The Hypnotic Language Handbook

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The Hypnotic Language Handbook

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Table of Contents

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Chapter 1: Introduction 6..............................................................................

Chapter 2: The Switch 12...............................................................................

The Hypnotic Language Formula 13.......................................................

Mental Lenses 14........................................................................................

Hypnotic Language Patterns for “The Switch” 16................................

Switch Pattern 1: “You Know Me and You’re Safe with Me” 16.........

Pattern of Reassurance 16.....................................................................

Switch Pattern 2: “Can You See What I See?” 17...................................

Sensory Switch Pattern 18.....................................................................

Switch Pattern 3: “You Will Do/Feel/See/Think of Something…Soon!” 19......................................................................................................

Switch Pattern 4: “You Will Feel the Desire to Think or Act” 20.........

Affirmative Action Pattern 22..............................................................

Empathy to Action Pattern 23..............................................................

Chapter 3: Hyper-Awareness 27..................................................................

Hyper-Awareness Patterns 29..................................................................

Induction Pattern 1: “Let Me Shock and Surprise You” 29..................

Shock Pattern 29.....................................................................................

Shock Pattern Version 2: Comforting Analogies 32............................

Induction Pattern 2: “I Know What You Are Thinking” 35.................

Psychic Pattern 35..................................................................................

Chapter 4: Circuit Shock 42..........................................................................

The Two Halves of Your Mind 43............................................................

Circuit Shock Pattern 1: “Watch Me and Follow Me” 46.......................

The Nonverbal Track 46........................................................................

Circuit Shock Pattern 2: “You Agree That It Is True” 51.......................

Melded Truth Pattern 51.......................................................................

Circuit Shock Pattern 3: “Focus Only On the Positive” 55...................

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Selective Trigger Pattern 56..................................................................

Circuit Shock Pattern 4: “Yes, I Completely Agree With You,And…” 58.....................................................................................................

Camouflage Pattern 58..........................................................................

Chapter 5: The Hypnotic Stake 61...............................................................

What Makes a Good Hypnotic Suggestion? 64.....................................

Stake Pattern 1: “You Feel Like Doing Something” 65.........................

Breadcrumbs Pattern 65........................................................................

Undeniable Fact Pattern 67...................................................................

Imminent Action Pattern 68..................................................................

Frozen Logics Pattern 70.......................................................................

Phantom Comparisons Pattern 71.......................................................

Mind Control Pattern 72........................................................................

Stake Pattern 2: “You See Things Differently” 73...................................

Direct Consequence Pattern 73............................................................

Train Ride Pattern 75.............................................................................

Chapter 6: Stoking the Fires of Desire 77....................................................

Desire Pattern 1: “This is What You Want” 79.......................................

Basic Anchoring Pattern 79...................................................................

Desire Pattern 2: “You Will Enjoy Having/Experiencing It” 80.........

Powered Association Pattern 80...........................................................

Ideal Transformation Pattern 82...........................................................

Desire Pattern 3: “This is What You Really Need” 84...........................

Future Life Pattern 84............................................................................

Chapter 7: Sealing the Gates 88....................................................................

Sealing Pattern: “The Power of Future Action” 90................................

Subconscious Trigger Pattern 90..........................................................

The Challenge Pattern 91......................................................................

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Chapter 1:Introduction

Social Sealing: The Power of Society’s Codes 94...................................

Social Pattern 1: Obligation and Reciprocation 94............................

Social Pattern 2: Triggering Instinctual Commitment 96................

Social Pattern 3: Increasing Your Likability 98..................................

Exclusive Bonus: The Hypnotic-Influencer’s Cheat Sheet 100............

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How can you become a master of influence by simply changing how you talkto people?

The twin skills of persuasion and influence are perhaps the mostpowerful talents that any person can master because the mainpurpose of human communication is to create change in people.

When people hear the word “communication” they often think of asimple, two-way process where two or more individuals exchange

ideas. What many people don’t realize is that communication ismolded by intention and human intention has always been driven bythe desire to create change in how people think and act.

Think about it: can you think of any form of communication thatdoesn’t have any intention behind it?

The intention to create change extends to every moment a humanbeing decides to communicate something verbally, vocally or even

physically to another person. When a mother strokes the belly of acolicky baby, she is trying to influence her infant to stop crying. Sheattempts this by providing comfort through touch.

When an aspiring politician addresses thousands of voters in a publicassembly, he does so with much passion and even anger at

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perceived/real “enemies”. Of course, he does this with the intent topersuade voters to pick him instead of other candidates.

Now imagine a father teaching his 16 year old teenage daughterhow to drive for the first time.

The elderly father crosses his arms and grunts every time the eagerteenager drives too fast. His instructions are sometimes tinged withpanic, especially when mailboxes appear too close for comfort.

Any sensible human being would be able to tell that the father onlywants the practice drive to be as safe as possible and the father does

so by continually persuading the student driver to drive morecarefully.

How can you master these skills even if you’re simply at home, reading thisbook?

Now that’s a fascinating question: how can you do it? How cananyone engage in a systematic study of influence and persuasion?

There are actually dozens of published books that tackle the art ofinfluence. Many of them are considered seminal works that are “mustreads” if you are serious about becoming more influential.

However, the majority of these available books on influence alsohave a major fault.

The major fault is that these books tell you about the differentscenarios where you can become more influential or persuasive, but

they don’t teach you exactly what to say when you find yourself insuch scenarios or situations!

Naturally, people are driven to apply these influence theorieswithout a guide or pattern.

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There’s nothing wrong with experimentation. In fact,experimentation is actually the only way that you can find out if atheory works or not, if it has not been tested before. However,

without a proper protocol to follow, an experiment can go awry evenif the theory behind it is sound.

Enter hypnosis: the previously Unnamed “Element X” that hasbeen eluding practitioners of influence… Until now.

Hypnosis is a powerful game-changer in the world of influence, forthe simple reason that only a few people know how to properlyapply the techniques of hypnosis to ordinary conversations!

Imagine being able to effortlessly create the perfect atmosphere forpersuasion whenever you talk to someone. Visualize a deeper andwider horizon of opportunities when you set out to interact withothers, for whatever ethical purposes you may have in mind.

Masters of influence have actually been using hypnotic techniquessince time immemorial, but they didn’t know that they wereactually hypnotizing people.

Only when clinical hypnosis was accepted by the mainstreammedical establishment some decades ago did the experts realize thestrong, parallel currents between the psychology of influence and theactive techniques used by hypnotherapists to achieve beneficialoutcomes for their clients.

This book revolutionizes the subtle art of persuasion by integratinga systematic, hypnotic formula into day-to-day social interactions.

The world knows that hypnosis is a powerful tool – but this bookanswers the vital question: how do you use hypnosis to influenceothers?

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IMPORTANT NOTE:

Your education as a master of hypnotic influence needs to beprogressive so you will be armed with numerous tools for everypossible scenario.

Before I show you the “secret formula” for hypnotic success, I have toremind every reader that in order to get ideal results with hypnoticlanguage patterns, you need to use them dynamically.

Here are some guidelines that will help you accomplish this:

1. Be Selective– Select a pattern that is applicable to the person andsituation. Don’t expect good results if you use patterns randomly,without thinking of the potential responses of your subject.

Additionally, some patterns are better suited for informalsituations (e.g. day-to-day conversations).

If you are interacting with someone with a higher social status (likeyour boss) in a formal situation, you may be viewed in a negativelight if you use a hypnotic language pattern that assumes that thesubject has already agreed with you.

What you should assume is your subject is scrutinizing yourtechnique/s! Be subtle when applying any of the patterns containedin this book!

2. Be Adaptable – Individuals who have mastered the fine art ofpersuasion know that even the best-laid plans can turn out to be“blanks”. Since you have many tools at your disposal (the hypnoticlanguage patterns), you can avoid this scenario by changing your

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tactics and recalibrating your approach when you observe that yoursubject is not responding to what you’re saying.

