The Top 10 Secrets of Ethically Outrageous Influence

Transcription

By Jamie Smart
The Top 10 Secrets of
Ethically Outrageous Influence
By Jamie Smart
Limits of Liability / Disclaimer of Warranty:
The author and publisher of this book and the accompanying materials have used
their best efforts in preparing this program. The author and publisher make no
representation or warranties with respect to the accuracy, applicability, fitness, or
completeness of the contents of this program. They disclaim any warranties
(expressed or implied), merchantability, or fitness for any purpose. The author and
publisher shall not be held liable for any loss or other damages, including but not
limited to incidental, consequential, or other damages. The author and publisher
make no claims for any medical benefits of this program. The advice of a competent
medical professional should always be sought in the case of health matters.
Copyright in this document belong to the author. The author also asserts the right to
be identified as such and to object to any misuse.
©2006 Jamie Smart
All Rights Reserved
1
www.saladltd.co.uk
By Jamie Smart
Table of Contents
Read This First.............................................................................3
Who is this e-book for?................................................................. 4
Introduction................................................................................ 4
What is NLP?............................................................................... 5
Why Learn NLP?...........................................................................7
#1 – The Neediness Detector........................................................ 8
#2 – Discover What People Really Want........................................ 10
#3 – Benefits Galore.................................................................. 12
#4 – The Ultimate Influence Tool................................................. 14
#5 – Your Most Powerful Influence Tool........................................ 16
#6 – The Magic of Reasons .........................................................18
#7 – Use Embedded Commands ..................................................21
#8 – Eliminate Objections Before They Arise..................................23
#9 – Use the Power of Negation...................................................26
#10 – Keep Developing Your Language Skills.................................28
More Information....................................................................... 30
Free Stuff..................................................................................33
About the Author........................................................................34
Acknowledgements.....................................................................34
©2006 Jamie Smart
All Rights Reserved
2
www.saladltd.co.uk
By Jamie Smart
Read This First
Welcome to The Top 10 Secrets of Ethically Outrageous Influence. My name’s
Jamie Smart. I’m an NLP trainer, author, and creator of NLP Coaching CardsTM,
Ericksonian Hypnosis CardsTM, and Irresistible Influence CardsTM, the world’s leading
resources for learning the language of NLP, Hypnosis and Influence. I’d like to say
“thank-you” to you for reading this e-book. I’d also like to ask you to please send
this e-book to your friends and colleagues, because it will help them, it will help
me to reach more people, and because it will make you feel good too! If you’ve
been sent this e-book by someone else, then make sure that you sign up for the
FREE
NLP
newsletter
that
accompanies
it,
here:
http://www.saladltd.co.uk/Influence_course_free_signup_.htm
Once you do, you will be sent new issues on a regular basis to learn from. It will only
take a minute or two to read, but you’ll be amazed at the skills you start developing
quickly.
This book complements our NLP Coaching CardsTM, Ericksonian Hypnosis CardsTM, and
Irresistible Influence CardsTM . I’ll be referring to the cards later, but when you buy
the cards and get the patterns now, you can unlock the massive potential this
book reveals immediately.
If you want to really accelerate your learning, go to the Salad website and order
all three decks of SALAD NLP CARDS at a special discounted rate
(http://www.saladltd.co.uk/catalog/pages-productinfo/category1/product-34/nlp-neuro-linguistic-programming-3-card-deck-bundle.html).
These cards are quite simply the fastest way there is to develop your skills in using
the language of NLP, Hypnosis and Influence. The insights you’ll be getting from the
newsletter complement the patterns on the cards, so when you have both, it will
really turbo-charge your learning. For more information about how you can learn
fast just by playing cards, go to http://www.saladltd.co.uk/catalog/pagesproductinfo/category-1/product-34/nlp-neuro-linguistic-programming-3-card-deckbundle.html
©2006 Jamie Smart
All Rights Reserved
3
www.saladltd.co.uk
By Jamie Smart
Who is this e-book for?
This e-book is for people who are interested in helping themselves to become far
more effective at influencing other people ethically. It will also be of great value to
people who want to massively increase their ability to communicate effectively. It will
be of particular interest to executive coaches, life coaches, therapists, hypnotists,
trainers, managers, salespeople, consultants, networkers, students of NLP, healthworkers, doctors and other healers.
Introduction
When I first started learning NLP, Persuasion & Influence, I dreamed of being able to
do the magic that I had heard about. Getting into rapport at a moment’s notice,
wonders of sensory acuity, extraordinary leaps of intuition, wildly persuasive
language patterns. I wanted all of it, and I wanted it fast!
I scrabbled about, buying books, going on training courses and practicing. I was like
a man possessed! But when I look back on that time, I realise now that many of the
things which made the biggest difference were actually quite simple, and sometimes
counter-intuitive.
I’ve met lots of people who have been trained in NLP, have been on countless
influence courses, but still aren’t getting the sorts of results that they want. And I’ve
met others who are just starting out, and are overwhelmed by the amount of
information. I’ve met yet others who are doing well, and are always on the lookout
for a new tool, technique, or way of thinking which will get them even better results.
This is for all of you.
As you read this you'll start to see ways that you can fine-tune and improve your
abilities right away. Read on and I'll show you ways you can accelerate your
learning later.
©2006 Jamie Smart
All Rights Reserved
4
www.saladltd.co.uk
By Jamie Smart
What is NLP?
NLP (Neuro-linguistic Programming) is the most powerful approach I’ve found for
communications, change, and excellent performance. It has been widely applied,
with often astonishing results, in fields as diverse as:









Business
Coaching
Sales & Influence
Psychology
Sports
Healthcare
Negotiation
Education
The list goes on…
These days, most books on personal development will include at least some NLP
techniques, and it has been incorporated into most persuasion & influence trainings
on at least some level. Some of the most dramatic accomplishments of the field
include:




