1. What is Hypnosis?

Definition of hypnosis
Everyone uses hypnosis in some form or another, politicians, leaders, speakers, life
coaches, teachers all use hypnosis to influence their audiences or subjects.

• Focused attention on a particular issue: we rarely focus throughout our

conscious life; hypnosis and hypnotic language makes it possible for you to guide
your subject into focusing his/her unconscious mind.

• Conversational hypnosis gives you the ability to command your audience’s

attention and focus it on a particular topic.

• Hypnosis is a journey from one state of mind to another: by using hypnotic

language within the context of a conversation or presentation you can get your
audience or subject to agree with you and then lead them into a new frame of
mind; this new frame of mind will provide them with a receptiveness to change,
improve, grow, take action.
 Very brief history of hypnosis
Goes back thousands of years, hypnotherapy comes in different guises.

• Wong Tai, father of Chinese medicine, incantations, rituals, techniques, in 2600 BC,
the Egyptians had forms of hypnosis.

• Modern hypnosis, animal magnetism, Franz Anton Mesmer, he was the founder of
Mesmerism, forerunner of hypnosis, Benjamin Franklin discredited him in terms
of the magnetism, but Mesmer and Franklin were getting results.
• James Braid (1795-1860) discovered that patients in his waiting room were staring
at candlelight in his office, it put them into a hypnosis state (called mesmerism at
the time); Braid coined the term hypnosis, more about narrowing focus of
attention, monoideism (a narrow focus on one idea); James Esdaile (1808-1859)
performed hundreds of surgery using hypnosis, less people died, it was less
traumatic, hypnosis doesn’t have side effects like drugs do, hypnosis was
associated with the occult due to mesmerism and so therefore was pushed out by
drugs.
Milton H. Erickson, background, (1901-1980), he was a
medical doctor, developed his own techniques to
hypnotize

• Influence: he had an impact on family therapy, solution-focused therapy, strategic

therapy, systemic therapy, and Neuro-Linguistic Programming (NLP)

• Had polio as a youngster: became highly observant and was able to learn about
how common trance is and how often this behavior occurred throughout the day

• Hypnosis gives the subject power: Erickson felt that it’s not true that the subject
loses power, the hypnotist cannot make the subject do anything if the subject
chooses not to do it, he gave the subject permission and choices, small changes can
have a huge impact
 Quick background on Erickson’s techniques
Why were they different than techniques from previous hypnotists and
hypnotherapists?

• Approach: his approach was radically different, the interaction between you as
the hypnotist and the client is the core of the session

• Style: his style was conversational in approach, don’t concentrate on why a

problem exists, he would instead focus on how to move forward from the problem

• Unconscious Mind: unlike Freud’s opinion that the unconscious was a “cesspool”
of negative events and psychosis, Erickson saw the unconscious mind as a huge
resource for the client to achieve his/her goals
 Trance is not unusual
In fact, trance happens frequently throughout the day.

• Hypnosis is natural: engaging events are hypnotic, we enter trace states every
day when we watch engaging movies or TV, peak performance

• Many methods to get to trance: many cultures use dance, mantras, praying,
chanting, mantras, tell stories, rhythms, flickering lights, stillness, drugs, to induce
trance

• Hypnosis and trance: hypnosis is just one of many trances, anxiety, love,
depression, phobias are all forms of trance, so essentially hypnosis is a subset of
trance, it’s one form of trance
2. Trance and Hypnotic Language
 Diffused to highly focused
During the day as you think your attention wanders to many different topics. When
you are in a trance, your attention is highly focused.

• Focus can be external, such as a spot on the wall or candle flicker; if you are
involved in an accident this will give you an intense external focus

• Focus can be internal, such as meditation or daydreaming, as you do hypnosis,

you will be going into an externally focused trance as your subject goes into an
internally focused trance

• Many types of psychological problems are trance states, such as phobias, if

you have a fear of spiders you will focus just on that spider, or if you don’t like to
step on cracks in the sidewalk you’ll concentrate just on those cracks
 Hypnotic induction
Eliciting hypnosis can be done with either type of focus.

• Getting people to focus inwards, you’ll go with them

• Worrying is a type of negative internal trance

• Hypnotic induction can take either internal or external forms

 Some forms of external inductions

• Focusing on a spot on the wall or a candle flickering, For you can put them off
balance and then as they go into trance because of that interruption give them a
suggestion to sleep or relax

• You can use your voice loudly to break the pattern of behavior, you can
interrupt a handshake or any pattern that people do every day

• Peak performance or flow states, which are self-induced or can also be guided
Hypnosis is not a single phenomena, it involves guiding
and narrowing attention.

• Reading a novel, watching a good film, studying intently

• Sleep is the deepest trance

• Trance: Day Dreaming: Hypnosis: Sleep are all REM (rapid eye movement
phenomena); these are really all the same, it’s just a question of degree of trance
 Milton Erickson would use people’s normal trance
behaviors to dovetail his voice to put them into deeper
trance
• Your voice will go with them: as the hypnotist, you will also go into a trance as
your client does, yours will be external as you focus on them and their experience,
their focus will be internal

• Hypnotic language patterns: Erickson developed hypnotic language patterns

that became part of his conversational style in working with subjects, these
patterns are the focus of this course

• Bump into someone, interrupt a handshake: Erickson noticed that if you bump
into someone, interrupt a handshake with unusual behavior, or disturb someone’s
normal pattern of doing something that person will go into a trance and you as the
hypnotist can use that trance to get them to go even deeper
 3. Ways to Master Hypnotic
Language and Why You Should
Learn It
 Write language patterns down until natural

• Hundreds of patterns: there are hundreds of combinations of Ericksonian

language patterns; you won’t learn them all overnight, but this course will give
you an opportunity to see how they work

• Practice with writing: as you find a pattern that speaks to you and one that
seems natural for your conversational tone, practice writing it with different
applications in mind, to convince a child to do something, to persuade your boss,
to engage a potential partner

• Vagueness: Ericksonian language patterns depend on vague language used in a

precise way! As you learn which types of words help subjects to go deeper
internally you can become masterful at directing their efforts to do so
Use flash card packs, buy them or make them yourself.

• Zebu, hypnotic language card game: this game has over 50 of the Ericksonian
language patterns and is fun to play

• Your own flash cards: as you discover new patterns, write them down with
representative examples and create your own card deck, organize the deck by
applications (sales, negotiation, authority) or by Ericksonian categories, such as
vague language, double binds, presuppositions

• Stack different types: as you get more masterful you’ll be able to use many
different structures together to get the effect that you want, you’ll be able to
combine linking suggestions with embedded commands within the context of a
story or metaphor
 Record yourself and listen back.

• Work on tone: your tone should be calm and authoritative without being
monotone

• Work on emphasis of commands and certain keywords: as you practice be

aware that embedded commands and suggestions may need a little more
emphasis than other words in your hypnotic conversation, this is called analogue
marking

• Make sure you pause: hypnotic language depends on the pauses between words
as much as the actual words themselves, listen to how others do it
 Listen to other hypnotists practicing and practice,
practice, practice yourself to internalize them.

• Practice your new techniques: work with family members or friends in a trusted
environment as you practice your new language techniques

• Remember that mastery doesn’t occur overnight: many successful hypnotists

have worked for years to attain the level of fluidity in audio, face-to-face, and
writing

• Pay attention: To politicians, speakers, celebrities, world leaders, advertisers,

teachers, and other masterful hypnotists and then adapt the things that work to
your own repertoire of skills
 Why should you invest the time to learn hypnotic
language patterns?

• Authority: Position yourself as an authority and therefore influence others

• Relationships: Increase the positive aspects of all relationships, whether it’s in

sales, negotiation, leadership, or romance

• Opportunities: Opens opportunities in areas where communication is vital

4. Trance Behaviors and Signs of
Trance
 Trance indicators
It’s important for you to recognize the movements that show that your subject is going
into a trance or daydreaming, they look different than normal behavior but they can
even look fully alert and be in a deep trance.

• People focusing internally, their eye movements will be like rapid eye movements
in sleep and you can also get skilled at determining whether their eye movements
indicate something more specific, watch for eye movements as a clue to how deep
they are into the trance state

• Subjects frequently become still and show relaxed behavior

• Muscles smoothing out, their muscles equal out and so therefore you might be
able to position their muscles in a certain way, and they stay there as if you’ve
positioned a plastic figure, this happens during the regular day as well, for
example, your neck muscles hold up your head all day
Relaxation isn’t necessary for trance to be induced but
relaxation during trance can help reduce pain

• Sometimes chanting and frenzied dancing can also induce trance so trance isn’t
always relaxed

• Hypnosis is often done with the eyes closed, because the phenomena subjects
experience are sometimes “visual” and “imaginary”

• By keeping their eyes closed it helps subjects to keep “reality” from “not reality” so
their imaginary visions are clear and distinct from everyday reality
Recognizing trance, it’s different than regular behavior,
think about someone who is working at peak
performance, they block out everything around them

• Trance happens when the subject’s attention is focused

• The hypnotist’s questioning that guides the subject’s attention to focus either
externally or internally will induce a trance

• Using words that have no fixed meaning, vague words called nominalizations, will
make the subject go into a trance state because the subject has to go into her/his
mind, any question that requires them to “go into their minds” to answer your
question will put them into a light trance
 People blink their eyes rapidly before they go into a
trance, then their eyes stop blinking altogether or very
slowly
• Muscles develop a strange immobility, for example you can lift a subject’s arm and
it will stay there when they are in a trance

• People become more suggestible in any type of trance, therefore people don’t trust
a hypnotist because they think they will be manipulated, but any time you focus
intently you’ll put yourself into a trance state

• Levels of trance: There is a range of the level of depth of trances, if you ask a
person a question that means they have to access their internal memory it will
make them “go into their minds” to answer and thus focus their attention, they
can also “hallucinate” or imagine vividly, a very deep trance will have them be on
the edge of sleep, but not asleep
Within a trance, people actually have more, NOT LESS
control over their physical responses

• Increased tolerance to physical pain

• Pain can completely be made to disappear or you can make parts of the body go
numb, subjects can even be made to blush on just one side of their faces

• If you are tense, your pain will be worse, when you as the subject are relaxed the
pain eases, you will be able to tolerate more pain in a trance state
 5. Questioning, Pacing, and Leading to
Guide Attention

As the hypnotist your job is to help the subject narrow

their focus of attention and then move them from their
present state of mind to another, hopefully more
beneficial, state of mind.
 Pacing current experience
Imagine you want to get in tune with someone and you’re walking side by side, as you
come alongside them you start to walk in the same rhythm that they are walking so
that now you’re traveling together

• Observe your subjects’ behavior: Whether you’re speaking to just one person or
to an audience, you can begin to cautiously mirror their movements and cadence
of speech; this must be done in a way that’s not obvious, you are simply tuning
into their frequency and allowing them to tune into yours.