Some people are just naturally resistant and it takes a while fortheir minds to accept new ideas or to agree with people.

You may have to use a specific pattern or combine several patterns toovercome the mental resistance of some people. Again, you will onlybe able to accomplish this if you have numerous tools under yourbelt – thus, there truly is a need to continue studying hypnoticpersuasion.

3. Keep Practicing – It is very common for people to feel that“something’s not right” when they apply hypnotic language patternsfor the first time. This feeling often manifests when a pattern isapplied mechanically, without any strategy or formula supporting itsuse.

Don’t worry – you will be able to overcome your anxieties by simplypracticing these patterns as often as you can. Practice them at home

or at work and as you do, don’t forget to take note of how peopleactually respond to you! Learn from bad attempts and celebrate yoursuccesses. Keep yourself motivated and keep moving forward!

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Chapter 2: The

Switch

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How can you gain the trust of your subjects, so that they will believe and follow you?

My method of influencing and persuading subjects is a combinationof linguistics, clinical hypnotherapy and social psychology. Thesethree powerful elements come together in a singular formula thatmakes the application of hypnosis easier and more systematic.

I call my unified method “The Hypnotic Language Formula”.

The Hypnotic Language Formula

The Hypnotic Language Formula is divided into six steps. Ideally, thesesteps should be performed in proper sequence so you can achievemaximum impact on your subject.

These six steps are:

1. The Switch 2. Hyper-Awareness3. Circuit Shock

4. The Hypnotic Stake5. Stoking the Fires of Desire6. Sealing the Gates

The current chapter will shine a light on the first step of the HypnoticLanguage Formula which is “The Switch”. The first step in establishing

control and influence in a conversation is to gain the subject’s trustand to appear as his natural leader. People have a tendency togravitate toward others who know how to lead. Why? Because wehave a strong herd instinct which is also present in many othermammalian species.

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Mental Lenses

What are mental lenses?

When you interact with another person, two contending perspectivescome into play: the subject’s perception of you and how you want tobe seen by your subject.

These two images of yourself are not always congruent or aligned.

The reason for this is that people tend to view the world on their ownterms. The conscious mind utilizes different tools to protect itselffrom potentially risky people and ideas.

Yes – the brain knows that some ideas can be downrightdangerous!

The parts of the brain that deals with processing memories andmaking decisions must be protected by the conscious mind.Otherwise, anyone can just walk in and influence people to do thingsthat they shouldn’t be doing in the first place.

One of the major tools that the conscious mind uses to protect theentirety of the human mind is the mental lens.

Mental lenses allow people to make automatic judgments about

other people and situations that occur in day to day life. Theseautomatic judgments are made almost instantly because our brainsare extremely efficient in using old experiences and memories toevaluate present experiences and situations.

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Automatic judgments are not permanent; they can be changed by askilled influencer. However, they must be changed as soon aspossible because they tend to “harden” into infallible beliefs if you

allow your subject to hold on to them for a prolonged period of time.

How can you transform yourself into someone that your subject can trustand follow?

Obviously, you won’t be able to persuade or influence a subject ifhe doesn’t trust you well.

In order to influence someone, you must transform yourself into an

ideal projection of a natural leader. The image of the natural leaderbrings feelings of peace, trust, stability and safety. If your subject feelssafe around you then he won’t have any second thoughts aboutaccepting your message.

In order for this transformation to occur, you have to switch yoursubject’s mental lenses with your own lenses.

It sounds improbable but through the use of hypnotic language

patterns, “The Switch” becomes incredibly easy and very real.

What are the objectives of “The Switch”?

Here are some of the main objectives of the first step of the HypnoticLanguage Formula:

1. To change any negative perspectives that the subject may have ofyou.

2. To improve your subject’s first impression.

3. To establish harmony or rapport with your subject.

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4. To erase any obvious dissimilarities you may have with the personyou’re interacting with.

5. To transform yourself into a leader that your subject would want tofollow.

Hypnotic Language Patterns for “The Switch”

Switch Pattern 1: “You Know Me and You’re Safe with Me”

An obvious obstacle to persuasion is the feeling that you don’t knowsomeone well enough to trust what he’s saying. This is a majorobstacle in persuasion and we can take a leaf off the hypnotherapist’s

book in order to solve this common problem.

Pattern of Reassurance

Hypnotherapists have a unique way of integrating with clients forthe first time. Hypnotherapists commonly use the themes ofreassurance and safety to establish rapport with new clients.

Here’s a simple pattern of reassurance that will help put someone at

ease:

“Hello there. I am happy to have you here. Today is your first day at work. Isthis the first time that you’ve worked in a store? If yes, then that’s great, youwill learn more by working with me and with other employees. If no, thenthat’s great too because I love teaching new employees so that they would

perform as well as the others. Welcome to your new workplace!”

Let’s analyze the pattern. The pattern of reassurance utilizes a chain

of positive statements starting with a welcoming declarationfollowed by a question. The question is not really a question, butrather a lead-in for the subject. The twist to this pattern is whatfollows after the “yes” and “no”.

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You will notice that there is almost no difference between the “yes”and “no” statements. Both statements are stated in the positive andfurther deepen the affirmative nature of exchange. The final

statement is a mirror or repetition of the first statement which is adirect greeting or welcome.This type of hypnotic language pattern is effective because itinstantly dissolves internal resistance by associating positivity to asituation that may have negative consequences in the future.

Normally, when a new employee has little or no experience in aworkplace, some type of negative consequence follows. This is themain reason why it was necessary to mention that it didn’t matter if

the new worker was familiar with store work or not, because therewill be someone there who will be willing to help out the newemployee.

By modifying the language pattern, the negative consequence istransformed into a positive opportunity (i.e. opportunity to learn).

Switch Pattern 2: “Can You See What I See?”

A good friend of mine, a high school teacher, once told me of hisdifficulties in teaching new materials to his students. He has beenteaching chemistry for several years now and every year, he says, itbecomes harder and harder to make new students understand theessential concepts of science.

Right then and there I had a proposition for him: “why not makethem see what you see?” He was intrigued by the idea and he askedme how to do that exactly.

I told him how it can be done and after a few weeks, he returned tome and reported excitedly that his students have become moreengaged and animated during discussions.

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By slightly changing the way he communicated with his students, hewas able to reach them at a level that the students found interestingand therefore, relevant.

That was a great success story, wasn’t it?

Would you like to know how he did it?

Sensory Switch Pattern

My friend actually used the sensory switch pattern. The sensoryswitch pattern takes advantage of the mind’s advanced capability to

connect our bodily senses to the imagination. This pattern is one ofthe finest proofs of the mind-body connection.

Here’s an example of how the sensory switch pattern can be appliedto regular conversations:

“Don’t you just love the beach? Imagine the warm, smooth sand ticklingyour back. How about the smooth splash of azure blue water as gentle wavesroll in? And don’t forget the sour lemon they use in cocktails… Heaven!”

Chances are, your head was swimming with sensorial representationsof sand, rolling waters and of course – the sour taste of lemon! Manypeople report that their salivary glands really get going when theyhear “don’t forget the sour lemon....”

These are the basic elements of this pattern:

1. General idea (e.g. “going to the beach”)

2. Context of the situation (e.g. the water in the beach)

3. Specific sensory representation (e.g. “smooth splash” – visual,auditory, “azure blue” – visual, “waves roll in” – kinesthetic)

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This hypnotic language pattern helps keep people focused on whatyou want them to experience when a particular outcome is attained.

This is especially useful when you are in meetings, conferences orwhen you’re negotiating with another party and you seem to behaving difficulty getting your point across.

Switch Pattern 3: “You Will Do/Feel/See/Think of Something…Soon!”

