NLP Techniques - Sleight of Mouth

Reframing is an excellent way to handle questions and objections (and belief change). A reframe is an intervention that changes the meaning someone has associated with a particular piece of information. For example, the price of a product or service is in itself meaningless it is the audiences perception of it being cheap, expensive or good value that is important. Reframing allows you to change that subjective meaning in order to create the right outcome for your presentation.

Sleigh of Mouth patterns are reframing patterns identified by Robert Dilts from some of Richard Bandlers language patterns. However they are applicable to many famous communicators.

They are best used in combination rather than individual patterns; they can be used to strengthen beliefs as well as change them. They are based on plausibility rather proof. While there are 18 patterns they can sub divided into four basic types:

▫ Change meaning

▫ Change cause

▫ Comparisons

▫ Change logical level

Example of Sleigh of Mouth Patterns

Take an example belief: Business NLP is not appropriate for our company

These responses are an example of the various patterns rather than the truth about NLP.

Hierarchy of Criteria

To be effective the response must relate to the real values of the person youre talking to!

Dont you think its more important to concentrate on what your objectives are now, and how NLP could help you achieve them; rather than rely on past opinions?

Consequence

A consequence of that view is that some of your people wont get the best development opportunity thats available to them.

Another outcome

The issue here is not whether its appropriate for your whole company; which it isnt; the issue is whether its very appropriate for some people in your company.

Metaphor / Analogy

Would a football coach that studied how the best footballers scored goals not be appropriate for a football club? Business NLP is about how the best business people achieve results.

Redefine 1

Its not inappropriate for your company; it just needs to be implemented properly to get the best results

Redefine 2

Business NLP is about producing best business results; are you really saying producing better business results is not appropriate for your company?

Chunk Down

(Most of the Meta model can be used)

What particular parts of NLP are not appropriate for your company? How specifically are they inappropriate?

Chunk up / exaggerate

So you mean that learning and improving performance will never be appropriate for your company?

Counter example

Isn't it possible that one aspect of Business NLP will be appropriate for your company? There is at least one area of your company that could benefit isn't there?

What would be appropriate for your company?

Who would Business NLP be appropriate for?

Intent

My intention is not to sell you something inappropriate; its to save you money and increase your effectiveness. Business NLP may be able to help you with both these.

Model of the world

That may be 100% true from the experience youve had so far; however would you be interested in the experience of people from similar companies that have found it appropriate?

Reality strategy

What would you know if Business NLP was appropriate to your company?

Apply to self

Thats an inappropriate thing to say; knowing how many other companies have benefited.

Change Frame size

It may seem that now; however when you look at the potential benefit of how Business NLP can help you with changes over the next five years; youll see how necessary it is.

Meta Frame

Youre only saying that because you dont know if you can handle the impact Business NLP will have. I can guide you through that to achieve the results you want.