A
A
A
A
fast (one session) phobia cure
learnable model of the skills of exquisite communicators
spelling strategy to transform the abilities of poor spellers
functional model of the skills of great visionaries
One of the most profound ideas of NLP is that, if one person can do something, it
should be possible to find out what they’re doing and replicate it. NLP modelling is a
unique approach for identifying and replicating the unconscious skills of excellent
performers (Eg. the ‘naturally talented’) then teaching them to others.
The name
The name of the field refers to (Neuro) the human nervous system, including the
brain and the five senses, (Linguistic) the verbal & non-verbal languages with which
we communicate and (Programming) the ability to structure our neurological and
linguistic systems to achieve desired results.
History
Neuro-Linguistic Programming (NLP) was developed starting in the early 1970s by
Richard Bandler and John Grinder, when they set out to model the work of geniuses
in the field of human communication and change. The term NLP is used to describe
both the approach to modelling that they used, and the powerful models of
communication and change they created (and have continued to develop.)
©2006 Jamie Smart
All Rights Reserved
5
www.saladltd.co.uk
By Jamie Smart
The fundamentals
The fundamentals of NLP are straightforward:
1.
Know what you want (Outcome / Direction)
One of the key NLP questions is ‘What do you want?’. The human nervous system
can be thought of as goal-seeking, and you tend to get what you focus on. Wellformed outcomes are an important tool for ensuring that you get more of what you
want in your life.
2.
Get the attention of the unconscious mind (Rapport)
"The map is not the territory." You must start where the person you wish to influence
is (the ‘Present State’.) Rapport is the process of getting the attention and trust of
the unconscious mind.
3.
Know whether you’re getting what you want (Sensory Acuity)
Once you know where you want to go, you need to be able to notice (using one or
more senses) whether or not you are going there. Sensory acuity refers to the ability
to notice the signs that you are moving in the right direction (or otherwise.)
4.
Adjust what you’re doing accordingly (Behavioural Flexibility)
"Insanity is doing the same thing over and over again, expecting a different result."
When you notice that you are not getting what you want, you need the flexibility to
change what you are doing in order to get a different result. "Intelligence is the
ability to have a fixed goal and be flexible about how you achieve it."
©2006 Jamie Smart
All Rights Reserved
6
www.saladltd.co.uk
By Jamie Smart
Why Learn NLP?
By learning NLP you can:







Learn to control your own state of mind
Develop powerfully persuasive communication skills
Overcome obstacles in business & in your personal life
Help others to get the results they want
Have more of the experiences you want
Have more success, happiness, joy and fulfillment in your life
Learn the tools of freedom
Is it Ethical?
The skills you will learn are neither ethical nor unethical – they are, however, very
powerful. We suggest, therefore, that you follow these principles when you use
them…
Best interests
Ensure that you have your own best interests and the best interests of the person
you are persuading at heart. If you know that what you want them to do is going to
be good for them and make them happy / healthy / wealthy then go for it. If in
doubt, don’t! While it is possible to get people to do things against their best
interests, they won’t make the same mistake twice, and they’ll tell lots of other
people not to either.
Believe in your product / service / idea
Whether you are persuading someone of the value of your ideas, services or physical
products, one thing is fairly certain: if you do not believe in it, neither will they. So
make sure that you believe in whatever you want others to believe in. If you don’t,
then either change your belief or change your product.
Believe in yourself
It is an old adage that ‘people buy people’, and the quickest way to get others to
believe in you is to believe in yourself. There are many excellent resources available
for developing your self-belief – we suggest you use them.
Believe in the universe
You can think of the mind as having two parts: a thinker and a prover. The thinker
can think almost anything – the prover proves what the thinker thinks by filtering out
information that doesn’t agree with it. For this reason, we suggest that you choose
beliefs that support and help you, giving you a happy and fulfilling life. Einstein once
said that the main question facing humanity was “Is the universe a friendly place?”
We suggest that you decide to believe it is. It has been shown again and again that
optimists live longer, happier more fulfilling lives than pessimists. Choose to be an
optimist. Choose to believe that you can have more happiness, fun, excitement,
adventure, money, pleasure and fulfilment in your life than you ever thought
possible. This choice never disappoints!
©2006 Jamie Smart
All Rights Reserved
7
www.saladltd.co.uk
By Jamie Smart
Ethically Outrageous Secret
#1 – The Neediness Detector
I recently saw two young children, the eldest of whom had just made some fresh
fruit juice. She wanted the younger child to try some of the delicious juice she'd
made. She said no. The older girl tried various ways to convince her to try the juice,
but the more she wanted her to try it, the less the little one wanted to. I suddenly
realised that I was seeing a demonstration of one of the most powerful but little
known secrets of influence; she had triggered the youngster’s 'opposition response'.
The fact that you're reading this article means that you are a) alive and b) can read.
And this means that you've come from a long line of ancestors who were a big
success from an evolutionary perspective - they managed to survive and replicate.
Over the countless generations, we have developed 'rules of thumb' that help us to
keep safe and survive.
The opposition response
One of these rules of thumb is the opposition response. It goes like this: "If someone
else wants me to do something, it may not be in my best interest."
Think about it. Imagine for a moment that you're a caveman or cavewoman, with
some ability to communicate. You're with a group of people gathered around the
mouth of a cave. In the cave is a creature, but you don't know what it is. It could be
a large beast that will feed your tribe for weeks to come, helping you to avoid
starvation. Or it could be the nasty tiger that's been terrorising you. You need to find
out, so you choose one of the weedier members of the tribe and tell him it's a really
good idea for him to go into the cave to find out. He goes in, and gets eaten by a
tiger. And doesn't have any more children.
If your ancestors didn't have an opposition response, they would have been first into
the cave, and you wouldn't be here today. If you didn't have an opposition response,
all someone would have to do to sell you something would be to say "Buy our
products" and you'd do it.
But you do have an opposition response, and that raises another issue; If someone
else wants me to do something, it may not be in my best interest, but on the other
hand, it could be. How do you know when the thing someone's advising you to do is
actually in your best interests? Fortunately, you don't only have an opposition
response; you also have a 'neediness detector'.
The amazing neediness detector
One of the tools we all have is a 'neediness detector'. We can sense (intuitively) the
difference between someone who wants us to do something because they have our
best interests at heart, and someone who wants us to do something because they
need us to. And here's how it works:
The more they need us to, the less we want to do it (or the higher our price gets).
This is true in every walk of life:
 The more you don't need a partner, the more people are attracted to you
 The more you don't need to close this deal, the easier it is
©2006 Jamie Smart
All Rights Reserved
8
www.saladltd.co.uk
By Jamie Smart