The third Switch Pattern I want to share with you is the anticipationpattern.

As the title suggests, the anticipation pattern has something to dowith anticipation or expecting something to happen. When you arepersuading someone to believe in what you said, you can actuallypre-empt his agreement by using specific words.

Here are some examples:

“As you can see, you’re having a great time reading!”

“Before you do this for me, think of all the benefits that you will get… Aren’t they great?”

“You are going to take your business to the next level by investing in newequipment.”

“Allow me to show you the benefits of this new product.”

“You will enjoy the changes in your hairstyle immediately after we’re donecutting it.”

What is immediately apparent from these sentences is that there is anassumption that the subject will do something for you. But unlike the

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usual approach of asking someone to perform an action, you’reactually assuming that he has already made the decision to do so!

Sneaky! I can almost hear some of you as you read the samplestatements. Indeed, this is one of the “tricky” hypnotic patterns thatcan work wonders even in highly pressurized situations. Thesuggestion to perform an action for you is so subtle and so well-enmeshed that it actually escapes the conscious mind’s filters.

In my own analysis, this hypnotic language pattern is capable ofevading the conscious mind’s filters because of the ratio of thehypnotic suggestion (first part of the statement) and the second part

of the statement, which can either be a question or declaration.

The second part of the statement has more volume so the mind tendsto focus on it more than the first part… This leaves the hypnoticsuggestion intact!

This hypnotic pattern is more effective when it is used subtly. You cando this by timing its use carefully and by not overusing it. If you keepusing the same pattern repeatedly in a series, the subject may begin

to notice and his mind will then shift to analyzing it.

Your subject may not be aware that he’s already analyzing yourwords, but trust me – deep analysis can occur even if your subjectdoesn’t seem to be extremely engaged in the conversation. Thehuman mind can be extremely efficient in picking out inconsistenciesin language. Day to day conversations and interactions are not sparedfrom this thought process.

Switch Pattern 4: “You Will Feel the Desire to Think or Act”

How can you encourage your subject to listen and accept your ideas moreeasily?

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It is in our nature as humans to resist the idea that we can’t/shouldn’t/wouldn’t do something, even if that something may bringunintended consequences. The majority of individuals (both young

and old) find negative statements such as “you can’t park here” or“you mustn’t eat that” irritating or downright offensive.

Why do we naturally resist negative statements?

The answer to this question lies in our central belief that we shouldbe able to independently determine the course of our lives. We valueour freedom and independence as individuals and thus, we aresubconsciously opposed to any statement that limits our freedom in

any way.

This primal drive to think and act independently manifests in earlychildhood and continues into old age.

As a person ages, his conscious mind also matures and as a result, hebecomes more analytical and cautious. The desire to oppose negativestatements is not lost but rather, becomes even more developedbecause it is now guided by a lifetime of knowledge and experiences.

So when you use negative statements on a person who has plenty oflife experiences under his belt, he will have a natural tendency toresist you based on your choice of words. When you use statementsthat contain words such as “can’t”, “wouldn’t”, “shouldn’t”, etc., youare essentially communicating that you are limiting the otherperson’s freedom to think and act.

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Affirmative Action Pattern

Instead of resorting to negative statements, you will get muchbetter results if you state things in the affirmative.

Here are some sample statements of ideas that are stated in theaffirmative:

1. “You will improve your driving skills immensely with this newsimulation software.”

2. “You can improve the quality of your lovemaking talents with this newbook.”

3. “You can overcome obstacles to learning and finish college even if you’re forty-seven years old.”

4. “You can become a better driver by following my instructions.”

5. “You can enhance your appearance by getting a new, trendy haircut.”

How does the subconscious mind process negative statements?

When a person hears a negative statement, he consciouslyunderstands the meaning of the words but his subconscious mindtransforms the negative statement in a positive statement. It has longbeen established that the human subconscious is only capable ofunderstanding ideas in the positive form.

With these facts in mind, it’s easy to see what must be done tomotivate people to agree with you: you must make an effort to usepositive statements when addressing your subject so that hissubconscious mind will not resist your message because of itsstructure/form.

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It is also ideal to combine positive statements with reframing.Reframing is a technique used in clinical hypnotherapy to shift a

person’s perspective. The ultimate objective of reframing is to modifythe subject’s mindset regarding a specific person, activity, physicalobject or situation. Clinical hypnotherapists find reframing extremelyuseful when they are helping clients who are struggling againstaddictive substances such as tobacco and alcohol.

Cognitive reframing is also considered a useful form of therapy forindividuals who are suffering from phobias. A phobia is an extreme,irrational fear of specific objects and situations that are otherwise

unremarkable for the majority of the population (e.g. balloons,peaches, public spaces).

Empathy to Action Pattern

How can you combine positive/affirmative statements with reframing?

I have devised a method of combining affirmative statements withthe main element of the “The Switch”, which is reframing or

replacing the mental lens of the subject. I call this method theEmpathy to Action Pattern.

This pattern is a variation of the main Switch Pattern 4 whichfocuses on giving the subject affirmative statements to encouragecooperation and reduce internal resistance.

Context:

You’re trying to convince your friend because he has recently beendiagnosed with a respiratory problem linked to long-term smoking.

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In the sample monologue, empathy actually began as soon as thespeaker reestablished the context of the conversation.

An individual’s personal history is an intimate and very private partof his life and is fiercely protected by both the conscious andsubconscious halves of the mind.

By approaching the subject’s personal history in a very tender andcaring way, common mental defenses are disabled and the speaker isable to continue with his message with little or no resistance comingfrom the subject.

3. POSITIVE STATEMENTS – By stating your ideas in theaffirmative, the subject does not feel restricted and therefore, hisautomatic judgments and “reflex responses” are held at bay.

It doesn’t matter if the speaker was still indirectly suggesting that thesubject should quit smoking cigarettes soon – it was how the messagewas stated that truly mattered. Empowering a subject throughaffirmative statements gives you power to persuade and influenceyour subject, too!

4. REFRAMING – The reframing took place in these statements:

“You can give up smoking because there are tons of other activities that willmake smoking an obsolete routine.”

“Now imagine that you’ve already quit smoking. Imagine that you’rehappily doing new activities and you feel great about yourself.”

“What do you think was the process that helped you quit your habit in the first place?”

These three statements shifted the subject’s perspective of thesituation twice. The first reframing statement shifted the subject’sfocus on alternative activities that can be put in place of smoking.

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The second and third reframing statements utilized an outcome-based approach to switching the subject’s lens.

Instead of repeating the main message which is to simply stopsmoking, the speaker encouraged the subject to visualize the desiredoutcome (a future time where the subject has already stoppedsmoking) and work backward from that point in the future. Thisreframing technique allowed the subject to focus on another anglewhile formulating solutions to his own problem.

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Chapter 3: Hyper-Awareness

How can you induce powerful hypnotic trances while engaging people inday-to-day conversations?

In clinical hypnotherapy, the subject of the hypnosis session must beput under a deep trance before therapy can begin. As you may

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already know, self-hypnosis or simply, hypnosis, is a deep andpowerful state of hyper-awareness.

When the mind is hypnotized by something or someone, the brainbegins allocating a large percentage of its available resources to thismental activity. All the senses become highly attuned to whatevercaught the mind’s attention.

Self-hypnosis can only occur if a person freely chooses to be inducedinto a deep trance. You cannot force someone to “go under” ahypnotic trance if he doesn’t want to in the first place. This makeshypnotic induction difficult for individuals who have little or no

background in hypnosis.

Luckily, The Hypnotic Language Formula was designed to serve notonly advanced practitioners of hypnosis and the art influence butalso those who are new to both crafts.

You can freely induce hypnotic trances by using specific hypnoticlanguage patterns that will only work after you’ve completed “TheSwitch”.