• Your end goal: As the hypnotist, your goal is to gently guide your subject from
one frame of mind to another, to do this you must mirror the subject’s current
frame of mind and then get them to see that the upcoming state of mind will be
beneficial to them as they pursue changes or a different viewpoint.
• Transitional words: For example, you could say something like “I’m wondering
how you’ll learn and put together all the new ideas you’ll get from this course. As
we go on this journey together, you can move forward to a deeper understanding
of hypnotic language and how you can use it to benefit you on a daily basis.” In
this statement you’ve used vague words like “wondering” to get the subjects to
think about what they will get out of the course. You’ve also taken a snapshot of
where they are and where they are headed and offered them embedded
suggestions to move ahead. Notice also the use of the word “can” which gives
subjects permission to make choices.
 Developing mastery with pacing and leading
Begin by observing your audience carefully, the unconscious mind processes
information at 40 million bits of data per second versus the conscious mind which only
processes at 40 bits per second, in other words if you want to learn something fast or
make changes quickly the unconscious mind is the way to go.

• Observe your audience, either one or many, carefully and take them in

• Make a mental note of their tone of voice, their posture, their receptiveness to
what you are saying

• Copy the aspects you have observed ONE AT A TIME; you’ll need to do this in a
very subtle way so it’s not obvious to the subject or subjects, this is where the art
comes in
 Begin the shift.
As you mirror your audience, start shifting slowly to the next step.

• Now that you’ve mirrored them as best possible and you feel that you’re both
“traveling at the same pace” you’re ready to make a small shift

• Maintain eye contact, this is crucial so that you don’t lose them as you start to
“move forward”

• Now you will start to divert their attention and they should be ready to follow
 Change only one thing that doesn’t mirror your
audience, it can be your position, your tone, your
demeanor.

• You shift one aspect and do it slowly

• Don’t jar your audience or subject, be subtle

• Maintain eye contact so that you keep them with you as you make the shift
 Now the audience mirrors you…

• Pay close attention to see if the audience has mirrored your very specific shift

• Once you see that they have, you are almost done, you have paced, paced, and
now you are ready to lead

• Change one more specific behavior, the audience should mirror this and now you
have access to their inner workings and can continue to hypnotize them to
influence their behavior if they are willing participants—you can make the sale,
seal the negotiation, or convince your lover all with these techniques
6. Using Vague Words to Spur the
Internal Function of the Mind
 Use language that is non-specific.
By giving your subject non-specific language, it gives him or her a chance to assign
meaning in his/her own way

• Words like “explore” or “discover”: Many words have a different meaning

depending on the context. For example, if you say to a subject, “close your eyes
and just explore” the word “explore” could mean a lot of different things and the
subject assigns a meaning to it.
• Erickson, direct or indirect?: Many students who study Ericksonian language
patterns believe that Erickson was always indirect, but this isn’t true. He used
vague language to get the subject to assign his or her own meaning, but he used
either direct or indirect language based on the client’s response in order to
structure the session.

• The purpose of vague language: By using vague language you are giving the
subject the opportunity to find his or her own way to solve a problem by using the
power of their own unconscious mind
 You can still direct the subject.
I want you to sit here and then relax. And as you relax, think about and discover what
would make you feel that you could make the change you want to change.

• Direct the subject: In this case, you’ve directed the subject to “command” him or
her to sit and relax… the command to sit is direct, but the word “relax” means
different things to different people

• Vague words: The words, relax, think about, discover are all things that might
mean something different depending how the subject interprets them and
depending on the context. Even the word “change” here is vague because you have
not been specific in how you would like them to change.

• The subject has the answer: The subject has now been directed to go inside his
or her mind to uncover what would happen to want to make them change their
mindset or outlook.
Metaphors, analogies, and stories are a great way to use
vague, universal language, to get the subject to go
deeply into their own unconscious mind.

• Give direction without specific details: If you give too much description then
the subject can’t put in their own experiences, but if you keep it general, then they
can fill in the details themselves and those details will have more meaning for
them

• Vague language: Vague language is naturally hypnotic because the subject has to
go deep inside to search for the meaning that’s appropriate for them
• As the hypnotist, you know nothing about the internal experience they are having
so you would say things like “I wonder how you feel as you’re walking toward the
beach. I’m curious as to how the sky looks on the day you’re taking this journey
and how your feet feel as you walk. Is the sand hot and hard or soft and cool or
something in between?
 Words with many different meanings give you the
opportunity to communicate on many different levels.

• Meanings can be activated unconsciously. You can create an undercurrent or

thread that weaves through everything. For example, if you wanted to give a
feeling of speed you could use words like running, sprinting, hurrying, even when
you are not specifically talking about speed, but want to communicate that
message

• Highly generalized statements that are vague, put the subject in a state of
agreement. For example, the statement “We all have our problems” is a vague
statement. It doesn’t say what the problems are in specific or even what types of
problems we’re talking about. Instead, as soon as the subject hears the statement,
his mind drifts to his own problems.
• Vague language empowers the subject: by being vague in your language you
place the power back in the subject’s hands and mind to determine what has
meaning and what’s useful on the path to a changed mindset
 Use of words for vague language

• Different meanings: As you study vague language you’ll realize that many of the
different words we use don’t have exact meanings, but instead depend on context
for meaning

• Words to use: the words wonder, curious, development, explore, pleasure,

excitement, relaxing, satisfying are all words that mean different things to
different people; what some people would label as exciting might be labeled as
dangerous by others

• What You’ll Learn: As you use this method you’ll also discover some benefits for
yourself as the hypnotist, it will make you more curious about the inner workings
of your subjects, it will challenge you to think more clearly, and it will remind you
of the resources you have to be at your best as you facilitate your subjects’
experiences
7. Building on Truisms to Get
Agreement
 Agreements can take the form of either yes or no.
The undercurrent is that the client or customer or subject would always agree with the
hypnotist.
• Structure your statements so the subject must say yes or no but is always in
agreement with you as the hypnotist, for example you can say “I can see that
you’re beginning to relax (if this is what you’re observing)” and the client would
say yes or nod, you can also say “And you don’t want to tell me anything that
you’re not ready to tell me” and the client would agree but they are agreeing with
your “no” statement

• Verbal and Nonverbal: The subject’s response can be either verbal or nonverbal,
they could say yes or nod

• Use truisms: Truisms are undeniable facts, begin with observable facts and then
move toward more abstract but still universal facts
 Using Truisms

• Getting agreement with your subject increases response potential and makes the
process more smooth

• Universal truisms, such as “some of those childhood memories can take you back
in your mind” or “you’ll begin to understand things in a way you didn’t realize you
could” you can use universal truisms to build rapport, get the client to start
thinking internally and put their own filters on what you’re saying

• The game green light, 7 correct, then one is wrong, you still say correct to the one
that was wrong…the green light is leading you, can work vice versa as well, this
form of agreement pattern has the same effect, as they agree (whether it’s with yes
or no doesn’t matter) and continue to agree, then when you introduce suggestions
or embedded commands they will be more readily accepted
 A mix of yes and no truisms will help your client or
audience feel more comfortable.
If you use yes all the time, it comes across odd very quickly, so it must be done with
subtlety to be effective.

• A mix of truisms both yes/no, an even mix is important so that the subject doesn’t
feel manipulated

• Once you get agreement and you can see that the subject agrees with you as the
hypnotist, the direction is going one way and these truisms build momentum

• Eventually you as the hypnotist, will guide them to something that is beneficial to
them, such as developing more self esteem, so you take baby steps in giving the
subject suggestions until their unconscious minds begin to accept what you have
primed them to accept
 Design your outcome first and then begin to stack
truisms.

• It’s all about the outcome: What is the desired outcome? To overcome a phobia?
To become more self confident? To purchase a product that might be expensive
but offer a lot of benefits? You design your truisms to lead up the path to the final
outcome you want the subject to achieveOnce you get agreement and you can see
that the subject agrees with you as the hypnotist, the direction is going one way
and these truisms build momentum

• Hypnosis is a journey of discovery, but it’s also a journey to give your subject a
specific benefit, if they have come to learn something or achieve something you
want to be the facilitator in making that happen

• The more masterful you get at weaving truisms into your presentations, the more
responsive and suggestible your subject or audience will be
 Build momentum with truisms.