The more you don't need the money, the more money comes to you
There is perhaps nowhere that this is more powerful than in the areas of sales, and
of sexual attraction. Women have incredibly sensitive 'neediness detectors' when it
comes to men. Potential clients have incredibly sensitive neediness detectors when it
comes to salespeople.
But it's true in every influence situation; even when you're trying to convince your
sibling to drink some juice.
So what can you do about this?
1)
Think of a situation where you want someone else to do something that they
haven't done yet. This could be a client, a family member, a friend, a
potential partner - anyone.
2)
On a scale of 1 to 10 (where 1 is 'genuinely not bothered one way or another'
and 10 is 'This absolutely has to happen or I cannot continue to function'),
assign a score of how much you want / need them to do the thing.
What was your score? If you've got a low score, it probably will be fairly easy to
influence the other person to do the thing, if they perceive some benefit in it. If you
got a high score, you may be triggering their neediness detectors, and making the
influence job more difficult for yourself.
If you want to reduce your neediness score, you can do the following:
3)
Allow yourself to become ok with the idea of them not doing what you want
them to do.
I know you may be protesting, and saying that I don't understand, but here's the
thing. The more you allow yourself to get comfortable with the possibility of them not
doing what you want them to do, the more your body will relax. When you are in a
state of relaxed alertness, you have more of your resources available to you to act.
As it happens, one of the key attributes of the most successful persuaders &
influencers is that they put people at ease, & the quickest way to help someone else
to relax is to be relaxed yourself. As you do this, you'll stop telegraphing neediness.
Of course, this is just one of the rules of thumb that our neurology uses to decide
which people you'll allow yourself to be influenced by.
©2006 Jamie Smart
All Rights Reserved
9
www.saladltd.co.uk
By Jamie Smart
#2 – Discover What People Really Want
A few months ago, I was doing a talk to a group of influence professionals, and I
made a bold claim. I said "There's something that everyone wants, and once you
know how to zero in on it, you can influence anyone". They looked at me skeptically,
but I continued. I said "People only want one thing, and you probably won't agree
with me at first, but it's true, and I can prove it. The one thing everybody wants is
feelings. I said "Think about it. Everything you've ever bought in your life, you've
bought because of the feelings you thought it would give you."
As expected, there were murmurs of "Rubbish" and ""Bollocks", so I asked one of the
skeptics if they would be willing to take part in a demonstration. I asked him to think
of something he had purchased recently, and he indicated a beautiful new watch on
his wrist. Here's how it went:
Me:
That's a nice watch. What does that watch give you that you wouldn't
otherwise have?
Him:
It looks good.
Me:
Cool, it does look good. And what does wearing a watch that looks good give
you that you wouldn't otherwise have?
Him: My appearance is important to me - it gives people the right impression.
Me:
Yes, appearance is important. And what does taking care of your appearance
and giving people the right impression give you that you wouldn't otherwise
have?
Him:
I feel good about myself.
My personal policy is always to go at least one step further than I think I should, so I
asked him...
Me:
You feel good about yourself. And what does feeling good about yourself give
you that you wouldn't otherwise have?
Him:
I feel in control of where I'm going and know that everything's OK in my life.
People want feelings
As you can imagine, by this point people were nodding and smiling. I pointed out
that while he had thought he was buying a watch, what had really motivated him to
buy was the feelings and associations he felt the watch would give him.
Feelings move people to take action. In fact, they're the only thing that does. Until
someone feels something, they won't take action.
This is what influences people, whether you're trying to get someone to go on a date
with you, to tidy their room, or to buy a new jet airplane. People don't want things
©2006 Jamie Smart
All Rights Reserved
10
www.saladltd.co.uk
By Jamie Smart
and experiences so much as they want the feelings they think those things and
experiences will give them (and to avoid the 'bad' feelings they don't want).
1)
Ask yourself what you want to get from reading this tip.
You may want to be more influential, or to close more deals, or to understand more
about people. Whatever answer you come up with, ask yourself "What would that
give me that I wouldn't otherwise have?" Whatever answer comes up, ask the
question again of that answer. Keep going until you can't go any further. This is the
core state that motivates you.
In most cases, people end up at some kind of core feeling. This is what people
really want.
While it's good to know this, asking someone "What would that give you that you
wouldn't otherwise have" over and over again isn't usually appropriate in an
influence situation.
I'm in the process of selling my house, and I had a potential buyer looking around
the other day. I asked her "What are you looking for in a house?" and she said
"Space and light".
"Space and light?" I said. "Why is that important?" This is a great question for
eliciting the core feelings that motivate people.
2)
Repeat exercise one, but using the question "Why is that important?" Notice
any differences in the way you respond.
Criteria elicitation
This is part of a process called "Criteria Elicitation" which is an incredibly powerful
way of finding out what the feelings are that drive people to make good decisions.
Criteria Elicitation is at the heart of successful persuasion and influence.
The flip side of this is the 'bad' feelings people want to avoid. An old consulting trick
is to identify the painful feelings associated with not solving a particular problem,
then amplifying those feelings until the potential client is so uncomfortable they'll do
almost anything to change the way they feel. I think people spend enough time
feeling bad as it is, so I'm not a big fan of that approach unless someone's in total
denial about their situation, but it is effective.
As you remember the core feeling you felt when you did the first exercise, you
probably recognise that this tip reveals one of a number of powerful keys to increase
your influence power and increase your own levels of success and fulfilment. . If
you'd like to find more ways to do that, check out Ethical Influence with NLP , a
recording of a three-day training, where you’ll discover the rest of the secrets of
influence in an entertaining, engaging and practical fashion.
©2006 Jamie Smart
All Rights Reserved
11
www.saladltd.co.uk
By Jamie Smart
#3 – Benefits Galore
People don't want things and experiences so much as the feelings they think those
things and experiences will give them. So what can you do with those feelings once
you've uncovered them. There is only one reason why anyone refuses to do what
you want them to do, and that reason is... 'benefits'.
Just like people don't want things and experiences so much as the feelings they think
those things and experiences will give them, people don't buy products and services
so much as the benefits they perceive those products and services as offering them.
Take (for example) Salad's Irresistible Influence Cards
I could tell you that our cards:
 Use the most powerful Ericksonian language patterns for persuasion & influence
 Are printed on casino-quality playing cards
 can be used to play games
Features – no-one cares!
These are features. But guess what? NO-ONE CARES! What people care about is how
these things benefit them, how they connect with the core feelings that matter to
you!
Whenever you set out to influence someone, they are internally asking the question
"What's in it for me?" What's in it for them is "benefits".
What’s in it for me?
Notice how different it is when I tell you that our cards:

Make it so you can effortlessly get people to want to do what you want them to
do, leading to greater success, more money, better relationships and more
fulfilling experiences.
Are fun, so you'll have a great time learning new skills quickly, easily and
automatically, so you spend less time stressed out and more time feeling good
with the people who matter to you, and feeling excited about how you'll be able
to use what you've learned automatically.
While this seems simplistic and obvious, the reality is that the majority of would-be
influencers focus on the features (what matters to them) rather than the benefits
(what matters to the person or people they're setting out to influence).