The Switch is the first step of The Hypnotic Language Formula. Itprepares the subject for hypnotic induction. It “primes the pump”and ensures a good flow of hypnotic power from the speaker-influencer.

Hyper-Awareness is the second step of the formula. It delivers thenecessary trance state that will make it possible for you to transplanthypnotic suggestions directly into your subject’s subconscious core. If

“the Switch” reveals the doorway that leads to the subject’ssubconscious mind, it is “Hyper-Awareness” that opens it to revealthe pristine and fertile subconscious.

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Hyper-Awareness Patterns

Induction Pattern 1: “Let Me Shock and Surprise You”

Shock Pattern

The Shock Pattern is actually very simple compared to the more ornatepatterns that we discussed in the previous chapter. You see, the goalof “Hyper-Awareness” is to capture your subject’s attention andencourage him to focus on you and your message alone.

Hypnotic induction is not equivalent to the message itself!

When you induce a hypnotic trance, you’re preparing the way for thesuggestion or message. It sounds simple right? It does… Until yourealize that the person you’re talking to is preoccupied withsomething else. Trance states, big and small, can occur in a series andpeople can jump from one trance state to another state with veryminimal effort.

Why? Because entering a trance state is just one of the many

wonderful skills of the human mind. There’s nothing remarkableabout experiencing hypnosis because the brain was designed to enterthis state repeatedly, depending on the situation!

Self-hypnosis is the brain’s way of ensuring that you won’t missthe vital details of important events that transpire in your life.

This is the main reason why hypnotic induction is so important toThe Hypnotic Language Formula. You can’t accomplish anything if your

subject isn’t in a state of hyper-awareness. Your hypnotic suggestions,the very message that you’re trying to deliver, will fall on unfertilegrounds of the conscious mind if you try to transplant them before ahypnotic trance is induced.

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How can you “shock” someone into a trance?

The Shock Pattern has actually been used for decades by skilled stage

hypnotists because it works instantly. However, because of its natureit can only be used in select situations.

The pattern can be broken down into the following components:

Context + Thought Interruption + Continuity + DialogueNormalization

Here are some sample statements that make use of the Shock Pattern:

Context:

A salesman wants to sell a new product but his customer ispreoccupied with the steep price of the product and his budget.

Statements:

“Hey! I know you’re feeling a bit depressed about the pricing of laptop

computers. But did you know that billions of people are on the Internet rightnow, creating a massive Web of thousands of businesses that are just sellingstuff like crazy at light speed? And you know what else is crazy? Thiscomputer right here is capable of entering that massive Web and so muchmore! And it comes with a free carrying case, the latest Windows and ifyou’re nice our manager can even throw in a discount for any game youwant for you kids!”

Analysis:

1. CONTEXT – Establishing the context of the conversation reels inthe subject’s attention for the first time. By restating what’s already

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obvious, the speaker is able to gain the subject’s instant agreementwithout the possibility of resistance.

For example, if you find someone sitting on a green chair and you say“you’re sitting on a pink chair”, that other person would probably thinkyou’re crazy. But if you say “you’re sitting on a fine green chair” thenthere is no other recourse but to agree with your statement. Thisautomatic judgement (i.e. instant agreement with an indisputablestatement) can put any speaker in a more favorable position within aconversation.

2. THOUGHT INTERRUPTION – After gaining the subject’s

agreement to something, the next element in the pattern is to interruptthe subject’s current thought pattern.

The example I wrote seems fantastical and exaggerated – it’ssupposed to be that way. Refocusing someone’s attention oftenrequires a strong stimulus. In this pattern, the stimulus comes in theform of “shocking” information.

The thought interruption must be carried out in a way that the

subject’s mind would be sufficiently interested to discard whatever itis presently focused on. In the case of the salesman and the customer,the thought interruption served to dislodge the idea that the laptopcomputer was too expensive.

3. CONTINUITY – Continuity is the bridge between thought

interruption and the gradual return to normal conversation. In myexample, continuity was established by the following sentences:

“And you know what else is crazy?”

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“This computer right here is capable of entering that massive Web and somuch more!”

These two sentences contain bits and pieces of the thoughtinterruption but at the same time, they provide factual informationabout the object of the conversation, which in this case is thecomputer that the salesman is trying to sell to the customer.

4. DIALOGUE NORMALIZATION – Normalization is necessary toevade the subject’s conscious filters. If you don’t normalize thethought pattern you’re using, your subject may begin rejecting yourideas outright because you sound unusual or strange.

The transition to normal dialogue must be carried out immediatelyonce you’ve induced hyper-awareness in your subject.

The moment you return to normal dialogue, you will notice that yoursubject will be more engaged in the conversation and he will also bemore interested in what you have to say. Why? Because you wereable to break down the previous trance that was standing in the wayof your success!

Shock Pattern Version 2: Comforting Analogies

Never underestimate the power of analogies during a conversation,especially comforting analogies. A comforting analogy is often usedwhen the subject is resistant to your idea because it sounds too newor foreign.

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For example, if you are a salesman and you’re pitching a newproduct to a group of customers, you may soon discover that noteveryone is excited about using “hot new features” or “cutting-edge

technology”.

Comforting analogies are used…

1. To create familiarity and ignite trust

2. To induce a deep hypnotic trance in your subject.

If your subject disagrees with you or resists your ideas because he is

secretly afraid of new things, you can use analogies to make youroffer more familiar and therefore, more acceptable.

Context:

You’re trying to sell a new rice cooker model with a computer chipthat detects if the rice is cooked just right. Customers say it isoverpriced “techno-hype”.

Statements:

“This rice cooker is like your own person rice chef. It’s as if there was anextra pair of hands and eyes in the kitchen, making sure that your rice comesout perfectly. Your “rice chef” also has global knowledge of different ricevarieties so all you have to do is press a button and let the rice cooker do allthe work. Whether you’re cooking round-grain Japanese rice or long-grainedbrown rice, you get the best meals, consistently.”Analysis:

In my example, I used the “rice chef” analogy to shift the focus of thesubject. The pattern is composed of the following elements:

Context + Thought Interruption + Reframing (ComfortingAnalogy) + Continuity + Dialogue Normalization

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As we’ve already discussed, self-hypnosis can take place anytime,anywhere. It’s a natural state of heightened focus and people willingly

enter hypnotic trance states if they trust the speaker well enough.People may not be completely aware of what’s happening but theirminds become hyper-aware nonetheless.

This hyper-awareness is always guided by a person’s core beliefs,values and attitudes.

This is the main reason why you can’t hypnotize a person and askhim to do something that goes against deeply-held beliefs. For

example, I can’t just hypnotize a random stranger in the street andask him/her to do something that is known to be illegal (e.g. rob abank).

Again, you must shift the subject’s focus because there’s anothertrance state blocking the way.

By using a comforting analogy you will have a chance to loosen thegrip of the previous trance state and create a new trance state that will

give you the upper hand.

Once a new trance state is in place, you can boost the strength of thehypnotic trance by creating tantalizing images and implanting themdirectly into your subject’s subconscious mind. We’ll get back to thispoint in the next chapter!

Important: At each phase of The Hypnotic Language Formula, you mustcreate positive images and utilize affirmative statements to ensure that

your subject’s conscious mind does not oppose you. By sticking totime-tested positive images and messages, it would appear illogicalto reject what you’re offering!

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Induction Pattern 2: “I Know What You Are Thinking”

Psychic Pattern

Have you ever wondered why some psychics on TV are so effective in whatthey do?

Their instant impact is actually the result of their “patter” or thespecial set of linguistic tools that makes their performances morecredible and believable.

To an extent, hypnotherapists also use “hypnotic patter” to speed up

the hypnotic process and to make themselves appear moreauthoritative and knowledgeable. This isn’t a bad thing at all – everytrade has its own special set of tools and it just so happens thathypnotherapists use special language formulas to accomplish theirgoals.

