The Unfair Advantage: Sell with NLP! by Duane Lakin Ph.D

Author:Duane Lakin Ph.D. [Lakin Ph.D., Duane]
Language: eng
Format: mobi
ISBN: 9780967916255
Published: 2012-05-13T14:00:00+00:00

USE ACTION WORDS

To create mental activity, you must choose words and phrases that are action phrases. Use what our high school English teachers called the “active voice.” “Looking forward to hearing from you”, and “You are getting the best with us” are NOT action phrases. “Looking” and “Getting” are not verbs. They are not commands. Words ending in -ing do not create mental activity. You must use action words to create results.

Indirect commands do not create action. The memo that says “The smoking ban is now in effect” will not be as successful as one that says “Stop smoking.” (The same memo will be even more effective if it says “You can smoke at home, but be a non-smoker on these premises”) There are many stories of people being fired in such an indirect manner that they arrived for work the next day! If the action is not clear, the message will be lost.

In choosing an action command, it helps to visualize your audience. Then mentally point your finger at that person and tell him or her exactly what you want mentally done—call me, talk to me, invite me to your office, decide to buy The Unfair Advantage, or whatever else your objective may be. In this way, you can focus and identify what you want to say and what you want the person to do.

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