8/3/2019 TheVaultStealth (2)

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STEALTH

DVD1- Outcome&Heuristics

Heuristics

Common

Attractiveness is the most importantfactor. Thinkabout howyou dress andyourdemeanor

Manner: be friendlyand smile.

Exercice 0:36:13 Choos e a wordand sayi t in "sexyhappyshyneutral"voice.

When you're saying something :Feel it !Feel the emotion inside while saying it.Feel the emotion you want to convey.

Don't let otherppl control yourstates !

(Don't give a damn about otherppl)

Action : AnchorPlayful curious rapportstate. Breakstates -0:40:00

Make the anchorstrengh bypracticing it

You must feel the wayyou want ppl to feel

Self Talk: make this talksound stupid.Get yourtongue out (DVD2 05:30)

Outcome

Have a clearGoal in yourmind

Visualize it and amplifyit

This will allowyou to relate the knowledgeto yourown reality(veryeffec tive indeed!)

DVD2- Rapport&Modalities

Modalities

Modalities are howpeople think: Visual,

Auditory, orkinesthetic

Some people use all 3, with apredominent one

Ifyou want to describe something tosomeone, all use the sense, describe howyou see it,howit sounds, howit feels.Use all 3 modalities

Marc's first goal is to make them like him,to get on. Second goal :get moreinformation, maybe anchorit to a watch(ticking passing means you're still notgetting information)

When Marc mentions something good, healways point to himself.Anchoring thegood thing to himself in the eyes ofthe

otherperson.

Don't be afraid to practice on people, youwill neversee them again, evereverever.

Especially in a big place like Paris.SOIT DOESN't MATTER. T AKE RISKSBettert o knowand trysomething, thennot to know

TrackFavoured modalities in individualsbyasking them about theirfavorite things

Rapport

Action : DVD2 -0:16:0 one person movehands and the othermirroirit

Action :DV D2 -0:25:30. Find a spot onthe wall; expand yourvision and set ananchor

You can gain rapport with a personwithoutlooking at him, just mirrorhim.

DVD2 -0: 28:30 Stare the person in theeye while mirroring them

Practice Mirroring in the tube.Do it againand again and again !

Forwomen : watch the waytheirshoulders go up and down, then match itwith yourbreathing

Nod yourhead : you're agreeing to what

theysaid establishing rapport

Match Facial Gesture and Mouvements

People love to talkabout themselves.

Verbal Rapport

Share Ideas and fact with ppl : theylove it

Ppl like to speakabout themselves

Just get what theysaid and feed it them back

Listen to what theysayand repeat it backto them : I'm looking forsomeonedynamic and able to engage.Say: Oksoyou're looking forsomeone dynamic andable to engage.

Add an open end question

Linking : find commonolities to yourproduct orself (like howotherppl thoughtof it)so thatppl c an connect to yourself oryourproduct. Ppl are more convincedwhen theycan relate something to theirexperience. Exactlyas you do whenwatching seminar: you tryto relate thattoyourexperience so you can understand itbetter. Same with otherppl, just tell them astorythat would allowthem to get a linkingto the product.It 's like when you are withsomeone and you find outthathe's fromthe same place as you.

Always over-deliver, promise little, deliverBIG. In everything tryto over-deliver, insales (not announced bonuses, not askedfordiscount), relationship(give more thenexpected, be more gentle than asked for).Ifyou promise something fort he nextweek, deliverit afters ome days. Verygood principle thatbuild good rapport with

people.

Some people have a big fearof LOSS. Soalways tell ppl what theycould loss if theydon't get the product.Talkabou tthebenefits but also about the loss. (They'llcontinue to have the same live as now,

theirteams can desintegerbecause ofthe lackof persuasion skills, etc.)

Group Dynamics :it's easierto convince agroup then a single person. Becausepeople will agree if everyone seems to beagreeing. It's like when you're in school

and you thinkthere is an error. No one issaying something so I must be mistaken.

