Imagine what it would be like to be able to give a simple command to anyone you saw, and they would carry it out without the slightest bit of complaint. Imagine having the confidence to walk to any stranger and give them a simple order, and have them willingly obey. Far fetched? Not quite. Read on.
There is a way to turn a command into a simple question, one that implies the command, but also carries with it an "out" for your dear listener. A way to "soften" the command so that they almost want to do what you ask. You can easily use this whenever you have a normal conversation with somebody.
There is a way to turn a command into a simple question, one that implies the command, but also carries with it an "out" for your dear listener. A way to "soften" the command so that they almost want to do what you ask. You can easily use this whenever you have a normal conversation with somebody.
For example, let's say you are a salesperson. You've presented a excellent sales speech, and it's about that occasion that each and every sales rep dislikes. Inquiring for the order. It would be wonderful if you could wave your magic wand, or draw out your pocket watch and place them into a hypnotic trance so they would order almost everything, including the 5 year guarantee. But in order to get them to purchase your product, you've got to ask them to.
If you simply tell them to buy your item, you run the risk of smashing rapport and destroying almost everything you have built up over your conversation. This is where this specific pattern comes in hand. It was produced by world renowned therapist Milton Erickson, and is known as the "Conversational Postulate." Basically it turns a command straight into a question.
"Sign this contract," turns into "Do you have a pen to sign this contract with?" The question, "Do you have a pen to sign this contract with," from a technical perspective is a "yes" or "no" question. But most everybody will understand the suggested command within of the question. It is a command that brings with it an implied "out" for your potential consumer, and will not have you coming across as a manipulative salesman.
All of us utilize these every day. When you are sitting down at the supper table, you don't order that an individual give you the salt. You ask properly, "Can you pass me the salt?" Clearly they can, so on the surface it appears like a funny way to ask for the salt. But it is a command disguised as a request, which in turn is concealed as a
If you simply tell them to buy your item, you run the risk of smashing rapport and destroying almost everything you have built up over your conversation. This is where this specific pattern comes in hand. It was produced by world renowned therapist Milton Erickson, and is known as the "Conversational Postulate." Basically it turns a command straight into a question.
"Sign this contract," turns into "Do you have a pen to sign this contract with?" The question, "Do you have a pen to sign this contract with," from a technical perspective is a "yes" or "no" question. But most everybody will understand the suggested command within of the question. It is a command that brings with it an implied "out" for your potential consumer, and will not have you coming across as a manipulative salesman.
All of us utilize these every day. When you are sitting down at the supper table, you don't order that an individual give you the salt. You ask properly, "Can you pass me the salt?" Clearly they can, so on the surface it appears like a funny way to ask for the salt. But it is a command disguised as a request, which in turn is concealed as a
"Sign this contract," turns into "Do you have a pen to sign this contract with?" The question, "Do you have a pen to sign this contract with," from a technical perspective is a "yes" or "no" question. But most everybody will understand the suggested command within of the question. It is a command that brings with it an implied "out" for your potential consumer, and will not have you coming across as a manipulative salesman.
All of us utilize these every day. When you are sitting down at the supper table, you don't order that an individual give you the salt. You ask properly, "Can you pass me the salt?" Clearly they can, so on the surface it appears like a funny way to ask for the salt. But it is a command disguised as a request, which in turn is concealed as a basic yes or no question. Which in turn is significantly less difficult to comply with.
You may also try this with your friends, and see how far you can go before your buddies cart you off to the mental institution.
Do you have adequate money to fork out for both our dinners? Do you have enough funds to acquire me a huge popcorn? Can you order me an additional chicken pot pie to go? Could you go ask that young lady over there for her phone number for me?
Try this, have fun, and observe how well it operates.
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All of us utilize these every day. When you are sitting down at the supper table, you don't order that an individual give you the salt. You ask properly, "Can you pass me the salt?" Clearly they can, so on the surface it appears like a funny way to ask for the salt. But it is a command disguised as a request, which in turn is concealed as a basic yes or no question. Which in turn is significantly less difficult to comply with.
You may also try this with your friends, and see how far you can go before your buddies cart you off to the mental institution.
Do you have adequate money to fork out for both our dinners? Do you have enough funds to acquire me a huge popcorn? Can you order me an additional chicken pot pie to go? Could you go ask that young lady over there for her phone number for me?
Try this, have fun, and observe how well it operates.
About the Author:
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