Sleight Of Mouth Guide.pdf

Sleight - Of - Mouth Become A Word Magician

Eliminate Any Objection Or Win Any Argument Anytime, Anywhere With Anyone. MindAuthority © 2017

Sleight Of Mouth What is Sleight-Of-Mouth? Sleight-Of-Mouth is a persuasion strategy that helps you change the meaning of a stated belief that someone gives you. There are 14 specific Sleight-Of-Mouth (SOM) Patterns, and you can use them in any order or sequence to reframe or change the meaning of the beliefs of others. SOM was concretized by the co-developers of NLP, Richard Bandler and John Grinder and they assembled these persuasive techniques by studying the work of Milton Erickson, Gregory Bateson, Virginia Satir and Fritz Pearls amongst others. Following Bandler and Grinder, Robert Dilts, further took their work and systematized into a schematic that makes it easy to practice, learn and master.

How it works? Just about every statement that someone makes is not necessarily true, it’s simply a belief statement. What you’re going to learn is how to use any of 14 specific patterns to change and shift the beliefs of others.

Almost EVERY belief is a false statement: I can’t (because) Only others can I don’t have time I don’t have money I’m not ________ (good enough, etc)

Who Is SOM For? 1. 2. 3. 4. 5. 6.

Sales Pros - Eliminate Objections Entrepreneurs - Eliminate Objections Coaches - Change Beliefs Therapists - Change Patient Beliefs Speakers/Trainers - Change Beliefs People Who Want To Win Arguments

How Most People Argue And Convince

Word-Argument Ping Pong

SOM Is Systematic Patterns What Someone Says

What Someone Believes

MOST People Address

You’re Going To Challenge

Surface V Deep Structure Communication

Structure Of Belief I really like it bu t I can’t afford it

Fill In Your Own

Money is hard to make

I’m always broke

I am looking at bank account

.

Beliefs Need Evidence And Support Saw Off Evidence Leg - Evidence Disappears Evidence Disappears - Belief Disappears

Beliefs = Cause Beliefs Precede Statements 1) 2) 3) 4) 5) 6)

I can’t loose weight because…(evidence) It’s hard to get ahead because…(evidence) Donald Trump is a great president…(belief evidence) Donald Trump is a bad president…(belief evidence) I can’t be/do/have because…(evidence) I like it but I can’t afford it…(evidence)

SOM - BELIEF EXAMPLE

“I like it but I can’t afford it, it’s too expensive.”

Sleight Of Mouth Patterns MetaFrame - What is basis of their belief? (What are they really saying?) Reality Strategy - How do they know THEIR belief is valid/true? Model of the World - Compare their belief to the belief of others (make small). Apply to Self - Use their belief to challenge their own belief. Change Frame Size - Challenge their belief in smaller or larger context. Hierarchy of Criteria - Examine belief against higher or lower values (desires). Consequence - What are the consequences of their belief? (loss)

Sleight Of Mouth Patterns Another Outcome - A different (better) outcome to challenge belief. Metaphor / Analogy - A metaphor that challenges the generalization. Redefine - Give their belief a similar but different meaning (loss) Chunk Up - Sweeping generalization about the belief. Chunk Down - Challenge specific elements of their belief Counter Example - Example that invalidates their belief Intent - What is intention/gain (behind) of the belief?

MetaFrame

Reality Strategy

So what you’re really saying is that I haven’t shown you (value/need/importance?)

It’s expensive compared to what?

Change Frame Size

Apply To Self

Model Of The World

Do you always pass up things you like, even if.... can’t afford?

Really successful business people know they need to_____.

It may seem expensive, but when you break down the price you can’t afford not to.

Hierarchy of Criteria

Apply To Self

Isn’t it more important to focus on how much this is going to make you as opposed to what it’s going to cost you now?

That belief is going to cost you ____ in the long run

Intent

Consequence

What do you hope to gain by believing/saying that?

I like it, but Redefine

It’s not a matter of liking, it’s a matter of needing.

Has there ever been a time you could not afford something and you bought it anyway? Counter Example

Chunk Down

You can’t afford it? Many What specifically are times not you comparing about $ this money, it’s about to? commitment to Chunk Up

I can’t afford it/expensive

Have you considered what this is going to cost you not to have it?

Redefine

It’s not a matter of expense, it’s a matter of being competitive. Metaphor/Analogy

It seems you want to drive A Ferrari but you want that on a CHEVY budget.

Another Outcome

The real issue isn’t whether or not you can afford it, the real issue is whether or not you want to grow your business.

BELIEF EXAMPLE

“I really like it but I can’t afford it.”

Two Very Important Things To Remember

1) Rapport 2) Tonality

Pattern 1- MetaFrame A MetaFrame is the underlying belief (real meaning) of the statement or comment. It’s a representation of what they are really saying. Belief Statement: I really like it but I can’t afford it. What they are really saying: I don’t see value. I don’t see value relative to cost. I don’t see how/why I need it. It has not been made important to me. Meta Frame Response: Challenge the basis/foundation NOT the belief itself. ASK YOURSELF: What are they really saying? RESPONSE: “So what you’re really saying is that you’re not serious about growing your business?”

MetaFrame

MEANS

I really like it Causes

but I can’t afford it.

So, what you’re really saying is you’re not serious about growing your business by investing in your ___________.

MEANS

I really like it Causes

but I can’t afford it.

Practice 1) I ran out of time today, I don’t have time for the gym. _________________________________________________ 2) People who get cancer usually die. _________________________________________________ 3) (Specific person) is the American president and exactly what America needs. _________________________________________________ 4) Add one of your own…

MetaFrame Response

What you’re really saying is ________.