Sleight - Of - Mouth

Become A Word Magician

Eliminate Any Objection Or Win Any Argument

Anytime, Anywhere With Anyone.
MindAuthority © 2017
 Sleight Of Mouth

What is Sleight-Of-Mouth?

Sleight-Of-Mouth is a persuasion strategy that helps you change the meaning of a

stated belief that someone gives you. There are 14 specific Sleight-Of-Mouth (SOM)
Patterns, and you can use them in any order or sequence to reframe or change the
meaning of the beliefs of others.

SOM was concretized by the co-developers of NLP, Richard Bandler and John
Grinder and they assembled these persuasive techniques by studying the work of
Milton Erickson, Gregory Bateson, Virginia Satir and Fritz Pearls amongst others.

Following Bandler and Grinder, Robert Dilts, further took their work and
systematized into a schematic that makes it easy to practice, learn and master.
How it works?

Just about every statement that someone makes is not necessarily true, it’s simply
a belief statement.

What you’re going to learn is how to use any of 14 specific patterns to change and
shift the beliefs of others.

Almost EVERY belief is a false statement:

I can’t (because)
Only others can
I don’t have time
I don’t have money
I’m not ________ (good enough, etc)
 Who Is SOM For?

1. Sales Pros - Eliminate Objections

2. Entrepreneurs - Eliminate Objections
3. Coaches - Change Beliefs
4. Therapists - Change Patient Beliefs
5. Speakers/Trainers - Change Beliefs
6. People Who Want To Win Arguments
How Most People Argue And
Convince

Word-Argument Ping Pong

 SOM Is Systematic Patterns

What Someone MOST People

Says Address

You’re
What Someone Going To
Believes Challenge
Surface V Deep Structure
Communication
 Structure Of Belief
I really like it bu
t I can’t afford it
.
I am looking at bank account

Fill In Your Own

I’m always broke

Money is hard to make

Beliefs Need Evidence And Support
Saw Off Evidence Leg - Evidence Disappears
Evidence Disappears - Belief Disappears
 Beliefs = Cause

Beliefs Precede Statements

1) I can’t loose weight because…(evidence)

2) It’s hard to get ahead because…(evidence)
3) Donald Trump is a great president…(belief evidence)
4) Donald Trump is a bad president…(belief evidence)
5) I can’t be/do/have because…(evidence)
6) I like it but I can’t afford it…(evidence)
SOM - BELIEF EXAMPLE

“I like it but I can’t afford

it, it’s too expensive.”
 Sleight Of Mouth Patterns

MetaFrame - What is basis of their belief? (What are they really saying?)

Reality Strategy - How do they know THEIR belief is valid/true?

Model of the World - Compare their belief to the belief of others (make small).

Apply to Self - Use their belief to challenge their own belief.

Change Frame Size - Challenge their belief in smaller or larger context.

Hierarchy of Criteria - Examine belief against higher or lower values (desires).

Consequence - What are the consequences of their belief? (loss)

 Sleight Of Mouth Patterns
Another Outcome - A different (better) outcome to challenge belief.

Metaphor / Analogy - A metaphor that challenges the generalization.

Redefine - Give their belief a similar but different meaning (loss)

Chunk Up - Sweeping generalization about the belief.

Chunk Down - Challenge specific elements of their belief

Counter Example - Example that invalidates their belief

Intent - What is intention/gain (behind) of the belief?

 Reality MetaFrame
Strategy
So what you’re really saying is that I haven’t shown you (value/need/importance?)
It’s expensive
compared to
what? Apply To Change Frame Size
Apply To Hierarchy of Criteria
Self
Model Of The It may seem Self Isn’t it more important
Do you always That belief is to focus on how
World expensive, but
pass up things going to cost you much this is going to
Really successful when you break
you like, even if.... ____ in the long make you as opposed
business people down the price
can’t afford? run to what it’s going to
know they need you can’t afford
to_____. not to. cost you now?

Intent Consequence
What do you hope to gain Have you considered what
by believing/saying
I can’t afford this is going to cost you
I like it, but
that? it/expensive not to have it?

Redefine
Redefine
It’s not a matter of liking, it’s It’s not a matter of expense, it’s Another Outcome
a matter of needing. a matter of being competitive.
The real issue isn’t
Chunk Down whether or not
Has there ever Metaphor/Analogy
you can afford it,
You can’t afford it?
been a time you Many the real issue is
What specifically are
could not afford times not It seems you want to drive whether or not
you comparing
something and about $ A Ferrari but you want you want to grow
this
you bought it money, it’s about that on a CHEVY your business.
to?
anyway? commitment to budget.
Counter Example Chunk Up
BELIEF EXAMPLE

“I really like it but

I can’t afford it.”
Two Very Important Things
To Remember

1) Rapport

2) Tonality
 Pattern 1- MetaFrame
A MetaFrame is the underlying belief (real meaning) of the statement or
comment.

It’s a representation of what they are really saying.

Belief Statement: I really like it but I can’t afford it.

What they are really saying: I don’t see value. I don’t see value relative to cost. I
don’t see how/why I need it. It has not been made important to me.

Meta Frame Response: Challenge the basis/foundation NOT the belief itself.

ASK YOURSELF: What are they really saying?

RESPONSE: “So what you’re really saying is that you’re not serious about
growing your business?”
 MetaFrame

MEANS
but I can’t
I really like it
afford it.
Causes
So, what you’re really saying is you’re not serious about growing your business
by investing in your ___________.

MEANS
but I can’t
I really like it
afford it.
Causes
 Practice
1) I ran out of time today, I don’t have time for the gym.
_________________________________________________

2) People who get cancer usually die.

_________________________________________________

3) (Specific person) is the American president and exactly

what America needs.
_________________________________________________

4) Add one of your own…

 MetaFrame Response

What you’re really saying is ________.