1)
Identify something you'd like to influence someone to do (whether it's buy
something, tidy their room, take you to dinner etc). Then ask yourself "What
will that do for them? What's in it for them?
Until you get to something that's really important to them, they probably aren't
going to do the thing.
©2006 Jamie Smart
All Rights Reserved
12
www.saladltd.co.uk
By Jamie Smart
Of course, the most powerful benefits are the ones that connect with core feelings
(remember last week's tip?)
2)
Identify the features of something you want to influence people to buy / do /
etc. Then for each feature, ask yourself "What will that do for them / give
them?" or "Why would that be important to them?" Keep asking the question
until you get to something you think will genuinely motivate them.
You are probably already aware that this tip reveals one of several powerful keys to
increase your influence power and increase your own levels of success and fulfilment.
If you'd like to find more ways to do that, check out Ethical Influence with NLP , a
recording of a three-day training, where you’ll discover the rest of the secrets of
influence in an entertaining, engaging and practical fashion.
©2006 Jamie Smart
All Rights Reserved
13
www.saladltd.co.uk
By Jamie Smart
#4 – The Ultimate Influence Tool
So far in this ebook, we’ve looked at a number of the secrets of influence:
Eliminating neediness, finding out what the other person wants, and stacking up the
benefits until they’re drooling with desire. As you practice these, you’ll find yourself
becoming more and more influential. However, there’s a simple technique that you
can use throughout this process to build rapport, establish credibility, melt
resistance, and generally get the person to want to do what you want them to do. In
fact, this is probably the one thing that all great influencers do that gets them results
that are many times greater than their colleagues. The greatest influencers are
masters of telling stories.
Oral tradition
You see, stories have a very special place in human neurology. While language has
been around for between 30,000 and 100,000 years, the printing press has been
around for less than 600 years. Until very recently (the last 100 years or so), most
people in the West couldn’t read or write. The only way information got passed
around was orally, via stories.
Think about it. Stories were the form by which all the key information about survival,
tribal customs, rules and roles got passed on. As human beings, we are designed to
pay close attention to stories, and to make sense of them (all the people who didn’t
pay attention to stories struck up friendships with big bad wolves & gingerbreadhoused witches and were subsequently eaten).
And how do we make sense of stories? By finding references from our own
experience. For example…
I remember the first personal development audio I ever bought was a set of Richard
Bandler tapes. I was doing my Practitioner training at the time, and I kept thinking
about how I wanted to keep on learning this amazing stuff long after the course had
finished. This was exacerbated by the trainers doing all sorts of ambiguous
embedded commands, saying “By our products” & “By now” and the like. I
spotted the tapes on the first day of the training (along with the £100 pricetag), and
I wrestled with the decision each day. It seemed like a big investment, but I really
wanted it. Finally, after waivering for days, I said to myself “This is an investment
in yourself. You’re worth it, so make a decision.” I bit the bullet and bought the
recordings. When I look back at that decision, nearly 10 years later, having listened
to the tapes literally hundreds of times, I’m able to see that it was a sound one. That
investment has repaid itself many times over, and is part of what formed the
bedrock of what I do for a living today (though I had no way of knowing that then).
Now, as you read the little story above, you’ll have gone inside your own experience
to make meaning of the words, phrases and ideas it contains.
Have you ever noticed how when you tell someone a story about something that
happened to you, they’ll often tell you something similar that happened to them?
This is because they’ve activated all those memories and ideas in order to make
sense of your story.
©2006 Jamie Smart
All Rights Reserved
14
www.saladltd.co.uk
By Jamie Smart
So how can this be useful for influence?
Well, in a number of ways, but lets just focus on one of them… taking off armour.
Get them to take their armour off
When you’re setting out to influence someone, they often have their ‘armour’ on. You
can’t just say “Take off your armour and listen to what I’m saying” because…
that’s the whole point of armour!
But when you start telling a story, something amazing happens. People go into what
I call the ‘milk & cookies’ state.
Stories are a reminder of childhood, and listening to stories unconsciously takes you
back to those early days, when you were more open to possibility.
People let their guard down and go “It’s OK – he’s just telling us a story.” As they
listen to you tell the story, they relax, and their unconscious mind absorbs the
patterns and suggestions that the story contains.
For instance, in the story above, I embedded the commands “Buy our products”
and “Buy now”, but because it was in the context of a story, your conscious mind
probably didn’t object to it. Cool huh!
I’ll be talking more about stories in the weeks ahead, but in the meantime, make a
decision to become a master story-teller. It’s the most powerful influence skill you
can get!
Of course, there are many more powerful things you can do with stories (and much
more subtle embedded commands than the obvious “Buy now” variety). The fastest
way to learn embedded commands for influence is by using our Irresistible Influence
Cards – check ‘em out!
©2006 Jamie Smart
All Rights Reserved
15
www.saladltd.co.uk
By Jamie Smart
#5 – Your Most Powerful Influence Tool
I was having a chat with someone recently who had an incredibly deep & resonant
voice. The things he was saying to me were all the more persuasive because his
voice felt good to listen to. Now, I was coaching him, so it didn’t actually suit me to
be persuaded by what he was saying at that moment. As soon as I realised what
was happening (about 30 seconds in… I think!) I snapped out of it and started
listening to him in a different way. But I was struck once again by just how powerful
your voice is as a tool for persuasion.
Your most powerful tool
Your voice is probably your most powerful tool as a persuader. Your ability to speak
with flexibility and control can have dramatic results. You can practice learning to
control & vary your…






Tone
Pitch
Rate
Rhythm
Volume
Timbre
and many other vocal qualities.
1.
Choose a vocal quality (eg. rate of speech) and vary it. Go to the extremes
(eg. see how fast you can talk, how slow you can talk etc.) Do this for each
of the vocal qualities in the list above.
As you start to listen more closely to other people, you will begin to recognise the
differences in the ways they speak. Matching their voice characteristics can be
powerful for building rapport, and is usually outside a person’s conscious awareness.
2.
Once you have established that you can vary a particular vocal characteristic,
practice using it the next time you are on the phone with someone to get
rapport.
©2006 Jamie Smart
All Rights Reserved
16
www.saladltd.co.uk
By Jamie Smart
Command tone down
The pitch & tone of voice you use toward the end of a sentence determines at a deep
unconscious level what ‘kind’ of sentence it is:



