _-syeseraite synal Wan somepeoplo fot OWES mea lcuous ow ‘more sales by using our services. This Probably beginning to imagine how | Just ask “Are you ready to close the ‘Put you in a difficult position. I'm not ‘may not be relevant to you, but studies impressed your colleagues are going deal now?” bad with cider people | wall ‘going to tell you to think of all the money Re ee aera oye OU Sees Te Bynceroomee arenas artim oil mormare abo hor Sop wet youn ko a he marey cing iieseeaence sntarens, — stnedt@ mnkafaline weysyoucan needs. Sometimes wnen | mect — Tovaaws yaw cur adie, Im iemay not be ‘elevanite Your et_ (ee! good spending the money wera someoneron, lank Would you eto Card ry ay Seems Ke nen gurmwren supgestata pepe G2!) 10 Soveyou- Bye’ now! Goarsuempnarauwihobw, lace oct Sot na Realy use these cards regularly. ad ‘when you ask the ‘embedded question’, Youve got your answer nok vegans oe + mG ow aqjoukewsiy, 2 ——‘moukg Q — ,{uoysenb], yser"” Gayo BuoByouw, 7J Think of how {feeling] you'l fee! fe when you get tnem snc et ens sing {5 he drecton you want them to go Think of now happy youl fee! when uae you. Tink of How good Yeu fol whan you slebrte naw ached your ge nk how ‘razing youl fot knowing tot youve made apeatveeiference'nso"neone Sse ite 10 Wouldn't you agree ? that * —— Wouldnt you agree that, Wouldnt you ‘gree is'a rather.agrecablo way to Begin a sentonoe? its ke a back to- ont tag question, and ean be rather Aiclfe daapres win Wout you ‘gre that macem businesses need 2 Somhom taage change? Wess you agree that paoaia have to keep Goveioping new skis? People tke to appear consistent withthe previous Sslatements, s0 create contexts where thelr agreement moves them in the Girectian you want them to’ go. —— nok ueym | {99 |,nof [Buyeay} + ee + moyjoyuiy, = eei6e nok jupinom OL ee I'm not going to Imagine yourself 2 imnotsgene A fexpenencing OG sez GH venenit, ‘This pattem uses the power ofboth Nogalon and quotes, ard you can use Io say the unsayable. im nt go {o sayin the pertect person focyous, Bocalise that would ust be srogent Fmt gong o say “Your buss s aaa Ford th because nas Such a ciche. tm not going © 88) "BLY 2 sel of thse card for everyone you frow® because that's 2 decision You Rave to make for youre Aes 0} Bu108 you wi} wen yu nite someone to imagine they make pcures ade nl haod Aagunen be pcos Sart th sings Sono nage yr wating tp eaen mornng and ooking ut {Me beaut view. imagine Jourselt Bong ecognaed sete poron ho Soived your companys cashew proven imagine yours gottng feo tt a nat ‘fem oo nt by saying afew wel chosen words. Ae they tant fo make ino ures, you can evon ae deals af what ty sce, hear an fo! fo trate her expeence evermore vi. ‘byeusq Bujouatiedxe] jesinof aubew) = WY You're interested in ge 27 aren't you? ‘Youteitorested in becoming iesistly Inuenta arent you? One ofthe Keys Isto quds people's awareness where you want to go, staring wih the Sues, wants rede yuo gong 0 adores, and he specie benef they wil gat You're interested n having more tree time, arent you? You're Interesteg in increasing your income, arent you? Ithas the added bonus of Getting people. comfortable with Fesponcing ‘yee to the tings you say, land youre interested n people saying + 6 NOK yuare “yeueg] U! Pa}Sasa}U! B4,NO, You are probably already aware of the fact that : People ke to feo clever, so wnen you say thal someone probably knows Something, they ave less likely 10 Gisagree. When you say they are probably already aware of something, Roresupposes thatthe something 1 tide. You are probably already aware Othe fact at emotional ntligencs IS more important in business than ‘You are probably ready aware of te factihat poopie who invest nthe own velopment are mocelikey fo become mllonaires. You ae probably already ‘ware of the fact that people who ractce these patiems become skied far mare quickly. Really. 