Beginners Guide to

Advanced Persuasion
Patterns
Lesson 19
By

Rintu Basu
The NLP Company
http://www.theNLPcompany.com

Beginners Guide to Advanced Persuasion Patterns

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Beginners Guide to Advanced Persuasion Patterns

Foreword
Welcome to lesson 19 of The Beginners Guide to Advanced Persuasion
Patterns! In this lesson we are going into further depth about 4MAT

Introduction Lesson Nineteen

In this lesson we are going to look at questioning techniques and to give you a
way of asking questions in a sequence for a result. This is a precursor to looking at
a sales process.
Watch the recording and follow along with the exercises. There is no need to listen
to this in one whole chunk. In fact you will get more value from listening in
sections and doing the exercises as they come up.
Part way through the recording you will need to refer to the meta model chart on
below. If you already know the meta-model then this is just a brief refresher. If
you dont then there is enough information on the chart for you to be able to
understand the model.
Linguistic Assumption /Pattern

Response

Prediction

DISTORTIONS
Mind Reading: Claiming to know
someone's internal state.
Ex: "My boss doesnt like me."

"How do you know she doesnt

like you?"

Recovers Source of the

Info.

Lost Performative: Value judgments

where the person doing the judging is left
out.
Ex. "It's bad to be inconsistent."

"Who says it's bad?"

"According to whom?" "How
do you know it's bad?"

Gathers evidence.
Recovers source of the
belief, the Performative,
strategy for the belief.

CauseEffect: Where cause is wrongly

put outside the self.
Ex: "You make me angry."

"How does what I'm doing

cause you to choose to feel
anger?" (Also, Counter Ex., or
"How Specifically?"
"How does her yelling mean
that she?" "Have you ever
yelled at someone you liked?"

Recovers the choice.

Complex Equivalence: Where two

experiences are interpreted as being the
same.
Ex: "She's always yelling at me, she
doesn't like me."

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Recovers Complex
Equivalence. Counter
Example.

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Beginners Guide to Advanced Persuasion Patterns

Linguistic Assumption:
Ex: "If my boss knew how much I
suffered, he wouldn't do that."
There are 3 Linguistic Assumption in this
sentence: (a) I suffer, (b) My boss acts in
some way, and (c) My boss doesn't know
I suffer.
GENERALISATIONS
Universal Quantifiers: Universal
Generalisations such as all, every, never,
everyone, no one, etc.
Ex: "She never listens to me."
Modal Operators:
(a) Modal Operators of Necessity: As
in should, shouldn't, must, must not, have
to, need to it is necessary.
Ex: "I have to take care of her."
(b) Modal Operators of Possibility: (Or
Impossibility.) As in can/can't, will/won't,
may/may not, possible/impossible.
Ex: "I can't tell him the truth."
DELETIONS
Nominalizations: Process words that
have been frozen in time, making them
nouns.
Ex: "There is no communication here."
Unspecified Verbs:
Ex: "He rejected me."
Simple Deletions:
(a) Simple Deletions:
Ex: "I am uncomfortable."
(b) Lack of Referential Index: Fails to
specify a person or thing.
Ex: "They don't listen to me."
(c) Comparative Deletions: As in good,
better, best, worst, more, less, most,
least.
Ex: "She's a better person."

(a) "How do you choose to

suffer?" (b) "How is he (re)
acting? (c) "How do you know
he doesn't know?"

Specify the choice & the

verb, & what he does.
Recover the Internal Rep.,
and the Complex
Equivalence

Find Counter Examples.

"Never?" "What would happen
if she did?"

Recovers Counter
Examples, Effects,
Outcomes.

(a) "What would happen if you

did?" ("What would happen if
you didn't?" Also, "Or?"

Recovers Effects,
Outcome.

(b) "What prevents you?"

("What would happen if you
did?")

Recovers Causes

"Who's not communicating

what to whom?" "How would
you like to communicate?"

Turns it back into a

process, recovers deletion,
and Ref. Index.

"How, specifically?"

Specifies the verb.

Recovers Deletion.
(a) "About what/whom?"
(b) "Who, specifically, doesn't
listen to you?"

Recovers Ref. Index.

(c) "Better than whom?"

"Better at what?" "Compared
to whom, what?

Recovers Comparative
Deletion.

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Beginners Guide to Advanced Persuasion Patterns

Meta Model
This table will give you examples of all the common deletions, distortions and
generalisations as well as the types of questions you can use to challenge them.
Find a few common phrases that you come across and start challenging them in
the same way as you were doing with all the other exercises we discussed on the
video presentation.

This Weeks Assignments

Do as many of these as are appropriate to you and just focus on the ones that will
get you the biggest results. Remember ten minutes daily except when you need to
listen or watch a recording in one go.
Doing the exercises on the video presentation is your main focus for the week.
Again the more times you do them the more comfortable you will be in generating
questions, seeing where they are leading and grouping them into sequences. Very
quickly you will find yourself asking people questions in a completely different
way.
The indicators for your success is when you suddenly find yourself asking
questions that lead people in small steps to a complete change of perspective. If
you are thinking about how you benefit from this consider the following:
What would you like to be different in your life?
How could other people help you achieve this result?
What are you prepared to offer them for them to help you?
How would they benefit from your offer?
How do you link your offer to the actions you want them to take?
How would you present this whole package to people so that you were as
certain as you could be that you will get the result?
And finally what sequence of questions could you ask them so they think of
this answer for themselves?

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Beginners Guide to Advanced Persuasion Patterns

Now start asking people sequences of questions and notice what happens in their
heads.
Ill see you in seven.
Cheers

Rintu
Coming Up Next Week
We now have everything in place to deconstruct a sales process. Really
what we are doing is looking at sequences of questions to lead to a
particular result.
This is all building up to looking at belief change workwhich is where we
will be going in a couple of weeks time.

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