Rising pitch () gets processed as a question.
Level pitch () gets processed as a statement.
Descending pitch () gets processed as a command.
Which do you think is most useful to use when making suggestions to the people you
wish to influence?
3.
Practice saying a sentence (Eg. “Have you got any questions?”) with a rising
pitch, then a level pitch, then a descending pitch.
The descending pitch opens up the ‘command module’ in someone’s brain. People
are more likely to do what you want them to do if the request is made with a
descending pitch, because their brain will process it as a command.
4.
Identify the things that you want others to do in persuasion situations, then
check what pitch you’re using.
Practice making those requests using
‘command tone’ then notice what a difference it makes.
I was running a one-day session on NLP for a branding agency last year, and I told
them about command tone. One of the participants was from Australia, and asked
what effect the characteristic antipodean ‘question tone’ would have. I replied “It
won’t have any effect at all?” with a rising voice tone, and she got the point. If you
want people to follow your instructions, command tone down will make it more likely
to happen.
More advanced
Practice using ‘command tone’ on every word within a sentence, so the overall effect
is like a series of waterfalls. The impact on the listener is significant. Start having
fun expanding your repertoire of voice tones, pitches, rates (mimicking cartoon
character voices is a great source of inspiration.) And remember… practice, practice,
practice… (repeat with descending voice tone.) You can hear this demonstrated on
Ethical Influence with NLP , with other powerful vocal techniques.
©2006 Jamie Smart
All Rights Reserved
17
www.saladltd.co.uk
By Jamie Smart
#6 – The Magic of Reasons
In the 1970s, a researcher carried out a revealing experiment. They approached
people who were queuing to use a photocopier, and said the following:
“Excuse me, I have five pages. May I use the machine because I am in a
rush?”
More than 90% of the time, the person they asked let them go in front. They did
another experiment saying the following:
“Excuse me, I have five pages. May I use the machine?”
This time, only 60% of the people they asked let the go in front of them.
researcher thought that it was the “because I am in a rush” that
difference. But then they experimented with other ‘reasons’ (even as
nonsensical as “because I have to make some copies”) and they still were
more than 90% of the time.
At first the
made the
seemingly
let in front
Just by adding the magic word “because” to their request, they increased the chance
of it being granted by over 50%. Isn’t that amazing?!? And why is it like this?
Because people love to have reasons for things.
It works because people want a reason
People love to have reasons for things, because it makes them feel secure. We live in
a chaotic world, and part of the magic of the human nervous system is that it
superimposes a grid of certainty & security on this chaotic world. When you give
someone a reason for something, their brain goes “Oh good, as long as there’s a
reason”. The astonishing thing is, it doesn’t even really matter what the reason is,
because the critical faculty of the brain is not quite as critical as you might expect.
You can use this incredibly easily to increase the likelihood of someone complying
with a request. For instance, if a person is interested in becoming more influential, I
might say
“Our Irresistible Influence Cards will make you hypnotically persuasive”
Compare that with the following:
“Our Irresistible Influence Cards will make you hypnotically persuasive, because
they’ve been modeled on the patterns of influence professionals who earn millions of
pounds.”
Which is more powerful?
1)
Think of a request you would like to make to someone, whether they be a
client, friend, family member or stranger. Write out the request in a single
sentence.
©2006 Jamie Smart
All Rights Reserved
18
www.saladltd.co.uk
By Jamie Smart
When you think about it, we all make requests every single day, because that’s a
part of communicating with our fellow human beings.
Examples requests include:
-
Would you like to go to the cinema with me
I’d like you to take the dog for a walk
Purchase this product today
Will you cook me dinner
Please give me a back rub
2)
Brainstorm some reasons why the person should comply with your request,
and then join them to your request with the magic word “because”.
- Would you like to come to the cinema to me, because there’s a movie I think you’ll
really enjoy.
- I’d like you to take the dog for a walk, because he needs some exercise.
- Purchase this product today, because you’ll experience the benefits immediately.
- Will you cook me dinner, because I’m really hungry.
- Please give me a back rub, because they feel really good.
People love reasons, so give them one!
Imagine. Just by adding the ‘because’, you increase the likelihood of your request
being followed by over 50%, because people love to have reasons for things.
Reasons also make statements more plausible, because the same principles apply.
(If you doubt this, just re-read the last two sentences)
NB. If the likelihood of someone complying with a request is approaching zero, then
increasing it by 50% still leaves it at zero. For instance, I have long let it be known
that I’m willing to give Uma Thurman one of my patented almond oil massages at no
charge, because they’re very relaxing, but I still haven’t heard from her (Uma, if
you’re reading this, the offer’s still good).
Nevertheless, in any situation where there is a reasonable expectation that your
request will be followed, you can massively increase the likelihood just by tagging on
a “because” reason (this is referred to by hypnotists as a cause-effect pattern). Our
Irresistible Influence Cards include multiple variations on this cause-effect pattern,
so that you can weave them seamlessly into your language. This means that you
don’t have to say ‘because’ all the time, and can instead incorporate patterns to
make your requests sound even more natural and easy to agree with.
©2006 Jamie Smart
All Rights Reserved
19
www.saladltd.co.uk
By Jamie Smart
Business Essentials
Giving people reasons for things is always a good idea, because it’s part of how
human beings are wired up. Whether you’re writing marketing material, internal
communications, selling people on your ideas or getting them to buy your services,
the fact that you are communicating with human beings means that using the
principles of influence is essential (at least if you want them to take certain actions).
If something is worth asking someone to do, it’s worth giving them a reason to do it,
because it increases the likelihood of them doing it by more than 50%.
Imagine if the likelihood of people complying with every request you made was
increased by 50%. What would that do for your business? Why not find out, because
you have nothing to lose & everything to gain!
©2006 Jamie Smart
All Rights Reserved
20
www.saladltd.co.uk
By Jamie Smart
#7 – Use Embedded Commands
I once heard a story about the famous D-Day invasion in World War II. It related to
the French Resistance, the secret network of brave individuals who (among other
things) made life difficult for the Nazis and helped British forces who had been
stranded in France by smuggling them out of the country and safely home.
As you can imagine, this was extremely dangerous work, and the network needed all
the information they could get. Unfortunately, all radios were banned (people created
home-made radios, but were shot if found with them), and the Nazis monitored all
incoming radio messages rigorously. The solution to this problem was the BBC, who
loaded particular radio broadcasts with secret messages, innocuous to the casual
listener, but filled with vital information to those individuals who knew what to listen
out for. These secret messages were how the French Resistance were informed of
the date and plans for the D-Day landings.
I loved the idea of these seemingly innocuous messages carrying vital, hidden
information, and it’s one of the things that I still find amazing about NLP. When
Bandler and Grinder modelled Milton Erickson (world’s greatest hypnotherapist) they
found that he embedded messages in ordinary speech that wasn’t ‘heard’ by the
conscious mind, but was heard by the unconscious. In NLP, these messages are
referred to as ‘embedded commands’, and they are one of the coolest techniques
I’ve ever seen for communicating with someone’s unconscious mind.
Erickson evolved his approach so he could deliver positive messages to his clients,
messages they might resist if they were to hear them consciously. I’m sure you can
think of many situations where, no matter how positive your intention, a person will
resist your message if they are conscious of it. These are situations where you can
learn to use embedded messages.
There are many examples of embedded commands, so let’s have a look at a few:
©2006 Jamie Smart
All Rights Reserved
21
www.saladltd.co.uk
By Jamie Smart
Quotes
This is one of my favourites. When Bandler said “Learn to use quotes” he wasn’t
joking, because when you’re quoting someone else, the person you’re speaking to
tends to treat it almost as a story. Your unconscious, of course, will tend to process it
as a direct instruction.
Negation
When you negate something, the person is less likely to resist. “Don’t focus only
on the benefits of my product, because it’s important to take a balanced
view.” If I wanted you to practice using this pattern, but I thought you might resist,
I could say “Don’t practice this pattern too much.” In so doing, I’ve managed to
deliver the ‘practice this pattern’ message, say I’m not telling you to do it, and
presuppose that you will be practicing it to some extent. If you’re the resistant sort,
you might even go “I’ll practice it as much as I want, and you can’t stop me!”
What happens…
Another personal favourite. “What happens when you imagine becoming really
good at this?” I’ve just asked you a question, but to answer it, you have to imagine
becoming really good at this! Cool, eh? What happens when you imagine the
benefits our products will give you? By the time you’ve finished the sentence,
the process has already started.
How does this work?
There are a number of factors at play with this. If I say “Don’t think of a purple
zebra”, you have to think of one just to understand what I’ve said to you. Your
unconscious is responsible for translating each word into a set of representations
which have meaning. So when I say “What happens when you imagine
becoming highly skilled at this?”, your unconscious has typically done it by the
time you’ve ‘understood’ the sentence.
Add to this the fact that your unconscious processes statements directly (ie. Without
regard to context), and that your unconscious can track all the little signals (body
language, voice tone etc) and make connections between everything that’s going on
and hey presto! You’ve got embedded commands. The conscious mind tends to get
‘hypnotised’ by content. This leaves you free to interact directly with the unconscious
mind. Using our Irresistible Influence Cards, you can wire in the ability to use
embedded commands by playing cards.
©2006 Jamie Smart
All Rights Reserved
22
www.saladltd.co.uk
By Jamie Smart
#8 – Eliminate Objections Before They Arise
In the Steve Martin comedy, “The Man With Two Brains”, an evil serial killer is at
large, murdering prostitutes by injecting them with window cleaner (I swear it’s a
comedy!) At one point, the killer lures a devastatingly attractive woman to his hotel
room, where he proceeds to tell her, in darkly menacing tones, about the horror he
plans to commit. In the most screechy, scratchy, high-pitched, whining tone of voice
you can imagine, she replies “I don’t mind.” When I saw this film at the cinema, the
audience collapsed with laughter. Her whining voice tone was at such odds with her
beauty that the result was hilarious.
One of the most powerful tools for persuasion and influence we each have is our own
voice. A person’s voice can be extremely expressive, and changes in voice tone, pace
and pitch can convey an enormous amount of information that is not contained in the
content (ie. The actual words someone is saying). For this reason, NLP Practitioners
are taught how to use their voices to generate positive responses in other people.
But fewer people learn the power of whining.
Objections
Let me explain. Everyone who has set out to persuade another person, whether
professionally or otherwise has run into objections. Objections are a person’s reason
not to do what you’re endeavoring to persuade them to do. Dealing with objections is
a natural part of the persuasion process, and you have a choice about when to deal
with them. They tell you about what your influence subject is thinking, & can give
you information about their needs. You can deal with objections…


