Contexto estadounidense

the e the e

the e----books books books books

This is the last section of the e-books. I have ended by including a number of examples. I haven’t said what each example is specifically of.

You can work it out for yourself or just enjoy learning what you read.

Some of these examples have already been shown earlier on in this book but I thought that it would be useful if you could find them all in one place in case you are searching for one that you have read.

I feel that it is important to learn from these examples and then create your own. This will help you to be able to use them automatically

and unconsciously when they are needed.

Examples:

Examples:

I don’t know (psychological implication that you must know) whether you will discoveryou will discover (embedded command) your right arm liftinglifting by itself

by itself (embedded command) or (use and to make this a compound suggestion) your left arm movingmoving (embedded command) before you notice it. (Whole thing is a double dissociation double bind)

Hi, which phone are you looking at?

I can imagine you with that phone. The people that chose to …buy…buy that phone…

that phone… are those that appear to have a sense of taste and style.

By and … buy that phone…… buy that phone… is one of the better one’s.

What does your ideal phone have to be like?

I was just discussing with my colleagues earlier about the excellent service I received the other day when I went out. I was wondering whether there is anywhere you know of that offers good service. (Get in chat about good service and anchor positive emotions)

I’m sure that you want to think a bit more about which phone you like best before you make a decision on which one to buy

I don’t know yet which phone will be the right phone for you so let’s go to the display cabinet and have a look

What amount are you looking at spending on a phone?

Have general chat about what the customer enjoys

Get them to imagine what it will be like to own the phone and to use it, how positively others will view them, how they will feel a sense of status etc… do good mental rehearsal with the customer

Which phone do you think will be the phone that best suits you?

I wonder whether you know yet which phone will be the phone for you?

This phone is …buybuy… far the best phone for you. I think that you have made a good choice deciding to take a closer look to see if …this is…this is the phone you want to buy…

the phone you want to buy… you know I was out the other day and I saw something that I thought I just …have to have ithave to have it… you know that I

…want it…

…want it… urge. You know where …you impulse buyyou impulse buy… it was such a good … buy thatbuy that… I …phone…phone… all my friends to tell them. It was a

…three… for one offer so I had to …buy it…… for one offer so I had to …buy it…

I took my child out the other day. She started to play with this toy.

I don’t thin at the time that she realised quite how much she liked it but she happily played with the toy as I chatted to someone and I could see that she was discovering more and more about the toy as she played and I could see she was becoming attached to that toy. When it was time to leave the shop she started to scream and just appeared to be drawn to the toy. The further away we walked the more she wanted it until it became overwhelming so she was bought that toy for her birthday and now she never puts it down. She loves it.

Hi thank you for calling…when you leave a message don’t am saying it and how much effort it is to follow, and questions you ask yourself about when I’m going to shut up and let you get back to what you were doing before you called…but I think it would be rude for you to do that before you hear the beep…so don’t hang up until then just relax and becalm, lost in thought like losing track of an old dream or a

name on the tip of your tongue that’s easier to…forget it…and relax as you get off the phone you can always call back and try in vain to leave that message later if you want to feel better…so for now don’t go until you hear the beep……

Salesman: Hi, which one are you looking at?

Customer: I was just looking at that MP3 player Salesman: You’re looking at that MP3 player?

Customer: Yes

Salesman: Is it for you or for someone else?

Customer: It’s for my daughter Salesman: For your daughter?

Customer: Yes

Salesman: Do you know what sort of MP3 player you are looking for?

Customer: Yes, I want it to be one of those small ones that can easily fit in the pocket; it needs to be able to take memory cards not just

use the internal memory because my daughter listens to a lot of music. It needs to be compatible with a PC and preferably no more than £100

Salesman: OK, so you want one that is small, that takes memory cards, that will work on a PC and costs less than £100?

Customer: Yes

Salesman: We have a number of MP3 players that are suitable for your needs. What sort of age is your daughter?

Customer: She’s a teenager

Salesman: I’ve got a teenaged sister. When she wants something, you know about it. She’ll want something so much it’s like the whole world revolves around her getting that one thing. She isn’t happy until she has it. (Anchor)

Customer: Tell me about it. My daughter is the same.

