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“Conversational Trance – The Ultimate Tool of Covert Persuasion and Influence!”
Language patterns, which influence the listener’s unconscious mind.
The model was developed by Milton H. Erickson, the founder of clinical hypnotherapy and a great influence, model and inspiration of Neuro-linguistic programming.
Milton Model is a means to use imprecise language deliberately to enable a person to work at an unconscious or somatic level rather than a cognitive level, to resolve issues more effectively.
Where classical hypnosis is authoritative and direct, often a matter of resistance in the subject, Erickson’s approach is permissive, accommodating and indirect. Compare:
Classical approach: In your next public appearance, you will feel completely relaxed.
Ericksonian approach: When you choose to speak to the public again, you may find it relieved how your attitude has changed.
In the latter example, the imprecise language gives the person the opportunity to figure out the details him/herself. And that’s the beauty of it. There’s no force, and the person takes full ownership of, and participation in their transformation.
How can we apply the Milton Model to professional (business, corporate) environment?
The Milton Model consists of several categories of language patterns. Let me introduce only a few, which I personally find very useful and easily applicable to different business situations.
My absolute favourites are PRESUPPOSITIONS, where one presupposes that an event or an action is going to take place, no matter what. To presuppose you can use:
1. Subordinate Clauses of Time, which are introduced by before, after, while, during, prior, before, when …:
“Jack, there’s a meeting tomorrow about XYZ. I can’t make it. While you’re there, you may get some information about their next step.”
The sentence is an excellent example of how to avoid asking Jack openly if he could go to the meeting. You simply presuppose he’s going. Observe also the second part of the sentence, with the modal verb “may”, which gives Jack a choice of what to do in the meeting. A nice alternative to: “Listen carefully about what they’re going to say about their next step!”
2. Ordinal Numerals (first, second, third …; firstly, secondly, thirdly …)
The client hasn’t actually agreed yet, when you presuppose he has, so you fill him with the information of what follows the “agreement”:
“Firstly we’re going to run visit all your local stores to gather in-site information, secondly we’re going to prepare a project about …, and thirdly what we can do is …”
3. The Conjunction OR
Again, you presuppose that your boss is going to meet you, it’s just a question of when:
“Mr Smith … The meeting we talked about some time ago … Shall we meet on Wednesday or Friday?”
Another category are INDIRECT ELICITATION PATTERNS, from which I’d like to tell you about …
Conversational Postulates, commands that should result in either a yes or no answer:
“Can I ask you to think about this until tomorrow?”
“Would you be willing to help Samuel?”
But very often conversational postulates are used more skillfully:
“Could you please call Samuel and ask if he needs any help?”
(The person picks up the phone and makes the call)
“Can I ask you to make notes of what we can do about this?”
(The person takes out a notebook and starts making notes)
This illustrates how Milton Model helps bring about the desired outcome. And remember that effective communication has no moral, no right or wrong implications.
The last category of the Milton Model are METAPHORS, where I’d like to talk you through the Extended Quotes:
“Last week I talked to Sandra, who told me that she talked to someone from Partners and Partners, who seem to have a solution, which they have already tested on several clients, who then have expressed great satisfaction with it, because what it does for them is that …!”
Now … The point of the extended quote above is? Anyone? You and not Sandra want to persuade your boss to approve buying “a solution” from Partners and Partners.
Extended quotes can have a double effect:
- the listener agrees, because it’s less trouble ☺;
- more likely the volume of supporting anecdotes, however irrelevant, may unconsciously affect your rational judgement;
USE THESE LANGUAGE PATTERNS, THEY WORK!
