1. SpecificityorAmbiguityinLanguage

2. Hypnotic Language Pattern
• Utilization
• Unspecified language

3. The Agreement Frame
• I appreciate, and …
• I respect, and …
• I agree, and …
• Avoid using “but” or “understand”

4. Highly Valued Criteria • Nominalizations
• Criteria utilization in selling

5. The Purpose Frame
• “For what purpose …?”

6. The What If Frame
• “What would happen if?”

7. Using words that create Positive I/R’s

8. Say it the way you want it
• At least five positive I/R’s of being involved

9. Conditional Close

10. Thinking
• Action
• Tag Question

11. Embedded Commands
• Process
•• Question Format
•• Command Tonality
• Thinking
• Action

12. Judger Close
• Give Steps

13. Perceiver Close
• Use Values