What happens when you X?
Again I am directing your focus, forcing you to see the pictures, places, scenes or feelings I want you to see. I haven’t asked you if you want to, just indirectly, to go ahead and do it. For example, “What happens when you buy the right product? Do you feel good about the decision?” I might even touch my product as I say “right product.”
You don’t have to X, but…
The pattern presents your statement in a non-threatening format: “You don’t have to believe this, but it may help you solve that problem.”
In people’s minds, they have to picture believing it first … before they add the word “don’t.” In addition you can “mark” the words have to. It is an indirect command to “have to.”
You can make the point more powerfully by adding “but” or “if” and a negative statement. For example, “You don’t have to believe this, if you have decided not to succeed in life.”
While I am thinking about it: If you try and use all these patterns all at once, you will become overwhelmed. When I started, I actually wrote them down in my presentation folder, pad of paper, or Powerpoint presentation to remind me to use them or even to say the pattern from the stage. Just a thought you may not or may use, if you need too.
One doesn’t have to, (person’s name), X.
The word “doesn’t” distracts the conscious mind and gives a directive statement to the subconscious. “One doesn’t have to, Jim, buy today.” The mind interprets the statement as, “I have to buy today.”
You can X because . . .
The word “because” is very powerful in our language. The impact is incredible. Simply by using this word, you can justify anything, because it just makes sense. The word causes a state change or compliance mode in the human mind. Use the word “because” regularly to justify your benefits or justify any action. “You can move ahead because the time is right.” There have been some great studies done, where by using the word “because” as a reason to do something, people respond. I believe it works because my mum used to say, when I asker her why I had to clean up my room is was “BECAUSE I say so.” (For more formal evaluations, check out the work by Chaldine on social behavior.)