• Underlying current is agreement with the hypnotist, you can build these and then
add a suggestion, take them along the path and then make suggestions a little at a
time

• Make sure you have agreement before you throw in suggestions that you want the
subject to accept

• Your subjects won’t accept suggestions that are wildly divergent from their
starting point so you must move with subtlety to get them from where they are to
where you want them to be, use truisms to get them there
8. Linking Suggestions, compound
and contingent, cause and effect
Linking words begin to make things seem related, even
when they’re not; this is the secret to leading your
subject to a new state of mind

• Observable (physical) to nonobservable (mental changes): the subject has

nothing to disagree with, so you can pace, pace, then lead once you can tell that
the subject is in trance and ready

• Problem to resolution: you will always keep the end game in mind as you work
from problem/opportunity to final resolution (negotiate to a specific conclusion,
getting buy in for a specific vision, helping the subject to problem solve or change
behavior)

• Static linking/active linking: static linking might just be this concept AND or by
using a pause before you present the next concept; active linking might be WHEN/
BECAUSE you do this, THEN THE RESULT is this.
How to apply linking words in your presentations, Part 1
As you present to your audience or your subject, you can use linking words to string
concepts together and to stack truisms until you get agreement. Then you can begin to
move or influence your subject in a new direction.

• List: Tell your audience you’re going to present your ideas in the form of a list and
then use words like first, second, third, next, last, furthermore, finally

• Show results and consequences: Set up the fact of cause and effect and then use
words such as, in that case, as a result, this was a consequence of, if this happens,
then that happens

• Emphasize key points: Use pauses, tone, and emphasis to ensure that your
audience understands the key points, words such as in particular, mainly,
especially important
How to apply linking words in your presentations, Part 2
If you are a natural presenter, using these words to link ideas and direction will be
second nature, but we’ve all witnessed presentations where the direction and focus
was unclear because the presenter didn’t offer the chance for audience agreement and
didn’t have a final end game for the presentation.

• Give alternatives: Give your subject/s different options for resolution, use words
such as on the other hand, another alternative might be, you can see it in a
different context as

• Generalize: As you present your ideas to your subject/s, you’ll want to generalize
so that at the end your audience has a snapshot of the action you want them to
have or the belief you want them to change, use words such as on the whole, for
the most part, generally speaking, you can see the same patterns in
• Summarize or conclude: To signal that you’re coming to the end of your
presentation and that your subjects should pay particular attention to the final
ideas you can use words like in summary, in conclusion, in brief
 Observable to non-observable
You begin by linking observable physical or environmental factors and then link these
together until you can pace, pace, and then lead the subject into moving to the non-
observable focus.

• Face to face: It’s easier to read the subject and then create statements that will
match your physical observations and then taking that to the suggestions you want to
make to influence their behavior

• Take it point by point: You’ll begin with the observable and move to the
nonobservable, or from conscious to unconscious, or from the waking state to the
hypnotic or from challenge to solution, always move forward with the game plan in
mind
• Pace, pace, then lead: Always begin by pacing with your subject before leading;
don’t rush the process, as you get in tune with your subject or subjects you’ll get a
feeling for when you can begin to lead; begin with a conversation, then there is an
undercurrent of a direction and you build momentum until your subject is with
you in a journey to this new direction
 Build the momentum
Link truisms with truisms until you get to a point of agreement and response potential.
Then you start making suggestions in very small steps.

• Small steps: If you take too big of leap from one concept to another, the subject
will find it jarring and agreement with you may be broken; if you have built the
momentum properly, when you make suggestions your subject will accept them;
suggestions should flow with the conversation and be in alignment with your
subject’s goals

• Pay close attention to changes: So if the subject has some physical change, such
as her hand shifting, you can note that change as you link statements; as you
continue to do this, the subject will start to believe that you are making the
suggestions and that he/she is responding to your suggestions, which at the
beginning isn’t true, you’re simply incorporating the shift you see in the subject’s
behavior
• Make a shift: Match the subject, and watch his/her behavior to determine
whether agreement has happened and then shift into leading; you can do this
within the context of a presentation too, even though some subjects or audience
members will be in agreement with you more rapidly than others
 9. Presuppositions
A presupposition is just an
assumption you or your subjects
have about a person, a thing, or
an event
 It’s not if, it’s when
It’s not if something will happen or whether it will happen, it’s when it will happen;
you’re always going to assume that you can put your audience or subject into the right
frame of mind or into a trance; always assume that subjects want to get there with you,
you can help them to help themselves; assume success as you lead your subject to a
new or different outcome.

• Work from negative to positive: If a subject has a negative attitude, belief, or

behavior, you can assume that this wasn’t always the case and that he/she will
remember a time or be able to project into a future time when their attitude,
belief, or behavior was more or will be more positive
• Create a curiosity mindset: Help the subject to develop a curiosity mindset; the
change he/she seeks WILL TAKE PLACE, it’s more a question of when he/she will
begin to feel differently and notice that the change is happening; phrases you
might use—I wonder when this will come about, I don’t know whether this will
happen before or after this, I’m interested to see when this will work for you
(keywords: before, when, after)

• Direct the flow toward the conclusion: You’re assuming that certain events will
happen and you’re simply communicating that assumption or assumptions to the
subject; you act “as if” the appropriate behaviors and mental shifts will take place
to get your subjects to the goal outcome
 Clarity is important.
When using any type of presupposition you need to be sure that the audience doesn’t
have any doubts about what you’re saying.

• Which statement is more precise?: Daniel was able to walk today. Immediately
after the surgery, Daniel was able to walk without any difficulties. With the first
statement, the audience might assume that Daniel could walk on some days and
not on others. With the second statement, the assumption is the change was
permanent.

• Interpret this statement: Before we begin the process of getting you to a state of
trance, I’m curious about what you expect to feel when it happens. This statement
assumes that the subject will be going into a trance. There’s no doubt that it will
happen.
• Link success with events that will happen: Your assumption is that change for
the better will happen—people will change their negative behaviors or attitudes,
people will come around to your more positive beliefs, people will see the need to
take action, it’s not a question of if, it’s a question of when and how many steps
will be needed
 Stereotypes in assumptions are dangerous.
Don’t use assumptions that emphasize stereotypes.

• Use assumptions that are universally true: The assumptions you use should be
events or experiences that everyone has had in their lives; for example, trance
states and peak performance states are universal, although subjects might not be
aware of this, until you remind them

• Change is inevitable: It’s just a question of when the change will occur on a
timeline

• Stereotypes are NOT universally true: we all have some stereotypes in our
minds, like people from Brooklyn are tough or Italian mothers always want you to
eat, but these types of assumptions can offend your audience
 Use presuppositions to establish audience rapport.
Your goal is to get the audience to see your thinking.

• Permissive words: Erickson was a master at using permissive words to put his
subjects in the driver’s seat, while using a presupposition at the same time. For
example, he might say would you prefer to sit in the red chair or the black chair
before we begin the trance. The assumption is that the subject will be able to go
into a trance and they are empowered to make a choice.

• The purpose of presuppositions: You want your audience or subject to be able to

open his/her frame of reference to see the issue at hand with YOUR frame of
reference, in order to get them there, you need to be sure the assumptions you’re
using are appealing to them.
• Make sure you don’t use assumptions in ways that jump to conclusions about
your audience: For example you wouldn’t begin a sales discussion by assuming
your subject liked or didn’t like a certain product.
 Practice using presuppositions in various ways.
You can use an exact presupposition or affirm or negate a presupposition.

• Exact: For example, you could say “I grounded the misbehaving teenager.” The
assumption is there is a misbehaving teenager.

• Affirming: I want to learn self-hypnosis. The assumption is that self-hypnosis is

possible.

• Negating: I don’t want to learn self-hypnosis. Whether you use an affirming or a

negating statement, in this case, the assumption is that self-hypnosis is possible.
10. Binds versus Double Binds --
ordinary binds are two or more
choices that the subject can
choose from consciously
 Binds give the subject a choice.
For example, you could say would you like to sit in this red chair or in this purple chair
as you go into a trance?

• Conscious choice: with binds, the subject makes a conscious choice

• Which choices?: The subject is being asked a question and can choose either the
red chair or the purple chair. That choice comes from a conscious decision.

• Third choice: The subject could also make a third choice and refuse to sit in either
chair. The subject might not want to go into a trance either and could reject the
entire set up
 Double binds
Double binds are set up so they can only be answered from an unconscious frame of
mind; for example you could say “I wonder whether your feet will stay still or will
move slightly as you go into a trance.”

• Response to double bind: the subject can say I think my feet will stay still, I think
my feet will move, or I don’t think I can go into a trance.

• Double binds have to be given to benefit the clients because otherwise if you
try to manipulate them it doesn’t generally work.

• The outcome is inevitable: The choice isn’t around the outcome. Any response
they make to the double bind can move toward the desired outcome.
 The subject’s response
Even if the subject doesn’t believe they can be hypnotized and says something like “I
won’t go into a trance or I can’t be hypnotized” you can redirect it, their response just
provides feedback that you can use.

• Redirect: So you don’t think you’ll go into a trance and you won’t notice any
difference in your feet, let’s just look at your feet and see what happens

• Example of a double bind: I wonder, which will take you deeper into trance, the
tone of my voice or the pauses in between my words (the presupposition is that
the subject will go into a deep trance); the subject can’t consciously answer that
question

• Client has to make a discovery as they experience it or go on the journey in

order to respond to the double bind: They can’t consciously decide
Double binds create momentum when used one after
another, amplify your suggestions by using them
frequently, they don’t work as well one at a time

• Practice writing double binds: There are many options to getting to the same
outcome and an infinite number of ways to phrase it

• Getting information: double binds can be used in everyday conversation either

with a conscious or unconscious response to get additional information

• Examples of conversational double binds: To a child: Would you like your bath
now or after dinner? Would you like to pay by cash or credit card? The
presuppositions are that the child is having the bath (the outcome) and the
customer is buying the product (the outcome)
 Subject resistance
There will be subjects who initially offer resistance as you attempt to put them into a
trance, a double bind helps to overcome that resistance.