Not all hypnotic language patterns are complex or intertwined withmany elements. Some patterns such as the Psychic Pattern arestructurally simpler because they induce hypnosis simply by

encouraging the subject’s mind to “fill in the blanks”.

Hypnotic patterns such as the Psychic Pattern are purposefullyincomplete and vague/ambiguous.

The incomplete nature of the pattern compels the subject’s mind tofocus on the hypnotic statement. After the initial shift in focus, a deeptrance occurs because the subject’s mind continues analyzing thestatement to make it more coherent, complete and desirable.

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As this process of completion occurs, the speaker-influencer must bethere to actively guide the subject’s reformulation of the informationthat he has just received.

The basic Psychic Pattern is composed of the following elements:

Declaration + Ambiguous Claim

The extended Psychic Pattern follows this sequence:

Declaration + Ambiguous Claim + Supporting Statements

Here are some examples of ambiguous statements:

1. “I know exactly what you are feeling right now.”

2. “I know exactly what you were thinking when I said that.”

3. “You said that you were afraid of trying to lose weight but look at whatyou’ve just realized about yourself a second ago… Can you remember it?Try to remember this big, positive realization you just had. Isn’t it

wonderful?”

4. “I see that you fully understand the process and because of this you canstart creating on your own.”

Analysis:

The first two statements follow the basic Psychic Pattern whilestatements 3 & 4 follow extended formula. Both formulas areeffective but if your subject doesn’t respond immediately to thesimpler pattern, using additional supporting statements can helpinduce hypnosis.

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Notice that these statements don’t make any sense if you read themclosely.

They’re not supposed to make any sense! Again, the ambiguity orvagueness is what makes them efficient in inducing hypnotic trancestates. Because they don’t make sense the subject’s mind can’t helpbut focus on the statement and the speaker. This induces animmediate hypnotic trance… Perfect for persuasion!

Induction Pattern 3: “Do You Remember That Memory YouForgot?”

Memory Invention Pattern

The Memory Invention Pattern is a hypnotic device that inventsmemories for the subject – it jogs and jars the subject’s memory banksin a very specific manner. Three things can happen whenever you usethis hypnotic language pattern:

1. Your subject will remember an actual lived experience from hispast.

2. Your subject will tie together fragments of past experiences tocreate a new “memory” based on the requirements of your statement.

3. Your subject will create a completely new memory in hisimagination and his mind will accept it as a true memory of a livedexperience.

This pattern is useful because it achieves three things for the

speaker-influencer:

1. It reduces resistance because the subject will be using his ownmemories and imagination.

2. It creates harmony between the speaker and subject.

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3. It provides a positive launch pad for further dialogue because thesubject provides you with the “raw material” from his personal

history.

This is the pattern’s structure:

Context + Declaration + Memory Question/s

Here are some examples of statements that follow the MemoryInvention Pattern:

1. “I understand that you want to watch more TV tonight but I rememberthat you have a difficult Math test tomorrow. Can you remember a really

good test that you aced before? Can you remember what you did to ace thattest?”

2. “We both need to go out tonight but I need to attend my night classes. Irecall a time where you took care of the kids and I went back early enough inthe evening so you can go out, too. Can you recall that time for me?”

3. “You’re angry right now and I agree that your mother was unreasonable.I think what you can do is to calm down because we don’t want to doanything brash. Hey, I remember when we had a great time in Vegas withthe boys. That was hysterical that night with all the cocktails and Jim losthis shoe. You still remember it, don’t you?”

Analysis:

The three examples I gave you represent three different situations, allinvolving some form of conflict. As you can plainly see, the MemoryInvention Pattern is a good option for inducing hypnotic trances andrefocusing the subject when he is in a negative trance (e.g. when aperson is consumed with intense emotions).

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Like other patterns we’ve studied so far, this pattern requires theuse of proper context (if you haven’t reestablished it prior to using

the pattern).

The use of context minimizes resistance as it creates a directconnection with the subject, regardless of the subject’s positionregarding the issue at hand. Harmony and similarity are two veryimportant concepts that must never be left out in any step in TheHypnotic Language Formula.

The memory questions are given right after the declaration and

establishment of context to ensure that the speaker is still somehowaligned to the subject’s current mindset before he attempts to jog theperson’s memory.

Individual subjects will provide distinct responses to the MemoryInvention Pattern. Your attempt is a success if the subject makes aneffort to recall a memory that you are trying to “shake” from hismind. It doesn’t matter if the memory that your subject recalls isvague or fragmented.

What is more important is that you are able to induce hypnosis whileestablishing a strong connection with your subject’s subconsciousmind. At the moment of recollection or invention of a new memory,the conscious mind’s defenses will be disabled, too.

How can you deepen the impact of the pattern?

Covert hypnotists know that a person’s memories are activechannels that lead directly to the subconscious mind.

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When a person is recalling a memory, the mind’s conscious protectionis temporarily disabled and the subject becomes more vulnerable tohypnotic suggestions and therefore, persuasion and influence.

What’s interesting about our memories is that they tend to shift andtransform every time we remember them. As a hypnotist-influencer,you can take advantage of the nature of human memory to becomemore persuasive.

You can accomplish this by actively guiding your subject as he recallsa memory. The process is like tuning an old TV set. If you were bornin the seventies or eighties or even earlier, you probably have seen or

have used old TV sets with tuners.

A TV set with a tuner has knobs in the front. Like old transistorradios, you have to twist these knobs left and right until you get aclear picture. You can also manipulate the knobs so you can get abrighter, darker or more contrasted image onscreen.

You can guide a person’s recollection of a memory by making directsuggestions and by purposefully asking questions.

Here’s an example of a guided recollection of a memory:

“Are you having a tough time learning a new skill? Do you feel like givingup? I’m not going to tell you not to give up… I’m going to help you someother way.

Can you tell me about the time when you learned how to ride a bike or drivea car?

Now imagine yourself at that exact moment when you felt a sudden burst ofhappiness and confidence because you finally got it down to a science.

Just put yourself in that memory and bathe in the glory of success.

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Now I want you to hold that feeling tightly… Now slowly tune out the oldscene in your memory.

As the old scene fades away, bring yourself to the present, where you areattempting to learn a new skill.

Slowly, slowly build the picture. Add some color here and there. Add somelines up and down. Now you’re ready to put yourself at the center of theaction. Now you’re ready to be successful!”

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How can you bypass the conscious mind’s filters?

After gaining your subject’s trust and inducing a hypnotic trance, thenext logical step is to begin bypassing your subject’s conscious filters.

If you’re not very familiar with the essential mechanics of the humanmind, it’s time for a quick review.

The human mind is divided into two distinct areas or “halves”: theconscious half and the subconscious half.

The Two Halves of Your Mind

Technically, the term “halves” is inaccurate because the subconsciousmind is deeper and more expansive than the conscious mind.However, for the purpose of simplifying our discussion and stickingto conventions, let’s use the term anyway.

The conscious mind or “waking consciousness” is the part of themind that deals with the following processes and tasks:

1. Thinking rationally and applying various forms of logic toproblems, social interactions, activities, routines, etc.

2. Processing information in a chronological manner to produce alogical output such as a perspective, idea, frame of thought or plan ofaction.

3. Receiving and recording information and stimuli in a linear fashion

(i.e. in the order that the inputs arrive or are received by theconscious mind).

4. Activities such as solving mathematical equations, making designsand formulating solutions.

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5. Critical inquiry or analytical thought as applied to day-to-dayevents and experiences.

6. Accepting and rejecting old and new ideas.

7. Shielding the subconscious mind from potentially risky ordangerous ideas.

The subconscious mind on the other hand, is responsible for thefollowing:

1. Studying a situation from a general or all-inclusive point of view.

2. Being the repository of deep-seated knowledge, intuition and isalso a channel for the expression of primal drives and instinctualbehavior and thought patterns.