Ifyou want someone to feel a state, feelthatstate yourself.Match them (pacing)and once you established rapport,getthem out of theirstate byleading into anewstat e. Get yourself in a good moodand you can start to lead them slowly.Some people would be more slowly,adapt yourself (calibration)

No one will realize, no one will notic e ifyou're trying to mirroir

DVD3- Signal - Tracking - Elicitation

Eye cues

DVD3 -0:24:45 -Exercice : what wi l l theydo forsummerhol idays and what did they

do last year. One person observe, oneperson asks and one person answers

a good influence skill is to make peopleimagine what it feels once theyget yourproduct,theygo outwith out orelse. "Justimagine yourself traveling from one placeto another, etc.", askhowdoes that feel(you can anchorit)?

Ifyou want them to remembergoodfeelings, point to theirpast to help themremember(DVD 3 -0:28:00), you useEye cues to knowwhere do theykeeptheirmemori es. Ifyou want them to thinkabout good feelings in the future, point toyourfutur

DVD3 -0:28:27 -Good example of

"Imagine when you will learn persuasion".Good example of imagine something

Droi te -past.En place : present:gauche futur. Commence bougeretpointer gauche en expliquant le point

Howthis goes :you go to the right,andyou elicit a feeling "there is time wheneverything is going right foryou, whenyou are reallypersuasive"and then yougo to the present "and then you can use

these skills everyday, right now"andimagine this in a couple of weeks, a

couple of days when you start using it onmore people, to get more sales, to seducemore ppl. etc. Get people to imaginesomething and then bring it NOW (thismoment)Ifthe product/service is something theydidn't experience before, you can elicit a

feeling from the future and take it backtothe present

DVD3 -0:36:35 : Exercice aboutbringingfuturtarget into present.T hinkaboutsomething and make it bright and clear,then the person take the target saying"what if we bring it closer"and bring it tothe present

Howto forget something you don't want torememberDVD3-00:39: 00. Make thetarget reallysmall then take it to throwit inthe past and make it black& white andcrappy

DVD3-00:43:00 -Ask5 questions answeris yes and 5 questions answers is no, toknowwhere he keeps his yes and wherehe keeps his no. Then when you speakabout something you want him to agreeabout,point to his YES zone.Watch

where their eyes will goandtheirbodies (notjustthe head, butalsotheshoulders)will go, some people willuse eyes, some people will use eyes.The idea is simplythatpeople have aYes andNospot.

What we see in the exl 3-00:46:00 is thatwhen he lied, his bodywent to the YESway. He's a veryphysical person. Theexplanation is that you have been doingthis (YES and NOspots)since yourbirthdayso you cannot reallylie aboutit.It's not like sayings.

3-00:47-45 In practical use : you startasking some questions like "nice daytoday", "thanks forseeing us althoughyou're busy"to knowwhere theiryesspots is, and then if you're trying to sell anidea and theysay "hmm, interesting"but

theirbodies goes in the no spot,t hen youmayask "I don't feel you're interestedenough, what would it take to convinceyou""what more do you need"

Focus on the person, veryinteresting3-00:50:15.You are trying to persuade them, not you.So all yourfocus should be on the person(this overlap with the curiosityfact inNLPWeekly).If you get stuckon yourinternal world, you'll neverpersuade theperson in face of you. So reallyfocusabout thatperson.

3-00:53:15. Ifyou can't spot the yes,choose theirlocation, when you areasking the yes question, point to oneplace (it's an anchor)

Interview: what you want me to do, whatyou don't want me to do. Then whilespeaking aboutwhat I have to do, poi nt tomyself,when speaking about what hedon't want me to do, point to anotherdirection. Everything negative, point toanotherplace, everything postive,meeeee!

Used in relationship, point to the right,tellme what you want in yourperfect partner,then point to the left, what you don't wantin a boyfriend ora girlfriend, then say" ohjohn seems reallynice, while pointing tothe negative spot)

3-00:55:00 Affinityposition : asksomeone

about where theykeep theirbest friend,talkabouttheirbest friend, thinkabouttheirbest friend then get to a dissociationplace. Then askthem about someonetheydislike, someone theyfeel uneasywith them and see what happens.