• You need confidence: The tone of your voice must indicate confidence; the
subject will feel that resistance is useless

• The subject must really feel that they have a choice: You offer a choice that
masks the outcome which is already presupposed, in other words, the outcome is
that change will happen, you’re offering them a choice as you say “I wonder which
of your hands will feel warmer as we begin”…the undercurrent is that something
will change during the process, but their answer is not critical to the outcome

• Research has shown: Double binds are not effective if the subject feels that he or
she is being manipulated
 11. Commands and Suggestions

As a masterful hypnotist, your goal is to influence and

persuade by reaching the unconscious mind
 Direct/Indirect suggestions
Erickson said “Inside every indirect suggestion is a direct suggestion that is hiding.”

• Direct suggestions/commands: These don’t often work because the conscious

mind of your subject challenges or stops them in their tracks.

• Indirect or covert suggestions: These are done in such a way that they sneak
past the conscious mind and into the unconscious mind.

• Within context: These types of commands, both embedded commands and

indirect suggestions, don’t work or rarely work when they are taken out of context
 Consider the context
Imagine two scenarios, in the one scenario, a child who is telling tall tales is told the
story of Pinocchio by his mother in response to reprimanding him about telling a lie,
versus someone going up to someone on the street and spontaneously telling the story
of Pinocchio, the first context is understandable and can have a powerful effect.

• Sneak them in: Stories, metaphors, and analogies are a great place to sneak in
embedded commands.

• Analogue marking: This is a skill to practice where you give a slight emphasis to
your tone so that the commands stand out slightly from your words.

• Subtlety counts: With analogue marking, if you become too obvious, conscious
minds will pick up on it and then your covert strategy will be lost.
To become masterful at embedded commands: practice,
practice, practice

• Friendly rapport: Create a friendly tone with your subject, listen to what the
person says, be patient and don’t jump in right away

• Tone of voice: Speak calmly and in a low, controlled tone; Language fluency:
Practice your fluency and eloquence

• Have commands ready to embed: When the subject is ready start to speak and
use the embedded commands with analogue marking
 Patterns
As you become more masterful with embedded commands, your subjects’ brains will
pick up on the patterns of your suggestions without having a conscious awareness of
what is happening.

• Marking suggestions: Tone of voice isn’t the only way to mark commands. You
can also mark commands with your head movements, you can take care to look
into one of the subject’s eyes when talking to the conscious mind and the other
when talking to the unconscious mind

• Voice: You can change your tone of voice and also the speed at which you use your
voice to mark commands
• Recent research: Shows that direct suggestion by the hypnotist wears off more
rapidly than indirect suggestion…this is because subjects interpret indirect
suggestions as something they came up within their own minds and therefore feel
empowered, they don’t realize that the hypnotist offered them these suggestions
Use the word “can” to soften suggestions and commands
so that you are being indirect, but allowing the subjects
to work things out for themselves

• Compare these linking statements with embedded commands: “I can see that
you’ve settled into the plush chair and you are beginning to close your eyes so you
can relax” versus “I can see that you’ve settled into the plush chair and you will
relax.” The first statement softens the command and gives the power to the subject
whether to relax or not, versus the power being in your hands to direct them
• You’re still guiding: Just that one simple word change will be a more comfortable
way for the subject to accept your suggestion

• Facilitator: Think of yourself as a facilitator to give the subject an environment

for accepting your suggestions as easily as possible
 12. Metaphors, Stories, and
Analogies
Use symbols and patterns that are useful for subjects
to mirror in their own lives
 Definition of metaphors, stories, and analogies

• What is a metaphor? It’s a figure of speech in which a phrase is applied to an

object or action to which it is only symbolically applicable, but not literally
applicable, for example, “She had fallen through into a tar pit of depression or he
was stuck in an endless cycle, a prison of repeated behaviors.”

• What is a story? It’s an account of imaginary or real people or events. Most

people align themselves with the hero or heroine in a story.

• What is an analogy? It’s a comparison between two things based on their

structure for clarification. For example, the seasons of nature could be compared
to a person’s life.
Metaphors, Stories, and Analogies are useful to mirror
patterns of human behavior.

• These techniques allow subjects to see their situation more clearly and to
understand more fully the resolution to their problem or challenge

• Stories, metaphors, or analogies can provide a pattern for the subject’s response

• Even a totally generic metaphor can seem to be specific if the hypnotist sets it up
that way. Each individual in the audience will think that you custom made that
metaphor for them.
 Client or subject metaphors can be used by the
hypnotist and are even more effective than ones you
can create.
• Metaphors don’t have to be long or complicated, a subject might use a single
phrase or simple sentence or even a gesture that is metaphorical in nature, you as
the hypnotist can build on this metaphor to deepen the client’s experience

• For example, let’s say a subject says something like I’m stuck on a fast moving
merry-go-round, you can continue that metaphor to change that picture or alter it
so that it has meaning for the subject

• Listen to your subjects with care and you will discover stories, metaphors, and
analogies they use. You can then create a parallel structure to guide them to the
desired outcomes.
Metaphors can help you overcome subject resistance, it
puts the subject into a creative frame of mind, just as if
he or she were interpreting a poem or song lyrics.

• You can use past successes of other subjects to tell a story that listeners will apply
to themselves and their future success.

• You can use your own quotes as embedded commands or suggestions, for
example, “I said to him that to truly relax he needed to wrap up his work 10
minutes before actually leaving his office”….here the subject is listening and
applying this story and embedded command to himself or herself
• Keywords that you use to set up metaphors would be: journeys, pathways, new
vistas, changing circumstances, yearning for something, hoping to get rid of
something, these are all common patterns…get the subjects to open up about their
adventures in life and then turn around and use these experiences to bring them
along in the trance state
 Common patterns crop up in all different fields.

• We talk in metaphor on a daily basis, we don’t notice, we talk about “being in left
field” or “hitting a home run”

• Bring things up in conversation and then pay attention to the types of metaphors,
stories, and analogies used frequently by people in that field

• Ask your subjects about their favorite stories, books, toys, movies, and then adapt
the metaphors you use to meet their needs. In that way they may be even more
effective than metaphors you can create because you can be sure they have
personal meaning to the subject …so, in summary, both very specific and very
generic metaphors can work in the right context
 13. Erickson and the Meta Model:
Erickson’s language patterns have frequently been called the inverse of
the Meta Model, but in fact there are many points of commonality between
the two models. The Meta Model uses 15 “violations” of well-spoken
English. When you hear these in speech they open a window upon another
person’s model of the world. You can ask the subject using specific
questions to uncover more about his/her thinking (as in the NLP-Meta
Model) or you could use these patterns to introduce vagueness into
conversations and thereby induce a trance-like state in your subject
(Milton Erickson model)
 Kinds of NLP Modeling

• Meta Model

• The first-ever NLP model created by John Grinder and Richard Bandler.

• It is outlined in the Structure of Magic vol. 1

• It is based on the supposition that “the map is not the territory.” This simply
means that a person’s reality is based on his own representation. Example: a
person can learn about another person’s problem by simply listening to the
description of his experience.
 Kinds of NLP Modeling

• Differences between the Milton model and the meta model:

• Meta model is more specific; Milton model is less specific.

• The meta model is about understanding meaning and experience and
delivering them to the unconscious mind; Milton model is about using the
resources available in the unconscious mind.
• The meta model challenges violations, which are deletions, generalizations,
and distortions; the Milton model creates distortions, generalizations, and
deletions.
• Meta model moves from deep to surface structure; Milton model moves from
surface to deep structure.
• Both of them use the unconscious mind for understanding.
• Milton model “softens” the meta model.
 Kinds of NLP Modeling

• It is the model that was developed by studying three of the most successful
therapists during the beginnings of NLP.

• Meta model relies on questions.

• Meta model can be used to combat the following problematic areas:

• Deletion is a process in which certain information is excluded or “deleted.”

Whether this data may be necessary or not depends on the outcome and
evaluation of the programming technique. It is based on the idea that a person
may receive only the types of information he believes he can process or
manage.
 Kinds of NLP Modeling

• Generalization is a process in which a person’s separate information or

data is viewed generally—that is, it’s part of a collective whole rather than a
part of his own personal experience.

• It can be represented by “general” words like always, never, often, no

one, or everyone. Examples:

• Nobody likes me.

• He always forgets

• I am no one.

• I never get my cooking right.

 Kinds of NLP Modeling

• Distortion is a process in which a person shifts or changes his own experience

based on his gathered sensory data. A good way that distortion is helpful is when
we use our past experience to prepare use for the future.

• To challenge distortion, Jack Elias, quoting Finding True Magic, mentions meta
model:

• It avoids mind reading.

• It can help establish the cause-effect relationship. E.g., “My husband makes me
resentful.” Question: How does his action or activity cause you to decide to feel
resentful?

• It can pinpoint the lost subject or performer. Eg., “It’s bad to talk behind a
person’s back.” Question: Who told you it’s not a good idea to talk behind a
person’s back?
 Kinds of NLP Modeling

• Distortion is a process in which a person shifts or changes his own experience

based on his gathered sensory data. A good way that distortion is helpful is when
we use our past experience to prepare use for the future.

• To challenge distortion, Jack Elias, quoting Finding True Magic, mentions meta
model:

• It avoids mind reading.