3. Allowing a person to imagine and apply his natural creativity tospecific tasks.

4. Being the nexus or center of “irrational” drives and the wholespectrum of all possible human emotions.

5. Processing and encoding information and experiences as memoriesthat can be recovered, analyzed or even modified if the propertriggers or stimuli are present.

6. Influencing the conscious mind’s various modes of operation.

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From the summary you’ve just read, it’s easy to see that the twohalves of the mind are actually dependent on each other.

The conscious mind takes care of the day-to-day functions necessaryto live a normal life while the subconscious mind lends its creativityto conscious tasks such as deriving solutions to problems.

A person’s waking consciousness is protective of the subconsciousmind because the latter has the ability to create essential changes to theconscious mind. These changes tend to happen slowly over time butonce the changes take place, they become permanent unless a morepowerful idea comes along to influence the subconscious mind once

again.

If the conscious mind allows potentially dangerous ideas to reachthe fertile subconscious, things can go downhill fast.

You only need to look at the nightly news to see people doing thingsthat they shouldn’t be doing. Unless a person is suffering from someform of mental disturbance or substance abuse, many of the illegaland harmful activities being reported on the news are the result of

negative mental conditioning.

Mental conditioning begins in childhood and the ideas introducedearly in life often crystallize during adulthood. What’s true andacceptable varies from person to person.

In short, what’s true and acceptable to me may not be completelytrue or acceptable to you.

“Truth” on the other hand is determined by societal norms and ismaintained by the status quo. But despite the presence of the statusquo, people still have their own sub-variations of what’s acceptableand true.

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We’re discussing these details because you will need to understandhow the two halves of the mind actually function before you canpersuade or influence a resistant subject.

Subverting or bypassing the conscious mind’s defenses is essentialto success.

You cannot implant your message in your subject’s subconsciousmind without first “shocking” his conscious mind or logic circuit.

Don’t worry: the conscious mind won’t actually be damaged by adialogue with a hypnotist-influencer. However, it is resistant enough

to discard your message. Again, this is why you have to work ondisabling those conscious filters if you want to make any progress.

The third step in The Hypnotic Language Formula is aptly called“Circuit Shock” because at this stage in the communication process,your task is to ensure that your subject’s conscious filters will not getin the way of persuasion.

The hypnotic patterns in this chapter will help you shock those

logic circuits so you can finally hammer down your hypnoticsuggestions.

Circuit Shock Pattern 1: “Watch Me and Follow Me”

How can you subdue the conscious mind by appealing directly to thesubconscious mind?

The Nonverbal Track

Humans utilize three avenues when communicating with others:verbal language, nonverbal language and vocal language.

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It has long been established that nonverbal language contains morethan 50% of the message or what is actually being communicated bya person at any time. Less than 40% of the message is conveyed by

verbal language or spoken words.

Of course, you still need to be an adept and intelligent speaker if youwant to persuade and influence others.

However, for the purpose of disabling the conscious mind’s defenses,you can utilize a nonverbal track to subconsciously influence yoursubject into thinking that you are a natural leader and a trueauthority.

In the first step of The Hypnotic Language Formula, I mentioned thatone of the fastest ways to “prime the pump” is to establish oneself asa leader. The six steps of hypnotic influence have confluences and areinterdependent on one another. This means that at certain points inthe process, you will need to strengthen what has already been doneor established before.

If you have been able to establish yourself as your subject’s natural

leader in “the Switch”, you can further intensify the image ofauthority in “Circuit Shock”.

How can you communicate directly with the subconscious mind?

There are many ways to establish control of a person’s subconsciousmind but many of them require active disabling of a person’sconscious filters.

Here’s why: the conscious mind is responsible for expressing andprocessing verbal language.

Verbal language, like all aspects of culture, is consciously learned andremembered. The subconscious mind doesn’t have an innate

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understanding of Urdu or French. You learned your local languagethrough imitation, active study and practice.

When you verbally communicate with someone, you can be sure thatthe person’s conscious filters are working overtime to scan andanalyze your words.

Herein lies the key: the conscious mind’s greatest strength is also itsbiggest weakness. The conscious mind is incapable of efficientlyscanning and studying body language.

Why? Because it’s not verbal language. Body language or nonverbal

language is not composed of utterances, phrases and sentences. It iscomposed of gestures, facial expressions and other bodilymovements.

As such, it falls upon the subconscious mind to analyze and respondto body language whenever it is used. The subconscious mind hastwo main resources when analyzing and interpreting other people’sbody language.

The first unconscious resource is instinctual knowledge. Thesubconscious mind knows that bared teeth and heavy breathing areequivalent to aggression and therefore, if such body language ispresented then fleeing or fighting may become necessary.

The second unconscious resource is memory. All of your lifeexperiences are analyzed and encoded by the subconscious mind. Itperforms nonstop encoding not just to store your memories but toensure that you are able to learn lessons from your life experiences.

Of course, your subconscious will not inform you directly aboutnewly learned lessons. But deep in your mind, you are aware of thecontents of these lessons and you freely use them to your advantage.

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Some of these subconscious lessons have something to do with how

people communicate through gestures, expressions and movements.

A lifetime of observation creates an index of distinct nonverbalexpressions and their meanings. This mental index is used when thesubconscious mind encounters nonverbal expressions that are notinstinctually understandable.

How can you be a persuasive and authoritative communicator?

There are several nonverbal strategies that you can use to transformyourself into a powerful authority figure in the eyes of yoursubject:

1. EXUDE CALMNESS – Calmness is a sign of stability, authorityand confidence.

A jittery and anxious speaker may be seen as someone who isn’t veryknowledgeable about what he is saying. Some people may even

interpret anxious or nervous movements as a sign of deception (i.e.you’re lying because if you’re not, why are you so nervous?)

Being relaxed in front of your subject is also an excellent way toimprove the overall atmosphere of the interaction. If your subjectappears to be overly energetic, agitated or tired, being relaxed canrub off on him easily.

Humans are creatures of imitation – we imitate in order to learn

new things.

Our natural instinctual drive to imitate is present when we go toschool, when we watch television and of course, when we talk toother people. If you’re calm during a conversation, there’s a bigchance that your subject will also have the same energy level as you.

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2. USE AVAILABLE SPACE – Some individuals try to makethemselves as small as possible when talking to other people. This is

no way to disable a subject’s conscious filters.

If you try to minimize the space that you’re using by performinggestures such as crossing your legs or crossing your arms, you’recommunicating that you’re not very confident about yourself at all.

If you’re going to move your arms and use hand gestures, widenyour personal space and don’t be afraid to move around. Movinginto someone’s personal space for a few moments can also bolster

your position as an authority. Just don’t overdo it!

3. EXPOSE YOURSELF – No, I don’t mean that you should take yourclothes off but rather, don’t cover yourself so much with your handsand arms when talking to people.

Our bodies have three vulnerable regions: the chest, belly and groinarea. If you observe anxious people, you will notice that theyunconsciously “cover” these areas by crossing their hands over the

table or by crossing their arms over their chest, etc.

There are many ways to “cover” these vulnerable regions. Don’t do it– because leaders are not afraid to walk and talk with theirvulnerable regions exposed.

Place your hands in front of you only when you need to emphasizepoints using strong and firm hand gestures. If you need to place yourhands at your sides, place them far apart so your body has a wide

stance as if you’re ready for action any time.

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4. EYE CONTACT – Consistent eye contact is another natural trait ofleaders and authority figures. Making eye contact when you’restating a fact or idea shows that you are ready to meet someone at

their desired intellectual and emotional levels and you are not afraidto speak your mind.