Salesman: OK, these are the ones I think might suit your

Salesman: You just have to buy itYou just have to buy it(anchor embedded command) Customer: Yes

Salesman: Which one of these do you think would suit your daughter? (Setting off anchor)

Customer: It’s got to be that one

Salesman: That one. I can offer you half price on a memory card with that if you would like? Which altogether will be £86

Customer: Yes, I’ll have a memory card as well Salesman: £86 then please

Customer: There you go

Salesman: Thank you (set off anchor) Customer: Thank you

Salesman: It’s been a pleasure to meet you (set off anchor) Customer: Thank you, for your help

Customer: Hi, I am looking to buy a phone. I was wondering what options you have?

Salesman: OK, what sort of phone are you looking to buybuy (embedded commands)

(embedded commands)

Customer: Well it needs to be small and practical and easy to use.

I’d quite like it to be stylish as well if possible.

Salesman: OK, well buybuy far this is one of the best phones we have here. BuyBuy and buy this phonebuy this phone is one of the favourites. You seem like someone that knows a good buy,buy, someone that has a sense of style so I thought I would show you this phone. I can imagineimagine you with thisyou with this phone

phone. It meets your needs and it is at a reasonable price.

Customer: Yes, it’s not bad. I don’t know if it is me or not though?

Salesman: You’re not sure if it is you? All these phones meet your needs, which one do you think is you?

Customer: Probably one of those two.

Salesman: You think one of those phones is for you.one of those phones is for you.

Customer: Yes.

Salesman: Pick them up and get a feel for which one feels rightone feels right for you…

for you… Imagine what it feels like to be using the phone, what aImagine what it feels like to be using the phone, what a sense of ease… Who do you think will notice you’ve got a new phone sense of ease… Who do you think will notice you’ve got a new phone first?

first?……Etc…

‘You know what it is like when you laugh uncontrollablyyou laugh uncontrollably (anchor), you know where it just build and build up inside of youit just build and build up inside of you, that sort of state where the harder you try not to laugh the more it buildsthe harder you try not to laugh the more it builds up

up, like when you try to fall asleep and find that the harder you try the harder it is to sleep. I’m sure you can remember one of those timesremember one of those times now…

now…etc

Customer: I was in a shop earlier on and it was the best service I have ever received

Salesman: What was it that made the service stand out as being so good?

Customer: The salesman made me feel so valued as a customer, he listened to what I asked for and helped me to get it

Salesman: It feels good to be valued as a customer and listened to, doesn’t it?

Customer: Yes, I’ll definitely be going back there again

‘I’m too stressed to be able to relax and go into a trance.’ I’ll tell them ‘That’s excellent. All the best work is done with the clients that

have some tension there. What I need you to do is just hold on to some of that tension for a while as we do this.’ If a client says ‘You won’t be able to hypnotise me because I’m too strong willed.’ I’ll tell them

‘Your right I won’t be able to hypnotise you, all I can do is guide you into a state of mind that gives you greater control over the inner workings of your mind and body. A state of mind that allows you to control your heart rate, your blood pressure, your breathing and many other processes, but it takes a strong willed person to enter that state fully and completely.’

Client: ‘but I enjoy smoking’

Therapist: ‘yes! (Agreeing) People can learn to enjoy anything;

people can enjoy the company of a charming but manipulative psychopath whilst that psychopath works to undermine them. At least you know what the cigarettes are taking from you’

‘I still get some people that come to see me that believed that they couldn’t be hypnotised that they wouldn’t let someone control them.

Once they have got an understanding of what hypnosis really is and they

see that it is nothing mysterious and that they are the ones in full control of how deep they decide to go into a trance change occurs rapidly’.

If someone complains about a bad mobile phone network and how there are always problems getting a signal. You can use this by agreeing with how annoying that sort of network is and how you have heard of some of those still out there. That is why you have the phone you have because at least, unlike some other networks they addressed the situation of poor signal so you rarely have signal problems and on the few occasions when you have it has been sorted out quickly.

Customer: ‘I’ve heard that this network has really bad problems with signal and that the network is always going down’

Salesman: ‘It is true that in the past we did used to have some network coverage problems. Sometimes the network needs to be off line briefly for repairs and improvements to the service, which is all necessary maintenance that all the networks have to undergo. We endeavour to

maintain the high service that our customer’s expect.’