• It can help establish the cause-effect relationship. E.g., “My husband makes me
resentful.” Question: How does his action or activity cause you to decide to feel
resentful?

• It can pinpoint the lost subject or performer. Eg., “It’s bad to talk behind a
person’s back.” Question: Who told you it’s not a good idea to talk behind a
person’s back?
When you’re not specific in your language, there’s often
a reason.

• deletion: simple deletion, for example, “I went out for a while” (where?); “He
makes me angry” (what about him makes you angry)

• deletion: unspecified verbs and nouns, for example, “She distracted me” (how? In
a good way, or a bad way?); “He taught me a lesson.” (what type of lesson?)

• deletion: comparative deletions, for example, “He thinks she’s better than me” (in
what way?)
You can use a person’s speech patterns to determine a
lot about how his/her mind operates.

• deletion: unspecified referential index, for “They say the weather’s going to be
warm this week” (who is they?); “Experts agree that we’re going into a
recession” (which experts?)

• generalization: universal quantifiers, “She never considers my feelings” “He

always does better than I do” (almost nothing is universal so why does the subject
feel this way)

• generalization: presuppositions, for example, “Prevent yourself from going over

budget” (assumes you’ve gone over budget in the past)
 Once you are tuned into the subject’s frequency, you
can use these types of “violations” to create vagueness
in your conversation.

• generalization: modal operators of necessity, for example, “I should make an

effort to meet people” (why don’t you?)

• generalization: modal operators of possibility, for example, “It’s not possible for
me to make friends here” (why not, what prevents you?)

• generalization: modal operators of action, for example, “I choose to ignore her

when she starts that” (why do you ignore her?)
 This type of artful vagueness is the hallmark of
Erickson’s methods.
So once you uncover these deletions, generalizations, and distortions in a subject’s
speech, you can use the same patterns to be artfully vague when you speak back to him
or her.

• generalization: modal operators of desire, for example, “I wish I were as good as

she is” (at what?)

• distortion: mind reading, for example, “You’ll quickly imagine the benefits of”
“I’m sure you’ll be curious about” (I may or may not be)

• distortion: nominalization, for example, “Justice demands quick action” (who is

justice?)
In summary, you can use a person’s speech “violations”
to uncover patterns that will help you build a rapport,
through the art of vague hypnotic conversation toward
a specific outcome.

• distortion: complex equivalence, for example, “Throwing your clothes on the

floor means you don’t care about our home”; “With a name like Smucker’s, it has
to be good” (not a clear, but a complex connection between two things that may or
may not be related)

• distortion: cause effect, for example, “If you love me, then you’d give me a
baby” (not necessarily so)

• distortion: lost performative, for example, “It’s not good to drink so much” (who
says so and who’s drinking too much)
 14. Resistance Reduction Patterns
People’s unconscious minds work faster than their conscious minds so if
you want to influence you need to tap into the unconscious, very few
people are persuaded with reason; to reduce resistance you want to put
yourself in the back seat and make sure that the subject feels that he or
she has the power, however you’ll be back seat driving the entire time
without their knowledge.
 You probably already know
Presupposes that the subject knows, which of course they will after you tell them.

• Salesperson: You probably already know that most customers pick organic
produce over non-organic even though it costs a little more.

• Investment broker: You probably already know that stocks have surpassed bonds
in performance for the last ten years. (as a lead-in to sell stocks)
 Imagine what would happen if
The word “imagine” sticks in the subject’s brain for a long time.

• Salesperson for cruise: Imagine what would happen if you were able to sail
away for a few weeks and forget business for a while.

• Arbitrator: Imagine what would happen if you can walk away from this table
with this problem resolved.
 If you could choose
The subject will start to think of what he or she would choose and why they can’t
choose, this can be structured with double bind as well.

• Salesperson: If you could choose between the 50 inch and 80 inch television,
which would you choose?

• Seducer: If you could choose between going to Bermuda or Paris with me, which
would you choose?
 Would you be surprised
The answer is always no and they’re never surprised.

• Salesperson: Would you be surprised to find out that in a taste test Soda A won
over Soda B, three to one?

• Parent to college age youngster: Would you be surprised to find out that 85% of
college students regretted moving 25 miles or more from their parents?
 I wouldn’t tell you to do this
People don’t like being told what to do, so by using the negative you plant the same
suggestion without actually telling them what to do.

• Investment broker: I wouldn’t tell you to invest in stocks versus bonds. (the
presupposition is that the subject will invest in something)

• Real Estate: I wouldn’t tell you that this house is in the best location for upside
potential, so we’ll look at some comps to find out. (you’re basically telling the
subject that the house is in the best location for upside potential!)
 I’m wondering if
Gives you an opportunity to offer an embedded command.

• Leader: I’m wondering if you can look past your day-to-day needs and imagine
how your behavior impacts the entire culture.

• Parent to child: I’m wondering if your grades are important to you because you’ll
want to make an active choice about which college to go to.
 Only a fool would not
Don’t strike by saying “you’re a really sharp buyer”….rings of being trite and bogus to
the subject, so instead use the negative, then the person can’t see themselves in that
role).

• Investment salesperson: Only a fool wouldn’t have invested in gold over the last
few months, don’t you think?

• Car salesperson: Only an idiot wouldn’t choose the best car on the market for
safety, don’t you think so?
 I don’t know if
Exact opposite of what people will hear if someone is trying to actively manipulate
them, it drops resistance completely.

• Salesperson: I don’t know if the convertible or the family van is the best choice
for you.

• Teacher: I don’t know if you can put yourself in Winston Churchill’s shoes during
World War II.
 Maybe you’ll
Once again puts the choice back in the subject’s hands and offers you the chance to
provide embedded commands.

• Coach: Maybe you’ll decide that you have the courage to reinvent yourself again
and you can explore options for making that happen.

• Job Seeker: Maybe you’ll decide that not only am I the best person for the job, I’m
the only person for the job.
 I know you said that
You can utilize what the subject says and reframe it, just avoid the use of the word
“but” because it tends to get in the way of reframing.

• Spouse to spouse: I know you said that you couldn’t go on vacation over the next
few weeks and I would add that the issue is not the amount of work you have, it’s
whether you’ll choose to put family time front and center. (notice the embedded
command)

• Potential date: I know you said you’re busy this coming Saturday and I would
add that the issue isn’t whether you’re busy or not, it’s more if you can rearrange
your schedule so we can be together. (notice the embedded command)
 15. Rapport Patterns
You probably already realize that on an unconscious level you share some
experiences with almost every person on Earth; think about rapport on a
sliding scale, some people talk slowly and some talk fast, some move fast
and some move slowly, some are more visual than others, to some hearing
is most important, and to others “the feel” of things is most important; if
you want to establish rapport, pace, pace, pace and then lead to the
specific outcome you want to achieve, spend most of your time listening to
get a sense of what the other person is all about and then align yourself
with their thought and speech patterns before trying to lead, the idea is to
give them that sense of trust and integrity that is needed before you can
offer them viable suggestions for reframing their thinking.
Don’t (fill in the blank) too quickly (as you establish
rapport and you get a feeling that the person is
reluctant to move forward)

• Salesperson: Don’t feel that you have to make a decision about this today. (putting
the customer at ease but there’s still a presupposition that he/she will make a
decision in the future)

• Teacher: Don’t feel that you have to understand the intricacies of hypnotic
language overnight. (people read over the word “don’t” and instead the command
you have given gets through to their unconscious minds)
 Can you imagine (fill in the blank)?
Once you have talked to someone sufficiently to get a sense of their interests you can
tailor this to make them feel comfortable.

• To jazz enthusiast as you’re selling them a car: Can you imagine how great it
would be to hear the sounds of your favorite jazz music (customize this if you can)
as you’re driving along the highway?

• To flying enthusiast as you sell them a course in hypnotic language: Can you
imagine how your conversational skills will soar to new heights after you’ve
mastered the patterns in this course?
 One can, (put in person’s name)…
Everyone loves to hear their own name so once you’re sure that you can easily
pronounce their name and can easily insert it, you’ll make your embedded commands
more powerful and also establish rapport by using their name a few times in a
conversation; also the word “can” is filled with possibilities and gets people to think
about what is open to them.

• Teacher: One can, Stephen, easily learn the techniques that I’ve presented today
with minimal practice about 10 minutes every day.

• Leader: One can, Olivia, see yourself making a difference in people’s lives by
working with others to achieve that goal.
 You might notice the feelings….as….you…
Remember that pacing is subtle…you have to get a feeling for where the person is as
you align yourself to them, you can’t rush it, you’ll feel it in your gut when you’ve done
your job and you’ve established that rapport, if you’re working with them face to face
you’ll see it in their facial expressions and body language as well.

• Coach to client with lack of confidence: You might notice the feelings that you
have when you feel in command of a situation and as you relax, there’s a feeling
of calm that comes over you when you know you’re at your best.

• Salesperson: We all know that feeling when you’ve made the right decision. You
might notice the feelings that you have as you make your choice, the one you
know is right, your whole body feels calm, relaxed, and assured.
 A person might, (fill in the subject’s name)…
Once again, saying a person’s name establishes a connection with them, don’t overuse
it because it will be noticed; subtlety is the key in establishing rapport, you want to talk
with the subject and give them the feeling that you have their best interests at heart,
even if both parties disagree, there’s a respect that goes through your conversation.

• Coach: I agree that it’s hard to let go of old emotions. A person might, Sandra,
learn valuable lessons from that former situation and let go of the old baggage.