Circuit Shock Pattern 2: “You Agree That It Is True”

Melded Truth Pattern

One of the more challenging obstacles that you will face as ahypnotist-influencer is getting your subject to agree with you even

with the foreknowledge that he has or will disagree with some or allof the things that you will say.

Disagreement is the strongest form of resistance that you canencounter as a hypnotist-influencer and it stems directly from theconscious mind’s defense mechanisms. A person can disagree withyou because of his perception of you or simply because your idea ismisaligned with what he deems acceptable and agreeable.

The Melded Truth Pattern is an advanced hypnotic language patternthat can be used to gradually remove resistance from the equationthrough two distinct avenues: guided agreement and the consistencyprinciple.

Let me explain these two elements:

1. Guided agreement – Your subject doesn’t have to agree with yourmain point immediately. This is what many would-be influencers fail

to see. Asking someone to simply say yes to you is difficult andadmittedly a little immature.

Influence is not about forcing your message on another person: it’sabout conditioning your subject to agree with you eventually.

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Sometimes this process only takes a few minutes to complete. Inother situations, you will see your target outcome manifesting after afew days of continuous dialogue. Your subject is the star of the

interaction – it’s up to you to adjust to your subject. Your subject isnot obliged to adapt to you!

Now, in order to get a resistant subject to agree with your mainmessage, you need to guide him so that he will agree to a series ofrelated statements. Agreeing to a series of statements that are onlypartially related to the main message or direct suggestion buildsmomentum and eventually erases resistance.

2. Consistency principle – The consistency principle has been usedby influencers for a long time because it works like gangbusters.When a person agrees to something, he eventually commits to thebigger picture or to the bigger idea behind his small commitments.Eventually, a person feels responsible for the bigger idea because hehas already partially committed to it.

How does the Melded Truth Pattern work?

The components of the Melded Truth Pattern are as follows:

Context + Agreement Chain 1 + Main Idea + Agreement Chain 2 +Normalization of Dialogue

Here’s an example of how the Melded Truth Pattern can be applied:

Context:

Richard is trying to convince his wife Sandra to have a vacation inSoutheast Asia. Sandra wants a vacation but is afraid of flying half acontinent away. She’s also worried about the cost of the vacation.

Dialogue:

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R: “Honey, I know that you’re very tired from work but this is the only timewe can really talk about our first big vacation.”

S: “I told you already, I’m not ready to fly to Asia. It’s too dangerous. Andwhat about our bills, we have so many. Can’t this wait a little longer?”

R: “I agree that we have a lot of debts and we can’t really settle them allright now, no matter how hard we try. But do you think that you deserve avacation?”

S: “Yes – yes, wait, where is this going? ---“

R: “Just stay with me please. So first thing’s first, do you honestly feel that avacation would do you some good?”

S: “Of course it would. Everyone needs a vacation every now and then. My parents used to escape to the South of France when I was a teenager. Theysaid the rustic countryside there did them a lot of good.”

R: “Nice! How about me, do you think with my new work, some off time

would do me some good?”

S: “Haha, it’ll help grow some of your hair back, so sure!”

R: “Ouch. Okay well that’s what I’ve been really thinking about. Asia has somany great tourist spots. Vietnam, Thailand, Philippines…. It’s like a sliceof paradise there.”

S: “I’ve seen the photos and it’s warm there, that’s a plus…”

R: “Do you think movie night will ever be as relaxing as flying somewhere, Imean I wouldn’t know because I haven’t really travelled abroad for avacation.”S: “I suppose it’s different. We’re at home, we’re relaxed but sometimes I feelthat these four walls are stressful.”

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R: “Do you think if we spend a couple of thousand in a resort in thecountry, you’d be happier?”

S: “Gosh no, it’s going to cost an arm and a leg, have you seen those hotel prices? Just to get warm and swim?”

R: “Well, I have a couple of thousand squirreled away, I’ve told you that andwhen I tried computing it seems like we’re only going to spend a really smallsum.”

S: “Really? Wait, what about you know, I mean isn’t it risky there?”

R: “Hon, I think it’s no riskier than driving on the interstate during rushhour or when there’s a bleary truck driver. I believe that we’re going to besafe.”

S: “If you say so…”

R: “Really? Great! So let’s get some dinner. We’ll talk about our vacation plans after dinner or even tomorrow night!”

Analysis:

Richard opened the dialogue by respectfully stating his intention andby acknowledging the subject’s current state (e.g. presumably tiredfrom work). This opens up the conversation nicely as it establishesrapport between the influencer and the subject.

Initially, Sandra was resistant to the idea and was ready to reject

Richard’s attempt at convincing her. By remaining calm and bypersisting, Richard gets Sandra to listen.

He begins asking questions that are only partially related to the mainissue. Sandra can’t help but agree because the questions were framed

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in an affirmative manner (i.e. geared toward action) and Richard waspatient enough to listen to Sandra throughout the dialogue.

After getting Sandra to agree that a vacation would be good for bothof them, Richard then proceeds to present the main idea which is togo on a vacation somewhere in Asia. He gives examples of placesthey could visit. This is the part of the dialogue where the melding isactually taking place.

Richard is actually burying his “truth” in the middle of a group ofother statements that the subject finds agreeable.

Originally, Richard’s “truth” was openly rejected by Sandra becauseshe was afraid of flying so far from home. But this time, becauseRichard’s message was placed sequentially after “Agreement Chain1”, Sandra was more open to agreeing with Richard’s point.

When Sandra agreed that Asia sounded like a good idea, Richardproceeded with another series of questions via Agreement Chain 2.Once again, Sandra found herself agreeing with Richard because hisstatements sounded harmless and aligned with what she personally

believed in.

Toward the end of the dialogue, Richard gains Sandra’s approval ofthe main message (which is to go to Asia) and he closes the deal bynormalizing the dialogue or switching back to a more neutral topic ofconversation.

Immediately normalizing a dialogue is another way of effectivelyshort-circuiting the conscious mind. By shifting the subject’s

perspective after gaining their agreement, Richard is inducing a“forgetting trance” that ensures that the main message stays intact inSandra’s mind and she doesn’t resist it once the conversation is over.

Circuit Shock Pattern 3: “Focus Only On the Positive”

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Selective Trigger Pattern

There will be times when your subject is too preoccupied with the

negative aspects of your message. In theory, a hypnotic inductionshould be able to shift a person’s focus sufficiently so that he willonly focus on the content of your message and he will only navigatewithin the boundaries of the message itself.

However, there will be instances when a person moves in and out ofthe trance because of his deep-seated beliefs. Essentially the speakerwould have to repeatedly induce the same trance state just to achievethe intended impact on the subject.

This sounds incredibly inefficient, don’t you think?

So here’s a better plan of action: instead of trying to combat yoursubject’s negative ideas about your idea, you’re going to let him talkabout what he feels is right.

You’re going to let him express himself. Your subject will expresshimself but he will not gain any satisfaction from saying negative

things about your idea.

In short, his resistance will be met with complete neutrality.

The Selective Trigger Pattern will allow you to navigate the roughterrain created by incredibly resistant individuals. Here is theformula of this particular pattern:

1. If your subject AGREES with you, you AGREE with him and

provide positive reinforcement.

2. If your subject DISAGREES with you, you ACKNOWLEDGE hisresponse and deviate from his line of thought so you can PRESENT amore positive angle.

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3. If your subject is NEUTRAL, there are 2 possibilities: internal/unspoken resistance or the subject requires more information.

3.1 If the subject requires more information, provide the informationand boost it with positive reinforcement.

3.2 If there is unspoken resistance, try to elicit a response from thesubject so you know the shape or form of the resistance. Adapt to thesituation and avoid criticizing your subject’s opinion.

Again, do not criticize your subject even if he is openly resistingyou!