Once you found theiraffinityposition(affinity: where theykeeps ppl theylike),put yourself in thatlocation to tryandconvince him. If Iwant him to do a favorforme, I stayin the affini typosi tion. Ifsomeone is looking up & down, point toUP while you're asking a favorand toDOWNif you want them to disagreeabout something.

You can say"I met mybest friend, etc."and then askthem "do you have a bestfriend, etc."

DVD8- Trance2

Pacing & Leading

Pace pace pace pace and lead

Pace pace pace lead lead

Pace pace lead lead lead

Pace lead lead lead lead

Lead lead lead

Feel See HearFeel Lead

Feel See HearLead Lead

Feel See Lead Lead Lead

Feel Lead Lead

Lead Lead

Pacing are just truism : things thataretrue and happening around you, you canuse yourenvironement :

-So as we sit in yourroom-In winterit gets darkermuch earlier-l i fe moves ata fasterpace nowthan 20years ago

Pacing causes the target's mind tounconscisoulysay"YES"

Leads are statement orsuggestion thatyou want the otherperson to accept andbelieve (slide 49):this is t he same paragraph-you maybe curious to knowwhat I canhelp you with...-and ofcourse that can affect ppl'smoods

Pacing & Leadi ng Examples :- As yousit here, lookingat thesewords,listeningto myvoice, feelingtheheat ofyourbodyyoucan begintorealisehowto leadpeopleintot rance.-Feelingtheweight of yourclothesawareofthecolour of my snirt. hearingthesoundsintheroom, wonderinghowthisworks.-Andas younoticethebeating ofyourheart,observingmy postureyoucan begintocloseyoureyes /feelyour shouldersrelax-Andas yourelax intothe chair youcanbegintof eelevenmore relaxed-And youreally begintoenjoy thisexperience

andsmileasyoulearnthepower ofpacingandleading.

Forpacing, theydo n't have to sayYES, itcan be an unconscious Yes

Exercice Slide 50 -use Pace & Lead tobring a person into state

Time Distorsion

Time disorsion : le temps est relatif,parfois il passe vite,parfois il est trs lent

if you can't determine theirtimeline justset it up, like he would stand at right,atleftorin the centerforfutur, past andpresent

Direct Time Di storsion : Think back to a time in the past... Can you remember a specific time ... Imagine a time in the future when...

Indirect Time Dist orsion : Ican'twaitfor the summer holidays - Where areyou planning to go ... Do you remember the lastday ofschoolbeforesummer holidays - itwas soexciting ...

Ilove the smellofcutgrass...

Feel -Felt -Found :(you feel, and howIfelt the same wayin the past,but I foundI knowhowyoufeel...other people feltthat...buttheysaved the moneyto makeit here...andwhattheyfoundwas (he'squotingother people wichcanbe morepowerfulthensayinghowever you'llfindthat ...that when theylearn theski l ls...theyfound thattheycould use theskills and get more benefits...and whattheyfound thattheyfound solution fortheirproblems..theyfound theirselvesfinding solution...is thatsomething whichwould be useful foryou now?

Self exercice -use those statements tomake a Feel -Felt Found phrase (19:00)

Final Word-Put everyone in a goodmood, you control yourstate ! Make themremembergood feelings, make them feelgood about themselves

DVD7- Trance

Ex-07:30 -induct ion with fingers fallingand then he say: can you rememberthisfeeling as a child

When you saysom ething overtly:you'll

buymy product,or you'll be hypnotized,people will tend to resist.When it's cover,it's underthe radarbecause people don'tsee i t coming so theycan't blocki t

Marc is anchoring "exciting experience"tohim at 14:00.Always anchorall the goodfeelings and things to yourself bypointingto yousrself with the twhands

You don't need to get ppl in deep tranceto hypnotize them

See howbefore hypnotizing Tariz, heestablish rapport quicklywith him at 34:00and theyare like them against the rest ofthe world

Hand Shake Interruption at 34:00

34:00 and 38:00 Exercice -Practice thehand shake interruption

Marc Actuallyhypnotized a guyoverth ephone so this can reallyworks! at 44:00

Exercice -Covert Handshake at 46:21.Open the gate,hit the command, closethe gate.Watch also the beginning ofDVD8 as it goes more on explanainingthe properwayto do it.A ctuallypeopleexpecting the hand to go down, but youmake it goes up

DVD6- HypnoticLanguage

Causes & Effect

One thing implies another

Linksomethi ng they're currenlyexperimenting to a futuractino

Exl :

Because you're read the testimonials youfeel confident about attending oursemi narsTrying the basic program make you feellike trying the advanced program.