• Arbitrator: I agree that it’s annoying when your neighbor mows his lawn on
Sunday at 6 am. A person might, Henry, be able to understand what circumstances
would cause someone to make that choice.
 The issue isn’t (x), it’s (y) and that means…
This pattern is one to be used to shift your subject’s view once rapport has been
established; masters of this pattern use it so conversationally that the subject doesn’t
notice they were talking about one thing and you’ve shifted them into another.

• Manager: I agree that this department’s sales figures weren’t stellar. The issue
isn’t their lack of performance, it’s the corporate culture that’s inhibiting their
performance and that means we need to create a happier environment. Don’t you
agree?

• Employee to Boss: I agree that my work has been suffering lately. The issue isn’t
my work performance, it’s the fact that I’m not engaged because the work isn’t
challenging enough and that means I need a higher-level position, don’t you
agree?
 One could (fill in the blank), because…
An experiment was done showing people standing in line to use a photocopier, several
people tried to cut ahead and use it, but the only person who was given that latitude
was a girl who used the word “because” …she said “I really need to use the photocopier
now because my boss is going to kill me if I don’t come back with this report in 5
minutes”—the word “because” lends a feeling of emotional credibility to whatever
precedes it; also by using the word “one” instead of the subject’s name here, you give
the subject the permission to see himself or herself in that role.

• Teacher: One could easily learn by using self-hypnosis because the knowledge of
new subjects is grasped more readily by the unconscious mind.

• Salesperson: One could easily make a decision to choose product A over product
B because the benefits have been made clear in this video.
 You can (fill in the blank), because…
Once again, the power of because comes into play here, it’s so easy for you to use and
you can make it flow naturally into any conversation you choose because it’s really a
normal part of speech that people are used to hearing.

• Getting a date: I thought we’d have a lot in common. You can imagine what a
pleasant time we’d have together because I find your company so charming and
you’re a great listener.

• Real estate: This neighborhood would be perfect for your family, don’t you agree?
You can easily make a decision to buy this house because you see your family
enjoying this area for years to come.
You might notice how good (fill in the blank) feels, when
you…
Everyone wants to feel good, but what might feel good to one person (like training to
become an airline pilot) might feel terrifying to someone else…find out your subject’s
pleasure and pain points so that you can build further rapport, you can use that pacing
to lead them to a new point of view

• Sports coach: You might notice how good it feels when you just relax into your
golf swing when your body knowledge takes over and you’re at your best.

• Teacher: You might notice how good it feels when you’ve put effort into studying
and you’re certain that you’re totally prepared to ace the test. (You might notice
how good it sounds when you’ve put effort into studying and you hear your
teacher say you got an A+.) Here you are keying into someone who uses the word
“hear” instead of “see” in their speech patterns.
 One doesn’t have to, (fill in the subject’s name)
Even when you’ve established rapport, subjects don’t like to be pushed, language that’s
vague helps them put themselves in the position you want them to be in; this particular
phrase sounds impersonal at some level, but using the person’s name helps them to
imagine themselves in the position you’re indicating.

• Therapist: One doesn’t have to, William, relax as you shift and get into a
comfortable position before we talk.

• Boss: One doesn’t have to, Anna, work overtime to get ahead in this department.
 16. Authority Patterns
It’s difficult to define what sets one person apart as an authority figure,
sometimes it’s the measured way in which that person speaks, the
intonation that he or she uses on certain words, the way the person stands
and moves that shows a feeling of self-confidence and leadership…
ultimately the subject or client or patient must retain a feeling of warmth
and trust….they will feel that you as the authority figure are there as a
mentor to help them recognize their needs and goals and, with your
greater knowledge base, to help them achieve what they want;
remember….authority figures who are benevolent share their power with
others without diminishing their own power during that exchange.
 You may not know if…
As an authority, part of your job is to open your subjects’ minds to opportunities that
they may not have thought to explore before.

• Teacher to student: You may not know if spending a lot of time researching this
topic will lead you to pursue a completely different field.

• Coach to athlete: You may not know if eating healthy will give you an advantage
over other athletes with the same staying power.
 It’s easy to (fill in the blank), is it not?
The benevolent authority figure helps the subject to figure out where he or she is
headed and then leads them to that source of life-affirming drink (notice the
metaphor) without force…guide gently and firmly to the right choice and allow your
subject to exercise his/her free will.

• Leader to audience: It’s easy to see that the action one person takes can lead to a
powerful cultural movement, is it not?

• Life coach to client: It’s easy to understand why cultivating a sense of humor is so
vital to overcoming life’s problems, is it not?
 A person may not know if (fill in the blank)…
Part of being an authority figure is keeping people slightly off balance, your lack of
predictability and the element of surprise will help you keep the balance of power in
your favor, for example, by switching from an ambiguous subject to the person you’re
speaking to, it puts your listener slightly out of balance.

• Hypnotist to patient: A person may not know if you’re going to leave today with
that addiction quickly becoming a part of your past.

• Arbitrator to client: A person may not know if you’re going to feel that
resolution is possible once the options are made available.
 A person is able to (fill in the blank)…
Once again by switching subjects you put your listener slightly off balance and make
him think about himself in the position of the ambiguous subject.

• Parent to teenager: A person is able to resist drinking at parties, when you

realize the impact it has on your ability to ace your degree and make good money
in the future.

• Manager to employee: A person is able to achieve more on a daily basis, when

you concentrate on the difficult tasks first.
 (an expert, my boss, my mother, fill in the blank) once
told me, (insert quote here)…
Are you in a situation where you feel that your position of authority is actually
impeding your message from getting through?...by using an indirect quote, you can
provide the same suggestion but deflect it from yourself as the source.

• Parent to child: My older brother once told me, “you shouldn’t suck your thumb
if you want your teeth to come in straight.”

• Spiritual guide to students: A very wise mentor once told me, “you should listen
more and speak less if you want to understand human nature.”
 If you (fill in the blank), then (fill in the blank)…
For this cause and effect statement, your subject has to go back and put himself or
herself into the “if” part of the statement in order to verify the likelihood that the
“then” part of the statement is true…whatever is in the “if” part of the statement is the
suggestion you want them to open their minds to see….remember you can tie
statements this way that may or may not be actual cause and effect scenarios!

• Leader to audience: If you visualize what it’s like to live in a third world country
and not eat well for weeks, then you’ll take immediate action to support our cause.

• Teacher to students: If you can imagine what Anne Boleyn felt as she was
walking up to the platform to be executed, then you’ll be able to ace this week’s
writing assignment.
 You don’t have to (fill in the blank)…
None of us really has to do anything, so by phrasing this statement this way, you’ve
created a truism and beneath the surface of the truism is a strong suggestion, an
embedded command.

• Parent to child: You don’t have to pick up your room right this minute (but the
assumption is the child will have to do it, and the embedded command is “pick up
your room right this minute”).

• Speaker to voters: You don’t have to understand all the workings of government
to know for certain that you should cast your vote for me.
 A person may (fill in the blank), because (fill in the
blank)…
You as the authority can give your subject permission to do whatever he or she wants…
remember you must believe your outcome is beneficial to the subject and in alignment
with what he or she wants, however, your “because” doesn’t have to make any logical
sense….notice also the switch in subject again.

• Teacher to student: A person may find that it’s so easy to study and assimilate the
material, because you’ll find the subject so fascinating to read about.

• Salesperson to client: A person may find it’s easy to choose this product, because
you’ll think it’s so cool and you’ll want to have it before your friends do
 A person could, (fill in the person’s name), (fill in the
blank)…
Once again, you as the authority can give permission to your subject to make a choice.

• Life coach to subject: A person could, Emily, begin the workday with a clear
picture of the desired outcomes.

• Manager to employee: A person could, Bill, run this department with a tighter
control over spending.
 You may (fill in the blank)…
As a reminder, once you have established a rapport with your subject, you as the
authority will pace, pace, and then lead your subject to the desired outcome…give your
subject control over the steering wheel and then make sure you outline which road is
the best to travel (notice the metaphor!)

• Trainer to client: You may find that it’s easier to exercise when you warm up for
10 minutes first.

• Salesperson to customer: You may find that you’re spending 30% less time
slaving away in the kitchen as of next week if you choose to buy our recipe
planning kit today.
 17. Sales Patterns
Great salespeople are experts about their products and they give the
customer the feeling that they have their best interests at heart, it’s all
about establishing rapport with the customer and getting a feeling for
what the customer really wants, hypnotic conversation allows you to get to
know the customer’s needs and desires much more quickly than a regular
fact-finding mission does, people resist change and will only buy or change
when they have a deep desire to do so, not because logic convinces them
that they should…you’ll need to tap into the subject’s unconscious mind to
find out what drives them and then use that information to continue the
conversation.
 People don’t have to (fill in with subject’s name)…
As a salesperson, your job is to find out what people want and offer them the choice of
buying it, guide them but don’t push…here you tell the subject that he/she has the
choice and power and at the same time you’re also offering a potent suggestion that
they could make the decision now if they would like.

• Car Salesperson: People don’t have to, Audrey, make a decision right now about
buying this car. (people don’t have to, Audrey, read over the word “don’t” but they
do).

• Course Salesperson: People don’t have to, William, choose the most expensive
course now unless they want the full repertoire of hypnotic language to use right
away.
 You are able to (fill in the blank)…
Once you’ve tapped into your customer’s needs and wants by listening very carefully
to what they are saying to you then you’ll be able to adapt your presentation to align
with their thinking.

• Fashion Salesperson to customer who’s driven by being the best: You are able
to easily imagine how jealous your colleagues will be when you come to the party
in this dress!

