Quick Reference Guide

This is a compilation of the techniques taught in my Home Study Course!

You can use the information as you would a “cheat sheet”. It won’t do you much good if
you haven’t thoroughly studied the material and learned how to apply each of the things
covered below. Once you’ve done that, you can use this information to remind you of
your skills and a good order to use them in.

Enjoy!

Have an outcome.

Utilize Everything: noise, objection, trance, etc…

Rapport: -Physical

- Verbal (match words)
- Pace mood, belief, opinion

Sensory Acuity -- Behavior flexibility

Process Vs Content: VAK & Strategy

18 MPW: * Adverb/Adjective

* Awareness

* Temporal

* Spatial

* Cause & Effect

* Command

Criteria.:- What’s important about...

- What’s behind that?
- Because?
- So, ultimately what would this mean to you?
- What would you do with “ultimate criteria”?

Toward/Away: What will having “criteria” do for you?

Options Vs Procedures: Why did you choose?

Quotes

8 MDW:

* But (and)

* Try (do)

* If (when)

* Might

* Would have, Could have, Should have (bring to present tense)
* Can’t

Implied cause & effect.

- As X (pace) happens, Y (lead) naturally follows.
- because, cause

Pacing & Leading: - Pace, pace, pace, lead - Pace, pace, lead - Pace, lead- Lead, lead, lead

Hidden Directives - Mark off (embedded commands) Use questions, statements, quotes.
Binds -- The more you X, the more you Y.
Double Binds – X or Y
Advance Binding Binds: The more you X, the more you Y. And if that happens then you’ll be compelled

Conditional Bind: IF, this happens then you’ll realize you should X, and feel great about it.

State/Emotion control:

-Go into state yourself - be congruent.
- “Can you remember a time?”
- What did you feel like right at that instant?

Anchor: To sound or motion.

POSTURING FOR SUCCESS - Disarming questions.

-Is it okay to sit here and begin?
- I’m wondering?
- I asked myself?
- I’m curious…

Close: Is their anything else you need to know in order to go ahead?

“We got together today because…”
“You decided to take care of (handle, fix, do something) (feed in their criteria)”

Buy Now (name) I’d like to (enroll you, schedule our first meeting, ship our product) for all the obvious

reasons,
is that what you’d like to do?”

Future Pace - Time release suggestion: To avoid buyers remorse by linking suggestions with a natural
future event.