Adding criticism to the mixture will only cause the chain to implode.You will only be met with even more resistance than before. If yoursubject tells you that your idea is garbage, ignore the statement andexpress a new piece of information that proves and reinforces thepositive aspect of your idea.

Let’s say that you’re trying to convince your family that your collegebuddy is decent enough to rent a room in your home for a few

months. Your family has heard plenty of stories about him andthey’re on the fence about him, especially your wife.

You respond positively when you hear statements like:

“He seems like a cool dude, dad!”“Does he play the guitar? I think he does.”“The extra cash per month is definitely something to look forward to.”

You should avoid criticizing or responding negatively when youhear statements like:

“I bet he smells.”“Why hasn’t he cut his hair? Is he a rock start or something?”“I hear he’s unemployed, how will he pay us?”

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Circuit Shock Pattern 4: “Yes, I Completely Agree With You,And…”

Camouflage Pattern

Is there a way to “sneak in” your argument in a conversation and gain yoursubject’s agreement?

Luckily, the answer to this question is a resounding “yes!” TheCamouflage Pattern takes advantage of three powerful concepts ininfluence and hypnosis: the consistency principle, information

overload and instant hypnotic induction.

And the best thing about this pattern is that you can use it inindividual statements to avoid detection. It’s the perfect pattern forbudding influencers who have not yet mastered the art of smoothtransitions when utilizing more complex hypnotic language patterns.

These are the elements of the Camouflage Pattern:

Feedback + Restatement + Camouflaging + DialogueNormalization

Here’s an example of how you can use this pattern easily to convince

the subject that your idea or message has actually been aligned withthe subject’s own ideas.

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“…I can call you ASAP if something goes wrong.”

“It will only be for a few hours and we will be 15 minutes away.”

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Chapter 5: TheHypnotic Stake

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If you have been reading this book from the beginning, you’veprobably already learned the following:

1. TRUST – Your subject trusts you well enough and also recognizesthat you are a natural leader. His perspective of the dialogue hasshifted because you have modified his mental lenses, too.

2. HYPNOSIS – You have induced hyper-awareness in your subjectand he is now more focused and aware of you and your message.

3. AGREEMENT – By working around your subject’s consciousfilters, you are now ready to drive your message into his

subconscious mind, where affirmative action is the order of the day.

If you’ve been practicing the patterns and skills we’ve beendiscussing so far, I can assure you that you have already achievedmuch in terms of persuasion and influence.

Being able to systematically utilize an array of hypnotic languagepatterns is a very rare skill and you are now a member of the elitegroup of influencers who have effectively melded hypnosis and

influence in one killer formula.

All that is left now is to construct and implant your HYPNOTICSUGGESTIONS.

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What’s the difference between a regular suggestion and a hypnoticsuggestion?

To answer this essential question, I have prepared a table ofcomparisons so you can familiarize yourself with the variousdifferences between these two types of messages.

Regular Suggestion Hypnotic Suggestion

Spoken in familiar, everydaylanguage.

Is communicated through hypnoticlanguage patterns.

Stated in a “matter of fact” and

direct way.

Rarely stated directly to the subject.

Is communicated regardless ofthe subject’s trance state.

Can only be implanted successfullyafter hypnotic induction.

Must be consciouslyremembered by the subject.

Subject is encourage to forget thehypnotic suggestion so it can take

root in the subconscious mind.

Makes complete sense when you

hear it the first time.

May not be completely

understandable if you hear it out ofcontext. Hypnotic language alwayshas an element of vagueness.

The subject can reject it if hewishes to.

Can shift the focus of the subject anddeepen his hypnosis/hyper-

awareness.

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What Makes a Good Hypnotic Suggestion?

Now that you are aware of the basic differences between a regularsuggestion and a hypnotic suggestion, let’s talk about thecharacteristics of an ideal hypnotic suggestion:

1. A hypnotic suggestion should not be jarring but rather, it shouldharmonize with what you’ve already been telling your subject.

If your hypnotic suggestion makes your subject say “what?!” it is notcompletely aligned or harmonized with the flow of ideas that youhave been building up from the beginning of the interaction.

2. A hypnotic suggestion should ideally deepen the subject’s trancestate. This can be achieved by adding specific words or by usingcertain linguistic devices that add a touch of ambiguity or vaguenessto the message.

This vagueness further disrupts the subject’s conscious filters andmakes the mind more focused on “filling the blanks” or reshaping themessage so that it would make sense. This process of integrationtakes place in the subconscious mind.

3. A hypnotic suggestion should be ethical and must also providemutual benefit to both the hypnotist-influencer and the subject.

The purpose of communication is to create change in the recipient of

the message. How effective communication is used is completely upto the speaker himself. Communication only becomes manipulation ifonly one party benefits from the interaction.

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***

If you’ve successfully accomplished the previous steps that have beenoutlined in The Hypnotic Language Pattern, you are indeed ready tocraft your own hypnotic suggestions. The following hypnoticlanguage patterns will help you create effective messages that can bedriven straight into the heart of the subject’s unconscious mind.

Important Note: Some of these hypnotic language patterns are

specifically designed to facilitate the entry of a more directsuggestion. If passing through a subject’s conscious filters is likerunning through a minefield, some special patterns are like tanks thatcan run over these conscious filters easily!

Stake Pattern 1: “You Feel Like Doing Something”

Stake Pattern 1 utilizes incomplete or “lost statements” that deepenthe subject’s hypnotic state. “Lost statements” are naturally

ambiguous and by virtue of their ambiguity they help speakersimplant more direct suggestions by shifting the subject’s focus.

The variations you will see in this section all utilize the same conceptof “lost statements” and are geared towards eliciting a favorableresponse to a suggested action.

Breadcrumbs Pattern

Do you remember the fairytale “Hansel and Gretel”?

The boy Hansel uses breadcrumbs as markers in case they got lost inthe woods. You can do your subject a “favor” during a conversationso he eventually comes to a conclusion that is favorable to you. You

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can drop “breadcrumbs” or cue statements throughout your dialoguewith your subject.

The formula for the Breadcrumbs Pattern is:

Specific Idea > General Idea + Ambiguous Value-Based Reference

You can apply this pattern in this manner:

Context: You want your husband or wife to stop smoking for his/herhealth.

Problem: He/she doesn’t want to because he/she has been smokingfor 15 years already.

Specific Idea: Smoking destroys the body, especially the lungs.

General Idea: Health is ultimately more important than any doubtsor anxieties.

Breadcrumbs Pattern: “At the end of the day, it’s up to you to choose.”

Analysis:

Notice that the actual statement has no direct connection to smoking,health or quitting. However, it is ambiguous enough to catch thesubject’s attention so that his mind will “hallucinate” to complete themessage.

You will only be able to create a plausible statement using the

Breadcrumbs Pattern if you are fully aware of the context and whatyou really want to accomplish.

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Some other examples of ambiguous statements that follow theBreadcrumbs Pattern are:

“It’s amazing to be wise.”

“Truth will set you free.”

“Being curious is wonderful.”

“Solutions are always there.”

“The soul needs some rest.”

“The mind is picky.”

Undeniable Fact Pattern

The beautiful thing about language is once you learn how to tweak itwith proper qualifiers, nouns, verbs, etc., you can get away withalmost anything… Like presenting a universal truth that you just

invented while having a conversation with someone.

By virtue of your special language, your truth can become a“universal truth” and your subject will accept it as such. You canaccomplish this by using the Undeniable Fact Pattern.

The Undeniable Fact Pattern is comprised of the following elements:

Collective Quantifier + Action / Fact / Description

Here are some sample statements based on this pattern:

“It never hurts to ask yourself ______________”

“Many people say that ________________”

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“They always think that ________________”

“Every person I know says _____________”

“The whole world knows ______________”

“Now everything that is happening is ________________”

“Nothing should prevent you from ________________”

Documents

The Hypnotic Language Handbook