1's fact! yeu) ye} au jo e1eme Apeaije ‘Aigeqoid exe no, I 8 You may already be aware of [benefif] fe when you ‘ou may soa be aware of and You "maytne” Eiter'ngy te ieee eaict Eitoret conte ye gor erer es ‘come our Nea aye yates Louie ten Fosus youve going to got when yOu ‘mastor tis paflems S “nok uaym [yeueg] jo a1eme aq Apeaue Aew non QB Q + You're going to when you findout_— People ove to ciscover things, so tel {hom how great they ee! when the go. Then tal them what to discover! Youre going to be amazed when you find outjust how much money you ean savel Youre going to Tee! dalghied shan yu i ut abut hy now ‘Sppartunty! Youre gong r ead of anon you Bnd aut hoe och fom you'can have using these patems! — jno puy nok uaym + od 6 , {just STOP Tsay to yourself When people think they know what's oming, hey dont sien so closely Sis pater takes advantago of at fact, and is great someone's a bt ‘anced out by what youve been saying sready, nen mim a sation ine our st STOP ana 35) fo Yeursall'Sop mess about ard make 3 docsion’ Artis port, ones ve boon through the figures ist STOP and Say to youll ifs ime sign ontne | Sbted ine" Tho "STOP" isa patom interapt ard ereates an opening for You sed ternal aque la 8 ow dredion Cool eh? Hassnok of Aes |B a dois isnt" 9 | wonder whether you are aware of ‘Wen wonder whether you ae aware ‘of something. guides your avaronass inte retdon you are amare ot ‘eat Now you're inking about {eure nat aware of Roven better, Because now youre cuious. I wondet etaryure ure cle vane that a person ean mako by investing wir our company. | wonder whothet Youre aware of he hugo amounts of Toney companies waste on adveing {et réver gues a eum on investment wonder whetnor youre aware othe wesome power ofthe human brain, and how the aby to learn rapids yourbirtnnght , aveme ave nok seyjumuopuon| — G 4 when now would be a good time Now is a powerful word, because it brings a person's attention into the present moment. t's pariculary useful {hen you want someone fake acon rnow. bm just caling to find out when ow would be @ good time for us fo put £2 dale the cary and meat up. was wondering hen row woul be 8 Good time for you to tidy your room "The ‘hrasing’s a ite bt 6d, but peod! Son seem to notice. And if they do, Just say "Never mind Tm not sure {hen row would be @ good time to practice this pater, How about now? ew pees oqpiron rou vey v 0} Bulo6 @1,n0,, 3 [Future time}, when you're [benefiting], you'll look back poten lotto hexm fey tee oramrn ee eee eer, Sees cla eer preety edie eomorenecanns oan Seema nner re Puierieinaeate Serorpeare eet a 39@q YOO] |,NOK, ‘{Bunyoueg] esnok ueym ‘foun ening] ©410 Wsgoodthat___. | Q Hasitever occurred — & ! wouldn't advise you 7 "'d'like to show you to you that 2 ” to until : how ‘When | advise you not to do something | oo hve bene, Seem mars 1 ay tel something’ 00d. | test everoccuredo you? Mthadnt. Ease Nearwle'/ egeeree'® | ts notan over, fm jst ling you bresuppotes ie te An se eta ctmand isang eso ceueatesay | what fake to 66. le to show You ihatite goods sather ashing set UISLYOUSoUl be sing on agekgmine? fm not advising Final, | hit you with | how you can create an extra ght hrs thalitsgoad'svahersaishing ft | Has'fovoreccured yeu tool by te“unik sated hat prstpposes_ | Datagiean eat anoxra ooh CReeshatyoneneltgiegt | matin a fewsine cerges jour yavTegormloareusonutanwey. | foe‘ tien dato’ eae feeder company atinesen, | Caine cond Secone tenacet Hsyweonf woustt sdueereas | Soar you har oun me Becmmmewmietes | ecintencumere saaratenmmyny | now Uksotor megs a commitment to your tinanelat | eager Hag toot occured 0 You our two Can {areney becoming orasy nes independence 's geod that youve | g/ingmoe! nue people mn your wih ekacy what you wank races | srneAceentnp gusty selad sion? ‘dvise you to book a place'on this | playing cards fexiiny Wel done! ae Semin youeotconrane int | "9 this'is'a-great investment for you. ®ve ro) ® — jyun—o, ® —noy & —jeui poo sy) Q} | peunooosereuseH G nokesiapexupinom; @ | nok moysoreyip, salad’ K_ Asyou sithere, Q_ [would like to J We've ,and 7 listening to me, you suggest that. sand 5 Iresistble Influence Cards” @gy Tight 9 ” = by Jame Smart = “You may already be aware that “Asyou ithe istening to me". These cal his th min evi, and its one language's your mos powerful words rege aus the moran you ofthe simplest most flecive waye of perstasion ob And you probably Ssytmemassuming be person stvng Sometimes ican be useful to soften Abe seat most efecive ways of icalzaalfuerce's ures! Goym seagresayioancobhy yoursupgortons andthe wanoway Paral iy Sate fad a we yalable sil. so youre gongiobe Guesomeanesatenlon naceran Yao Twouls koto suggest that you merel Sate some lacks about what amazed_when you discover show | Srecson As you shee, Ison to | rememberwhat yeu wort when you Yeuvacong 0 (wih fhm, hen ood uc your sis increase mo, yourmghtsready have sarod to started tha businosa I would kato nyarw@geston, Youve boon exlaning by bang tse cards | Reber areat tion fereihe | Guyuatnat ovis A romenie Yukwhood cn me wee || problom fosalved. 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