• Fashion Salesperson to customer who’s price sensitive: You are able to see
what a value this beautifully tailored dress is at this price. (same dress, different
sales approach).
(fill in a fact), (fill in a fact), (fill in a fact), and bridge to
the more abstract
To get agreement, begin by stating facts (they can be negative or positive) and then
getting the customer to agree in his or her mind before making a bridge to a more
abstract idea…

• TV Salesperson: You’ve come in today to look at some different TVs (yes) and you
can clearly see the different features (yes) and you’re considering whether you
want to buy now or later (yes) and you don’t have to make a decision right away
(yes) and you can just imagine how great it would be to have that big screen in
your living room by Super Bowl Sunday.

• Coat Salesperson: You’ve come in today to look at some different coats (yes) and
you’re wondering what color might look best with your wardrobe (yes) and you
don’t want to make a decision until you’re ready (yes) and you can imagine how
comfortable that fur lining is going to be when it’s bitter cold out.
 (fill in the blank) said, “(fill in the blank with a quote)”
Some customers are highly suspicious of salespeople…a great way to tap into the
customer’s thinking and unconscious patterns is to offer a quote and thereby use
another customer’s or expert’s comments to help you sell…this is really the basis of all
oral and written testimonials, using other people’s quotes to lend credibility to what
you are saying.

• Tool Salesperson: Another customer told me, “I’ve never seen a toolbox with this
many features on it. It’s like having an entertainment center so I can enjoy my
construction work and make it go faster.”

• Vacation Salesperson: One of my best customers just told me, “I’ve taken
numerous cruises over the years and this one far exceeds any I’ve enjoyed before.
It brought that feeling of romance back into my life.”
 When you (fill in the blank), then (fill in the blank)
This is a cause and effect statement....the customer has to think about the suggestion
you’ve offered in the “when” part of the statement it order to figure out the “then” part
of the statement.

• Wine Salesperson: When you give yourself permission to really celebrate the
success you’ve earned in your life, then you’ll know that this Armand de Brignac
Brut Gold is for you.

• Computer Salesperson: When you fully realize how much more efficient you’ll
be with this new system, then you won’t hesitate to make the upgrade today.
 Will you (fill in the blank) now, or will you (fill in the
blank)?
In sales situations the customer frequently feels pressured…if you offer two choices it
has a calming effect and the result is that the customer feels less pressured…in essence
it’s a double bind with the underlying assumption that the customer will buy…if the
customer isn’t ready to buy it can give you valuable information that helps you
continue the conversation.

• Fashion Salesperson: Will you choose the red purse now, or will you decide that
the black one fits your style better? (pay attention to customer’s reaction to decide
whether to guide them to another product instead)

• Real Estate Salesperson: Will you choose the house with the view, or will you
decide that the one with the big back yard is better for your family? (the
assumption is that the subject will make a buying decision)
 One may (fill in the name of the person), (fill in the
blank)…
The use of an ambiguous or vague subject immediately places your customer in the
position of thinking of himself or herself as the subject…using the customer’s name
gives you that personal touch point and gives you the opportunity to offer an
embedded command as well.

• Software Salesperson: One may, Gregory, easily decide that this software
package is a great buy because it makes your writing 20% more efficient (also
notice the use of because)

• Spa Salesperson: One may, Anna, give yourself permission to buy this luxury spa
weekend since you’ve been working so hard (notice the switch in subject too!)
 Maybe you haven’t (fill in the blank) yet
Here again you’re stepping back to give the customer the freedom to think about their
choice…the assumption is that the choice will be made at some point…the word “yet”
triggers the thought that a choice is going to be made.

• Seminar Salesperson: Maybe you haven’t decided yet that the seminar is a good
value because it will offer you the information you need to start a new career.

• Pet Salesperson: Maybe you haven’t decided yet that the exotic iguana is the right
pet for you.
 People can, you know, (fill in the blank)
Price is a frequent objection when trying to make a sale…this is a way you can offer
ways around that objection without offending the customer…once again the
ambiguous subject allows the customer to expand his or her mind to come up with a
budget solution.

• Real Estate Salesperson: People can, you know, get creative about renting parts
of their property so you can afford a bigger house and pay down your mortgage
faster (notice the subject switch again as in subject/verb)

• Car Salesperson: People can, you know, afford a luxury car if you do an option
for leasing instead of a purchase.
 I’m wondering if you’ll (fill in the blank, then pause)…
or not?
This language pattern is great to use when you want to gauge whether the customer is
offering resistance to the idea or not…watch for verbal and nonverbal clues that the
customer is close to making a buying decision before adding the “or not?” at the end.

• Jewelry Salesperson: I’m wondering if you’ll decide to purchase the 3-carat

diamond ring (watch for agreement) or not?

• Business Salesperson: I’m wondering if you’ll decide to make an offer on this

landscape business (watch for agreement) or not?
 18. Negotiation Patterns

A negotiation is basically a discussion for the purpose of getting an

agreement. Before you begin, ask yourself these questions: What
specifically do you want to achieve? Where are on the path are you now?
What will you see, feel, and hear once you’ve achieved your goal? What
will this outcome get for you? Is the positive outcome only for you or does
a larger community get benefit? You can use hypnotic language to
establish rapport and get agreement during every type of negotiation,
from negotiating a disagreement between two neighbors, to getting a raise
in salary, to getting a child to do his homework.
Unspecified verbs/Tag question. Designed to decrease
resistance. “And you can” “Can you not”

• Neighbor disagreement: And you can get a feeling for why your construction
schedule causes your neighbor stress

• Salary: Can you not imagine how my additional experience can provide a benefit
across departments?
 Embedded commands
Sandwich commands right in the middle of a conversation to bypass the conscious
mind and speak directly to the unconscious.

• During arbitration: There’s no way that I would suggest you can change easily so
I promise that what I propose you will want to hear, which means you can let
down your guard.

• To change a role at work: I know that you’ve already assigned the tasks and
there’s no way that I would suggest you can change the assignments so I’m hoping
you’ll be open to some suggestions on how we can increase efficiencies as you let
me help you achieve those goals.
 Double bind
Offer two desirable (to you) choices or desirable outcomes, separated by an “or”.

• Child/homework: Do you want to start working on your homework now or in 15

minutes from now?

• Client/product choice: Do you want the 2-year warranty or the 3-year warranty?
 Mind reading
In this pattern, you claim to know the other person’s internal state.

• Arbitration: I know that as you’re sitting here waiting for the other party to
arrive, your curiosity about how we’ll resolve the issue is growing

• Negotiation with colleague: I know you’re wondering how we’re going to get all
this done so let me help you to divide up the tasks to everyone’s strengths (uses
both mind reading and embedded command)
 Lost performative
This is a value judgment where it’s presented in passive language so the performer of
the value judgment has been left out.

• Problem negotiation: And it’s ok to be alarmed at this action and want to feel
satisfied that things will be resolved to your liking

• Resolving conflict with teenager: And it’s ok to feel angry that your parents
won’t give you the latitude to stay out later and you can see that there might be a
reason they are behaving that way (uses lost performative, linking, and embedded
command)
 Cause and effect
One event is set up as the cause and one is the effect, even though in essence they
might not be linked.

• Conflict with teenager: If you sit here, in this quiet room, your mind can open up
and wander, then you’ll find yourself coming to a greater understanding of why
your parents want to modify your behavior

• Negotiation/price: If you imagine the effort that it takes to remodel a house, then
I’m certain you’ll feel that the price offered is more than reasonable
 Complex equivalence
By linking two different statements, you make it appear that the items/events you’ve
linked are equivalent.

• Establishing a basis for discussion: Thank you for listening to me and for
allowing your mind to be open to new ways to resolve the situation

• Arbitration: You’ve both arrived on time today so you’re showing your desire to
work toward an equitable resolution
 Pace the current experience, by describing external
physical experience in a way that can’t be denied so that
you can set the subject up for your leading in the future

• Hostile subject: I can see that as you’re sitting here, listening to the details of the
situation, I feel that you’re gripping the arms of the chair and may not yet be open
to exploring some other options that may work

• Angry child: I can see that you’re sitting next to me and your arms are crossed so
you’re still upset by what happened so you’ll need a little time to calm down either
now or in about 10 minutes from now (also embedded command and double bind)
 Utilization
Take everything that’s said by the subject and work it into the conversation.

• Arbitration: Subject says, I’m not convinced. You would say: That’s right you’re
not convinced, because you haven’t seen the full list of options available, then you
might be open to exploring one of those options or another you’d suggest

• Convince boss: Boss says, I’m not going to give you time off right now. You would
say: I know you said that now isn’t a good time for me to take off from work and
that’s only because I haven’t yet described to you the ways in which the time you
offer me will ultimately benefit our work together (also includes embedded
command)
 Agreement frame
This pattern uses “I agree”... “and would add”.

• To move subject to resolution: I agree with what you’ve said and I would add
that there are many different ways that we could decide the best solution

• Convince boss: I totally agree that you said there would be no raises this year and
I would add that you’ve always indicated that raises are based on performance not
time frames. And you can, can you not reconsider… (also uses and you can, can
you not)
 19. Seduction Patterns
Many people are afraid of hypnosis because they fear that they will “do
things beyond their will” but Milton Erickson believed that the subject
always has a choice and that hypnosis gives the subject power not the other
way around; there are many ways to look at seduction, one type of
seduction is to lead someone astray from their ethics or values…in this way
of looking at it, the original seduction would have been the snake tempting
Eve to disobey God and eat from the tree of knowledge; the second way is
to tempt someone to have sex with you even if he or she wasn’t interested
in the first place, a famous example is the seduction of Caesar by Cleopatra
or the seduction of Madame de Tourvel by Vicomte de Valmont in the
movie Dangerous Liaisons; the third way is to induce or entice someone to
your way of thinking;…most seduction involves something that or
someone who is mysterious and magnetic, even when you know danger
lurks!
 You might (fill in the blank)
All of seduction involves getting the other person to open his/her mind to the
possibilities of a connection whether it’s just a one-night stand or the love affair of a
lifetime--there’s always an opening line.

