In the realm of influence and sales, the strategic use of language can significantly enhance your persuasive abilities. One powerful technique involves employing hidden commands within everyday conversations. This can be achieved by subtly isolating a key command or suggestion, perhaps through a momentary pause or a slight shift in vocal tone, before seamlessly returning to the regular flow of the discussion.
Consider this scenario: while showcasing a car, you might say, “This vehicle boasts 30 miles per gallon on the highway, a detail you’ll undoubtedly (pause) appreciate during the test drive.” This indirect approach subtly prompts the individual to envision themselves taking the car for a spin.
Another effective method involves the use of “Weasel Words,” phrases inspired by the techniques of Milton Erickson, a renowned hypnotist. Erickson was known for his ability to guide individuals into a trance-like state without explicit commands. Instead, he would subtly weave the idea of relaxation into his speech, allowing individuals to naturally drift into that state.
Weasel Words operate by gently embedding suggestions within a conversation, making them less direct and potentially less confrontational. For instance, instead of directly instructing someone to “Consider why you want to do this,” you might phrase it as, “I’m not entirely sure how deeply you can consider why you want to do this.”
This approach avoids a direct command, focusing instead on the degree to which they might contemplate their motivations. The listener’s mind, in processing the statement, inevitably engages with the reasons behind their desires. By using Weasel Words, you bypass potential resistance, as there is no overt command to object to. To effectively implement these phrases, it’s crucial to first define your desired outcome.
In a therapeutic setting, if the goal is for a client to relax, you might say, “A friend once shared that it’s entirely possible to simply become relaxed.” This avoids directly instructing the client to relax, instead framing it as a secondhand observation.
Similarly, in a sales context, you could say, “I wonder if now might be the opportune moment for you to acquire this computer.” The possibilities are vast, with countless Ericksonian phrases adaptable to various outcomes. Here are some examples to inspire you, and I encourage you to develop your own:
Weasel Words Examples:
* After you come to…
* After you’ve…
* As a whole new way of thinking opens up…
* All that really matters…
* All that’s really important…
* Allowing yourself to just naturally…
* And as that occurs, you really can’t help but notice…
* And I’d like to have you discover…
* And then, now you’ll discover…
* And you can be pleased…
* And you can really use it…
* And you can wonder…
* And you will be surprised at…
* Give yourself the opportunity to see if…
* I wonder if you’ll be pleased to notice…
* I wonder if you’ll be reminded…
* I wonder if you’ll be surprised to discover that…
* In all probability…
* If you could…
* It is easy, isn’t it…
* Perhaps you wouldn’t mind noticing…
* So now’s the time…