before they arise, or…
after they arise
Dealing with objections before they arise
The great advantage of dealing with objections before they arise is…they don’t arise!
Here’s how you do it:

Predict the objection or objections that your influencee is most likely to have,
then…

State the objection in an unpleasant tonality (whining, for instance), eg. “Some
people say ‘eeeehhhh that’s so much money’ but I know that you’ll appreciate the
great value that you’re going to get from this.”
(Throughout this tip, when you see something in normal italics, hear it in a whining
tone of voice).
It’s as simple as that. Unconsciously, no-one wants to associate themselves with the
whiny voice, so they disassociate themselves from their objection. I’ve taught this
method to a number of people, and some of them say – “I can’t imagine myself
using that silly tone of voice when I talk to my clients”, but I know that you can
already appreciate just how powerful this is going to be for you. NB – This is one
©2006 Jamie Smart
All Rights Reserved
23
www.saladltd.co.uk
By Jamie Smart
place where bad tonality is really important – this method of inoculating against
objections relies on it.
Some people like to state the objection in a silly or funny tone of voice, and that will
have a certain amount of impact. But the real power comes when you allow yourself
to make the tonality painful. You know those people who have a voice like a dental
drill? This is the ultimate tonality to use for whiny voiced inoculation.
1)
Identify an objection that you have had from someone, or that you regularly
get. Then state it in a painfully whiny voice.
Any objection will do:





“It’s too expensive”
“I haven’t done that before”
“It’s not a good time right now”
“I’m too busy”
“It’s too risky”
When people buy our products, I recommend that they practice the new
techniques and approaches they learn on a daily basis, because practice is the
foundation of a high level of skill. Before I even mention it, though, I say “When I tell
people I want them to practice, some of them say ‘Oh no, practicing is hard’, but I
know that all of you will recognise the benefit when you build an exquisite level of
skill.”
2)
Find a way to put the objection in the middle of a longer sentence, only
whining on the ‘objectionable’ bit.
Examples might include:

Some people say “It’s too expensive”, but I know that you can appreciate what a
valuable investment in your future this is.

More timid people say “I haven’t done that before”, but I know that you have a
passion for adventure.

Some people say “It’s not a good time right now”, but I know that you can see
just how important it is to get this done promptly.

Disorganised people often say “I’m too busy”, but I know that you recognise the
value of taking time for the important things.

There’s always someone who says “It’s too risky”, but I know that you recognise
you have to speculate to accumulate.
©2006 Jamie Smart
All Rights Reserved
24
www.saladltd.co.uk
By Jamie Smart
3)
Brainstorm a list of the objections you get most frequently (most front line
salespeople get the same 5 or 6 again & again). Then practice using whinyvoiced inoculation to eliminate them.
Experience shows that you can actually be quite outrageous with this stuff, so find a
friend to practice with until it becomes natural for you. The, try it out in some bona
fide influence situations.
If you want to find out how to deal with objections after they arise, it’s one of the
subjects covered in our CD set, Ethical Influence with NLP This is a complete
recording of a 3-day training we ran last year, and it covers lots of the areas that are
too advanced to include in the tips. Just go to Ethical Influence with NLP to get more
information and place your order now.
Business Essentials
Business contexts are where I use this technique most frequently. Some people say
to me “I can’t believe you use this with business people”, but you’d be stunned at
what you can do when you are congruent & believe in what you’re offering.
©2006 Jamie Smart
All Rights Reserved
25
www.saladltd.co.uk
By Jamie Smart
#9 – Use the Power of Negation
Don’t think of a purple rhinoceros. Don’t imagine it wearing a top hat and tapdancing on a tightrope. While wearing a tutu.
Difficult isn’t it. That’s because negatives (the “don’t” in this case) are processed
differently in language than they are neurologically. This is because the unconscious
mind turns words into internal experiences (images, sounds, smells, tastes &
feelings) in order to make sense of them. When I say “Don’t think of a purple
rhinoceros”, you need to think of one just to understand what I’m telling you not to
think of. (There is one situation where I can say “Don’t think of a purple rhinoceros”
and you won’t – I’ll tell you at the end of this tip.)
The great news is, you can use this to great effect for persuasion & influence.
I’m not going to tell you how to get a big discount…
As human beings, we’re alert to people trying to impose their will on us. We have a
natural resistance to being persuaded. One of the most powerful things about
negation is that it can allow someone to relax their resistance. If I’m negotiating with
someone, and I say “I’m not going to tell you to give me a big discount, because that
would be rude”, a couple of interesting things happen: first of all, the “not” lets them
relax – I’m not going to tell them, so they don’t have to resist. Secondly, I plant the
idea of them giving me a big discount in their mind. This is one of the quickest and
easiest ways of using negation in you favour. A few more examples:

I’m not going to tell you to come on our trainings, because that’s a decision
you have to make for yourself.