‘I’m sure you can imagineimagine what it will be like to discoverdiscover that even after you have made more calls than normal next month you still have credit spare to use up. I don’t know if you will decide to do something funfun or enjoyableenjoyable to use that credit up, at least you can relaxrelax in the knowledgeknowledge that you have more than enough credit to last the month’.

Because you like me want the best for yourself

‘You can take this trance (chance) now to feel good’

‘You can have response-ability (responsibility) to me to help you to choose the one you want’

‘By now’ = ‘buy now’, ‘by and by this product’ = ‘buy and buy this product’

‘Do you want to feel good’ – ‘good let’s take a look at this then’

‘You see my point’ (whilst pointing)

‘Can you feel this’ (whilst touching them)

‘Take a closer look at this (using hand gestures to move their internal image nearer), can you feel this will be a good idea’ (touching them and embedding the command ‘this will be a good idea’)

‘You look like somebody who wants quality in their life?’

‘You don’t look like someone who settles for any old thing’

‘Are you looking to do something intelligent?’

‘Do you like things to last?’

‘Do you want to feel wonderful or do you want to feel bad?’

‘Which one do you like the best?’

Customer; ‘That’s too expensive’

You; ‘It really was, wasn’t it?’ (Uses tag questions and moves into the past)

You; ‘But if you look at it now, you might begin to see that in relationship to all the qualities it has, it’s something you can feel good feel good now

nowabout’

‘What’s your new…..going to be like?’

‘What are you buying today’

‘Which one do you like the best’

‘I notice that you were looking at

‘I notice that you were looking at that one’that one’

Bibliography Bibliography

Alder Harry & Heather Beryl, NLP in 21 days, Piatkus Publishers Ltd, 1999

Bandler Richard & Grinder John, The structure of magic Vol. 1, Science

& Behaviour Books Inc, 1975

Bandler Richard & Grinder John, The structure of magic Vol. 2, Science

& Behaviour Books Inc, 1976

Bandler Richard & La Valle John, Persuasion Engineering, Meta Publications, 1996

Beattie Geoffrey,Visible thought , Routledge, 2003

Brooks Michael, Instant rapport , Warner Business Books, 1989

Brooks Stephen, Training in indirect hypnosis, www.indirect-hypnosis.com

Brooks Stephen, The art of indirect hypnosis and minimal therapy, www.indirect-hypnosis.com

Brown Derren,Pure effect,H & R Magic Books, 1999 Brown Derren, Absolute magic, H & R Magic Books, 2001

Brown Derren,The devils picture book,Video, www.derrenbrown.co.uk Brown Derren,Trick of the mind 1,DVD, Channel 4, 2004

Brown Derren,Trick of the mind 2,DVD, Channel 4, 2006

Brown Derren, Inside your mind , DVD, Channel 4, 2003

Brown Derren, Derren Brown Lecture, DVD, International Magic, 2000 Cameron-Bandler Leslie & LeBeau Michael, NLP home study guide, NLP Comprehensive, 1984

Griffin Joe & Tyrrell Ivan, Human Givens, Human Givens Publishing, 2003

Johnson Kerry L.Selling with NLP,Nicholas Brealey Publishing, 1994 O’Connor Joseph, NLP Workbook,Thorsons, 2001

O’Connor Joseph & Prior Robin, Successful selling with NLP, Thorsons, 1995

O’Connor & Seymour John, Introducing NLP, Thorsons, 1990 O’Hanlon Bill & Beadle Sandy, A guide to possibility land,W. W. Norton & Co.

1999

O’Hanlon Bill & Weiner-Davis Michele, In search of solutions, W. W.

Norton & Co. 1989

Richardson Jerry,The magic of rapport , Meta Publications, 2000

Watzlawick Paul,The language of change, W. W. Norton & Co. 1993 Watzlawick & Weakland & Fisch,Change, W. W. Norton & Co. 1974

Copyright Daniel Jones © 2006

In document FACULTAD DE CIENCIAS DE LA EDUCACIÓN (página 49-56)