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