I’m not going to tell you to buy our products, because you can make your own
mind up.

I’m not going to tell you to have a lot of fun with this pattern!
This next section may not be relevant to you
When I say something may not be relevant to a person, it makes them pay extra
attention so they can see whether it’s relevant or not. They may even polarity
respond and go “Oh yeah! I’ll be the judge of what is & isn’t relevant to me” and pay
extra special close attention.
Examples:

This may not be relevant to you, but a telesales company used one of the
patterns on our influence cards to double an agent’s success rate.

This may not be relevant to you, but our products have helped other companies
just like yours to hit their targets.

This may not be relevant to you, but many people have had a lot of fun becoming
more influential by using this pattern!
©2006 Jamie Smart
All Rights Reserved
26
www.saladltd.co.uk
By Jamie Smart
Business Essentials
The language of influence is absolutely key in business, whether a person is in a
frontline sales role, leading and managing others, or looking to improve relationships
with their colleagues.
The examples in this week’s tip have been taken from our Irresistible Influence
Cards.
Oh, and the situation where you say “Don’t think of a purple rhinoceros” and the
person doesn’t? That’s what happens if they don’t know what a rhinoceros is, of
course!
©2006 Jamie Smart
All Rights Reserved
27
www.saladltd.co.uk
By Jamie Smart
#10 – Keep Developing Your Language Skills
As you may already be aware, our Irresistible Influence Cards have been making
quite a splash. In fact as you sit reading this, our valiant admin team are packaging
up card decks and mailing them all over the world (well it’s happening as I sit writing
this, anyway!) Some people have already received their cards, and I’ve had emails
saying all sorts of nice things, so to say thank-you to all our fans, I thought I’d send
out some additional tips on how you can use hypnotic influence language more
fluently. So I present my top tips for using hypnotic language, whether you’re doing
formal hypnosis, sales, influence, or just helping someone to feel good about
themselves:
1)
Get into rapport
Hypnotic influence language works at an unconscious level, so it’s a good idea to get
someone’s unconscious mind to pay attention before you start. One way to get that
attention is to get into rapport with them. You can mirror their posture, match their
voice pace, or any other observable behaviour. If you want them to go into a trance,
you can even talk on their out-breath (this is an incredibly powerful way to get
someone into an altered state, so only do it under safe conditions).
Human beings are more likely to follow an instruction from someone they trust. If
someone is able to get into rapport with me, I’m much more likely to respond to
suggestions they make.
2)
Relax and let go
Relax. When you’re in rapport with someone, they’re more likely to pick up on how
you’re feeling. When you feel relaxed, then you’re able to be intentional about the
states you go into. One of the most paradoxical ways of becoming more influential is
to let go of the need for what you’re doing to actually work. This is sometimes called
detaching from result. When you detach from result, you become more attractive to
other people, which means they become more likely to follow your suggestions.
4)
Practice, practice, practice
Practice is the mother of all skill. When you practice, you give your unconscious the
chance to learn to do something automatically. Once it’s automatic, then the results
you get increase exponentially, because your conscious mind is no longer getting in
the way. The ways I’ve found to practice include:

Write out examples of language patterns

Transcribe audio recordings of people using language patterns (nb. the more
subtle the person is, the closer you need to listen)

Analyse audio recordings, transcripts or written material using hypnotic language.
©2006 Jamie Smart
All Rights Reserved
28
www.saladltd.co.uk
By Jamie Smart

Play games (Eg. by using Irresistible Influence Cards)