Slide 42 -Exercice : write down 3 causes

& effect patterns thatyou could use inyourlife.Inflection+states

Presuposistions and quotes

Use stories because they are a greatmetaphor-oh the storyproves i t

Presupposition is when you presupposethatsomethi ng is gonna happen

I see that it's going to be much easierwithyou guys todaybecause Ican see thatyou're reallymotivated about it !

Quote person instead of saying somethinggreat about yourself.It will be morebeliavable. You can hide anything in aquote because you wasn't the one sayingit

Binds -The Illusion Of Choice

You give two choices which will both lead

to the same outcome

Exl :Would you like to meet me tomorrowortodayused with childs : would you like to go tobed atseven or would you like to go atseverpast quarterafter hearing a story?

You're giving them a choice

Good exl :Overthe last 2 days, you'velearnt covert skills (presupposition)thatallowyou to indirectlyinfluenc e people(cause&effect)and as you continue tolearn these skills (presupposition). Iwonder(opening door)if you'llconscisoul syuse these skills in yourworkand personal life (Choice 1)oryou willjust suddenlyfind yourself using them in

everydaysituations (Choice Y)

Can you help me ? (opener)Ireally needthis done to be able to feed mykids(C&E), and Iknow you're reallybusy(presup)but if you can do it on Mondayorin Fridayif you can't in Mondaythatwould

be wonderful (double binds)

Ex: write out 3 double binds (slide 43)

PowerWordsANDand BUT

Everytime you(re getting a positiveanswersay ANDand continue. Likeyou're saying : so you want to be able toinfluence ppl, theywill sayYES, say: Andyou want to use this in youreverydaylife?the othersay: YES, sayANDyou ....

When you get a NO: sayBUT (deletion

phrase)it erases everything you just said.Ifyou geta NOresponse ora NOdesguised in YES, you can say"but

maybe there is something you want thatwe talkabout

Read Cialdini Bookagain and again

Because is also a wonderful word, offerareason everytime foryourrequest andfavor!

Trance

Exercice 46:00 -Repeat and model whatMarc is doing to hypnotize people. He'sassertive, he is veryconfident and peopleare whowed byhim. His voice is confidentand powerful, he uses manyintonationand it's reallyconvincing

Transe tests -The second part of DVD6 -The lemon test,the fingermagnet test

Marc says the ballon test is reallygreat

DVD5- Sharing Experience,anchoring andlanguage

Anchoring

Showyourf riends a photo album of themand you and you'll getthem in a goodstate right away(like Nepal photos)*

Askquestions , and reallylookf ortheanswers while watching the bodyresponse. But have a genuine interest in

the answer!

Language

Inflection

Inflection : Upaward Inflection : question.Flat Inflection : statementDownward inflection : a CommandUse Command inflection, as a quesitoninflection can get a "no"answer

To instill doubt about a statement, use anupward inflection with it : yeah thecompanyis quite good (you notice it whenpeople are hesitantabout something)

Eliciting state : use downward inflection tosay: can you tell me about the holidayyou went on

Exercice 00:30:00 -p39 slides, choosestatements and use different inflections.Smile when giving commands

Pauses

Pause are verypowerful. Pauses buildanticipation. Use them in yourlanguage

Embeed Commands bypausing

Language Patterns

Powerful words :-imagine :get peopl e to imagine and viewthings.Realize :verygood to get people thattheywill realize thatthis is t he truthCan you help me ?I was wondering

Directives :

-naturally: naturallyis good-easi ly:easyto put this in anysentence

Negation :I'm not asking you to : je ne te demandepas de.I'm not gonna tell you howattractive Iam

Exercice 00:54:00 -Write a goal down

Exercice 00:57:00 -Slide 41 | Write 3patterns using the magical words

DVD4- CovertElicitation

TIps : to askforsomething, you cancompliment the person before like "oh,reallynice dress, mysisteris actuallylooking forsomething like this, where did

you get it ?"Complimenting will make theperson feel good about herself.Compliements put in a good state

Yes Location

Yes location : asktypical yes question :

the weather's fantastic today, I love thesummer, it puts everyone in a goodmood, it's nice to go out on the weekends

Temporal Position

Temporal Position. Start with selfreference, speakabout yourself first : I'vejust been on holidaythen askthem adirect question :where have you been inholiday

Direct question : where did you go onholiday? What are you doing next week?