Use the patterns in your interactions, and notice what results you get
5)
Cultivate a slow head nod
Believe it or not, if you’re in rapport with someone and you nod your head, the other
person is likely to do the same thing. Every time the person nods their head, it send
an unconscious yes signal through their nervous system. This will continue to
develop the process of building agreement. If you want to really crank it up, you
could add a tag question, couldn’t you? (Tag questions are those little mini-phrases
like ‘isn’t it’, ‘can’t you’ etc that are very tricky to disagree with, aren’t they?)
6)
Have fun
The fact is, people learn more when they’re having fun. The more you can create a
sense of fun and possibility for yourself around learning, the more quickly you can
develop a deep level of skill. That’s why we created Irresistible Influence Cards in the
first place: because we know that when you’re having a good time, you learn five
times as fast. On our NLP Practitioner training, we use games and other forms of
Superlearning to ensure that people have a great time while learning more than you
ever thought possible. So find ways to have a great time while you’re learning, and
your skill level will go through the roof!
So, those are my tips, in no particular order. Now I wonder how much fun you can
have putting them all into practice?
Business Essentials
Do you know what the number one method for communication in modern business
is? Language. Face to face, on the phone, via email, letter, or even videoconference.
Regardless of the medium, language (both verbal and non-verbal) is still the number
one way we can convey our thoughts, needs, and desires to other people.
Yet very few people in business choose to focus on how they use language. The fact
that language is the single most prevalent communication method means that a
small investment in your language skill can yield a massive result. And the fact that
so few people are actually alive to the power of language means that this can give
you an extraordinary advantage. So my number one business essential? Develop
your language skills.
©2006 Jamie Smart
All Rights Reserved
29
www.saladltd.co.uk
By Jamie Smart
More Information
salad
the influence collection
“Discover How You Can Become Irresistibly
Influential, Before Your Competition Do”
Ethical Influence with NLP
You may have heard that NLP is particularly powerful in the areas of
communication and influence. You may be aware of some of the astonishing
results that NLP can deliver. Now is your opportunity to harness its
power for yourself, and use it to attract more of what you want into your
life. By the time you finish listening to the recording of this three-day
intensive workshop with Jamie Smart, you will be able to:
• Build rapport in moments, then lead people where you want to take
them
• Get people to tell you exactly what you need to do to persuade them
• Use hypnotic influencing skills to press their "buy this now" buttons
• Get the 6 principles of influence to work for you, rather than against
you
• Captivate people’s attention and lead them into an ideal persuasion
state
• Use the secrets of subliminal persuasion ethically, & stop them being
used against you!
• Turn hesitation into motivation and take decisive action.
BUY NOW to receive this AMAZING OFFER:
1. Ethical Influence with NLP Audio (CD or Download)
2. Irresistible Influence Cards
3. FREE BONUS of 4 E-Books - Ethical Influence with NLP Manual, n
The Top 25 Influence Tips, The Top 10 Secrets of Ethically
Outrageous Influence & Persuasion for the Salesman.
Price:
Download Bundle : £77.00
Click Here to Order Now
CD Bundle
Click Here to Order Now
: £107.00
(VAT & Shipping charges
added where appropriate)
Get it RISK-FREE
with the
salad
guarantee!
You can get yours now at www.saladltd.co.uk or ring
0845 650 1045 to place your order right away
©2006 Jamie Smart
All Rights Reserved
30
www.saladltd.co.uk
By Jamie Smart
salad
"The Hidden Communication Keys That Separate
Failure From SUCCESS"
The Language of Influence
We live in a busy world, and everyone has needs, wants and desires. It's
been said that if you help enough other people get what they want, you can
have whatever you want. And what's the key to helping other people get
what they want?
INFLUENCE!
Influence is the key. Influence is the master skill, and it's at the heart of
successful communication, whether you’re selling an idea to your friends, or
a six-figure deal to a blue-chip company. As you become increasingly
influential, you will improve:
•
•
•
•
The quality of your relationships with others.
•
The amount of happiness and freedom you experience in your life.
The wealth & material success you enjoy.
Your ability to reach your goals (and appreciate them once you have).
Your ability to influence yourself to be who you are and do what you
love.
"I highly recommend this to anyone who would wish to refresh communications
skills, learn new ways to influence people and get a overall confidence boost.
Jamie is an excellent trainer, I really noticed learnings for days and weeks after
the end of the workshop that have now become useful in everyday life for me"
Jon Daniels, Business Manager
Price:
Download
£47.00
Click Here To Order Now
CDs
£67.00
Added where appropriate)
Get it RISK-FREE
with the
salad
guarantee!
You can get yours now at www.saladltd.co.uk or ring
0845 650 1045 to place your order right away
©2006 Jamie Smart
All Rights Reserved
31
www.saladltd.co.uk
By Jamie Smart
salad
“The Fast, Fun Way You Can MASSIVELY
Increase Your Influence Power”
Irresistible Influence Cards are geared towards winning business, and
bringing people around to your way of thinking. They are focused on
discovering people's wants, needs and desires and then using language in
the most influential way to get them to buy your ideas, products or services.
Jamie has been using the patterns of persuasion and influence for years to
get great results. Now, with Salad, he is taking the most powerful patterns
he's found and is choosing 52 of them for the Irresistible Influence CardsTM.
By using these cards, you will:
•
Learn the patterns of persuasion.
•
Become a far more influential communicator.
•
Close more deals, make more sales, and persuade more people.
•
Get people to want to do what you want them to do.
•
Have a blast learning to be irresistibly influential
“Put simply: if you want to become really good with language, these cards
will help you greatly to do it!!! Wouldn't it be nice if there was a fun,
enjoyable way of mastering language patterns? Now there is.”
Owen Fitzpatrick - Master Trainer of NLP
Price:
Irresistible Influence Cards
£19.95
added where appropriate)
Get it RISK-FREE
with the
salad
guarantee!
You can get yours now at www.saladltd.co.uk or ring 0845
650 1045 to place your order right away
©2006 Jamie Smart
All Rights Reserved
32
www.saladltd.co.uk
By Jamie Smart
Free Stuff
salad
free stuff
At Salad, we are committed to your learning and development, so we want you to
have great stuff. Part of our strategy involves giving our best stuff away, so here are
some links to some of our best stuff.
You can have all this for free!
Jamie Smart’s NLP Tips
An e-zine chock full of great NLP related tips you can put into practice right away, as
well as links to Salad courses & products, as well as a free e-book worth £19.95, ‘10
of the Coolest, Most Powerful & Useful NLP Techniques I’ve Ever Learned.’
Sign up for yours free now at http://www.saladltd.co.uk/1.htm
NLP Coaching Tips
Learn secrets that most people (including most NLP Practitioners!) don’t know about
NLP coaching. These tips (soon to be published) will give you details every week of
practical techniques, ideas and approaches you can use to get great coaching results.
In addition, you’ll get a free e-book worth £19.95, ‘The Top 10 Secrets of NLP
Coaching Language’.
Irresistible Influence Language Course
Sign up for this FREE 1 year Irresistible Influence Course (a £29.95 value) for a
weekly dose of influence language, as well as a free e-book worth £19.95, ‘The Top
10 Secrets of Ethically Outrageous Influence.’
Unconditional Happiness Tips
Every week, you’ll receive a quick reminder of the principles that will help you to
experience more happiness, joy and freedom in every area of your life, as well as
more of the things and experiences you desire. In addition, you’ll get a free e-book
worth £19.95, ‘The Top 10 Secrets of Unconditional Happiness’.
Hypnotic Language Course
Sign up for this FREE 1 year Hypnotic Language Course (a £29.95
value) for a weekly dose of hypnotic language, as well as a free e-book worth
£19.95, ‘The Top 10 Secrets of Conversational Hypnosis’.
Sign up for your free stuff now at www.saladltd.co.uk
©2006 Jamie Smart
All Rights Reserved
33
www.saladltd.co.uk
By Jamie Smart
About the Author
Jamie Smart is the Managing Director of Salad Seminars Ltd,
as well as the principal trainer. He spent much of the
nineties leading large, mission-critical business projects and
change programmes. In the process, he found that
individual change is the key to collective change, and
became fascinated with helping people achieve the results
they want. This fascination led him to NLP, and he has spent
from 1996 to the present day learning from the finest
teachers and materials, and applying what he’s learned.
Jamie is an NLP Master Practitioner and is licensed by
Richard Bandler and the Society of NLP as a Trainer of
Neuro-linguistic Programming (NLP).
Jamie is author of The NLP Tip, an e-zine which goes to thousands of people around
the world each week (available from www.saladltd.co.uk), as well as the creator of
Ericksonian Hypnosis CardsTM and many other products.
He lives in Leicestershire (UK). When he isn’t helping other people get what they
want, he likes going for long walks in the woods, listening to music and reading.
Acknowledgements
I’ve been fortunate to learn from a number of great NLP Trainers and other
innovative thinkers and teachers. Thanks to anyone whose efforts have made their
way into this work.
Specific thanks to…
•
•
•
•
•
•
•
•
•
Richard Bandler
John Grinder
Joseph Riggio
Eric Robbie
Jo Cooper
Peter Seal
Timothy Leary
Marianne Williamson
Michael Breen
• Sháá Wasmund
©2006 Jamie Smart
All Rights Reserved
•
•
•
•
•
•
•
•
•
34
Robert Dilts
Sid Jacobson
Jonathan Altfeld
Robert Anton Wilson
Ian Watson
Michael Neill
John La Valle
Paul McKenna
Christina Hall
www.saladltd.co.uk

The Top 10 Secrets of Ethically Outrageous Influence

Transcription

Similar documents

KNIT SMART STEPHANIE PEARL-McPHEE

About Dr. Jamie Turndorf (aka Dr. Love) About “Ask Dr. Love” Radio

October 2014

our faculty hiring brochure

minestrone soup

Datasheet Pelton - Global Hydro Energy

Look. Donʼt touch.

Armed for Spiritual Warfare

John 1:16 - High Point Christian Academy

Pimp my Ride!!