This will be useful to find the temporalposition.

AffinityPosition

AffinityPositionSelf Reference : start with yourself, I'vegot this great frie,d I reallylove mynice innephew. Askthen a direct question :"Doyou knowsomeone like that?""Do yousee them often". Start getting the answer.Ifyou can't spot it, probe ! "Tell me moreabout that?", "What's it like ?""What'syourfavorite bit?"

The eyes give awaymost of the tim e, seealso where the head goes.

Aska prospect to remember a one goodperson theyhired and thathave done allsort of good stuff,then askthem what

theydidn't do butyou would reallylikedthem to do. Then just use thatin yourproposal 4-0:09:00

Practice in Pub, coffe, everywhere !

Outcomes

get something from the past, drag topresent,make them thinkabouti t in thefuture

4-0:10:00 -If theyare in a bad mood, putthe bad mood in the past,point to the past(right)saying "things like that happen"and then point to the futursaying "whenyou gotthe job promotion, and you're inholiday". You can use this forexl withmohamed, pointing the fact he's not partfrom the enginnerschool in the past,andmake them thinkabout the futurwhilepointing to the futur.Point to the futur"when you go this newjob", point to the past '"thatwon't meananything foryou (the event thatproducedthe bad mood). "What's reallyimportant ishowyou move forward with it"and point tothe futur.Putnegative states inthe past

SpotiftheysayYES andtheymean

NO.Probe where theirYES position is,then askthem to agree aboutsomething,

if theysayyes , but yet theypoint to the noposition, just ask"you seem concerned,anything else Ican tell you ?". Because itpays if he is confortable saying yes toavoid bying remorse

Point to theirYES position if you wantthem to agree about something

Influence people howtheysee otherpeople using the aversion position

Ifyou want someone to feel good,feelgood yourself.Yourstat e means theirstate

Anchoring -0:18:00

Ifyou come happyto t he job and justmake people happyand in a good state,you became the anchorforthat state,people will want to talk to you and staywith you. You have to be able to elicitgood moods in people

Put yourself in a good mood beforemaking a sales call orelse

At Coffe Shop, you can use the sugarpacket to anchorthe audio byturning it

Do "And BiggerAnd BiggerAnd Bigger"and once you reach a peaksay"Andmore And More And more". Get themexcited and you have to be excited t oo

Action DVD4 -27:57 -Get them to thinkofa reallygood feeling. Make the picturebigger, what's the sound. Choose a spoton theirbodyand biggerand bigger, thenand more and more and more

Everytime a person is having good time(like everytime she laughed)he touch herat the elbow

Possible anchor : a pen click, keys noise, sugarpacket

Anchoring business card : DVD4-33:18 -also good foranchoring yourCV, oryoucan anchorthe good fee ling to you. I canalso use this to anchorgood feeling to thephone numberwhen giving it to the girl(fire the anchorwhen giving herthephone number)

Exercice: 36:47

Girl anchoring atDVD4-40:00 -Tell meabout yourperfect man. He's sliding thecup. Then what you're not looking for, andthen he point to one side to anchorit andthen he asks herto tell him about darrel,his current boyfriend. You can alsoanchorall the good feeling to him.

45:35 -Anchorover the phone : clickonthe phone oron the pen (a bit ofbackground noise)

Again : yourstate lead theirst ate. Getyourself in the state first

Exercice 51:36 -make the person feel

good -take a ball

How to do the trick: you can saytothe girl : "I learned this trickdo youwant to feel reallygood" 53:40

heVaultStealth.mmap - 19/09/2007 -