• You might consider how much we’ll enjoy each other’s company if we could have
a quiet dinner together away from the office.

• You might discover that my quirky looks will grow on you the more we get to
know each other.
 You could (fill in the blank)
All seduction requires that the person you want to attract will think of you when
you’re not there physically so leave him or her with a mental picture of that
experience.

• You could be surprised that thoughts of me and the conversation we had tonight
might cross your mind as you’re brushing your hair or getting dressed for work.

• You could be in the middle of a business meeting and suddenly you’ll think of the
scent of my perfume as I’m kissing your neck.
 You might want to (fill in the blank)…now
Seduction requires confidence, it’s a more important factor than looks, achievements,
or money…a flirt or a seducer is bold and not afraid of temporary rejection, because
he or she knows that most rejections are temporary.

• You might want to leave the party and come home with me right now.

• You might be wondering how I got the courage to come up and talk to you since
you’re desired by every man here.
 One might, you know (fill in the blank)
Seduction requires creating an image in the other person’s mind, an image of your
time together, an image of the benefits of coming over to your way of thinking, even if
sometimes the rules have to be bent a little.

• One might, you know, find that getting away for an hour or so in the middle of the
day for some quiet (or exciting) time together might be really enjoyable even if
you have to make up an excuse to tell your boss.

• One might, you know, discover that you’re pushing me away only because you’re
fearful that there could be a real connection between us. (notice the change in
subject)
 You may or may not (fill in the blank)
A successful seduction convinces the object of your seduction that he is the only man
or she is the only woman in the world for you even if it’s just for that hour or that day.

• You may or may not notice the way I feel when I’m around you. It’s really difficult
for me to stay focused on anything else but you. (watch your subject carefully to
see if he or she is feeling anything similar)

• You may or may not notice how comfortable I feel when you’re around. It almost
feels like we’ve known each other for a long time. (again, watch your subject’s
verbal and nonverbal responses for agreement)
 I agree and (not but)
If you’re in a long-term relationship, disagreements can often be smoothed over by the
use of solid hypnotic patterns…in arguments try to use agreement and the word “and”
instead of “but” to get your point of view across, the word “but” means you disagree
and triggers the fighting spirit in your significant other.

• I agree that I don’t say “I love you” often enough and here are the ways I show you
every day that I do.

• I agree that I’ve been too busy with work lately and let’s sit down and come up
with a plan so we can spend more quality time together.
 What happens when you (fill in the blank)
In the game of seduction learning a lot about another person helps you to decide how
to approach him or her in the future if you’re hoping to get involved with them
romantically…it also helps not to come on too strong, but just have a playful, fun,
flirtatious attitude, make them curious about you.

• Play a game with me. What happens when you imagine the most romantic
evening you’ve ever had (give the person time to access their thoughts and go into
his/her mind to think about this) Can you tell me three things about that evening
without telling me who you were with? Then once they respond, pause as if you’re
thinking about your last romantic evening and do the same but make sure the
items you list are unusual or make the person curious.
• What happens when you imagine your next relationship? Imagine that feeling of
thinking about that person first thing in the morning and all through the day.
Imagine thinking of him (or her) right before you sleep. That energy and
excitement builds until you can’t think of anything else. Now that would be a
relationship that would be worth waiting for, don’t you think?
 Some people (fill in the blank)
Ambiguous subjects always make the person you’re talking to go into his/her mind to
consider whether the statement that’s been made fits or not…you can use this pattern
to get a read on your subject.

• Some people take a long time to get to know someone before they feel comfortable
with romantic feelings. (watch how subject reacts)

• Some people can fall in love at the blink of an eye and know that a certain man (or
woman) is right for them. (watch how subject reacts)
 Try to resist (fill in the blank)
Of course, your subject will try to resist but won’t be able to if your seduction script is
going as planned.

• Try to resist looking into my eyes and feeling the sensation of knowing that I see
you as you really are, open to new, exciting experiences.

• Try to resist the temptation of thinking about my hand running along the inside of
your thigh during your next business meeting.
 I could tell you that (fill in the blank) but I won’t
because
This pattern is great for avoiding resistance because you’re saying what you want to
say but then deflecting it with the “because” part of the statement…your subject has no
reason to be put off or get offended.

• I could tell you that you and I are a perfect match, but I won’t because you’ll
discover it yourself after we talk for a while.

• I could tell you that you are the most beautiful woman I’ve ever seen but I won’t
because I’m sure you’ve heard it many times before. (said with total sincerity
otherwise it won’t work!)
20. Conclusion: In summary, what
have you learned in this course?
Everyone uses hypnosis in their daily life, whether they
understand or acknowledge its use or not.
Most of the time during the day our attention wanders from topic to topic, when we
are focusing intently on a book, a movie, or a speaker, our attention is more narrowly
focused and we go into a trance. Trance is a common throughout the day. Peak
performance is a type of trance.

• Hypnosis is a journey as you and your subject travel from one state of mind to
another. You will establish rapport with your subject, and then pace, pace, pace,
until you feel the alignment and you and your subject start going into a trance.
Then you will lead your subject to the desired outcome.
• Although your interaction with your subject, unlike a therapy session, will be in
the guise of an informal conversation, you will be guiding your subject to a new
frame of mind.

• Hypnotic language techniques are powerful and as you continue to study them
you’ll find that they are all around you in the books you read, the commercials
you see, in the language your boss uses, and in politician’s speeches. As you learn
to master these techniques for your own use, consider how ethics enters into the
situation. If you have the right attitude, you’ll realize that you are a facilitator in
your subject’s life. You are leading your subject to an outcome that is to their
benefit.
Hypnosis and hypnotic language goes back thousands of
years.
Many people have a fear of formal hypnosis because they think it’s associated with the
occult. If they realized how often trance happens and how normal it is, they would lose
that fear very quickly. Trance is basically a rapid eye movement state and we spend
over half our lives in that type of state, since sleep is the ultimate trance state.

• There are many types of hypnotic techniques, but this course has focused
primarily on the work of master hypnotist, Milton H. Erickson (1901-1980). He was
a medical doctor who had polio as a youngster and learned about people’s
behavior and language use. As a therapist, he developed his own revolutionary
techniques for hypnotizing and helping patients.
• Erickson’s techniques were radically different than other therapy techniques. He
didn’t concentrate on why a problem existed, instead he would listen carefully to
his patient’s frame of mind and then focus on how to move forward from the
problem to a successful resolution.

• Unlike Freud’s view that the unconscious mind was a cesspool of negative events,
Erickson saw the unconscious mind as an unlimited resource for the patient. His
style was conversational in approach and used vague language to get the patient to
focus internally and thus go into a trance state. He used the subject’s own speech
patterns and thought patterns to construct precisely targeted vague language
which would get to the root of the problem quickly. He would then offer
embedded suggestions designed to help the client stay in control to overcome his/
her problem.
 Hypnotic language patterns must be practiced to be
mastered.
You’ve learned a lot about the different patterns in this course, now you can move
forward to master them and use them in different situations. There is no limit to the
ways you can use hypnotic language. It can be used to help others as well as to help
yourself on your path to personal development.

• As you become more knowledgeable about trance and trance behavior, you can
recognize when your subject or audience have gone into a trance. This is when
you can use hypnotic language to its full power.
• Initially, you’ll develop a strong rapport by listening to your subject intently and
coming into alignment with their speech patterns, body movements, and frame of
mind. Once you’ve closely aligned yourself, then you will make a small change
and watch what happens. If they shift in reaction to your change you’ll know that
they feel the rapport and are receptive to what you have to say. Then, as you listen,
you’ll gently begin to guide using the embedded commands and suggestions
within your conversational language.

• Everything you do must be done with subtlety. The vague language provided by
the Ericksonian techniques you have used here will give your subject the feeling
that he/she is in the driver’s seat to make choices, pick a different outlook, make a
product selection, etc.
 As you pace, pace, and then lead, you’ll use many
different techniques to help your subject move from his/
her current frame of mind to a new frame of mind.
You will narrow your subject’s focus of attention so that his/her unconscious mind will
be ready to receive the information you have to offer in the form of an embedded
command or suggestion.

• By using key words, such as explore, discover, and imagine, you’ll give the subject
the opportunity to go to an internal place and tap into resources located in the
unconscious. As you have an external focus on the subject, and will go into a
trance as you use hypnosis, your subject will also go into a trance with an internal
focus.
• The vague language you use will give the subject the opportunity to reframe his/
her state of mind to a new state of mind that will be more beneficial to the
intended outcome, gaining self-confidence, buying the right house, taking more
responsibility, etc.

• You can use undeniable truisms to get the subject to move to an agreement state of
mind. Begin with observable facts and then move toward more abstract but still
universal facts. A mix of yes and no truisms will allow the subject to feel
agreement without the negative feeling of being manipulated.
 The pauses in your speech, your tone of voice, your
stance, and the feelings you project to your subject are
all factors in your success rate as a hypnotist.
• You’ll use linking suggestions to move from the observable (physical) to the
nonobservable (mental changes). This is the secret to leading your subject to a
new state of mind.

• Your skillful use of presuppositions, binds, commands and suggestions, as well as

metaphors and analogies will give you a full repertoire of language techniques to
use. Once you understand these categories, the use of specific language patterns
will become second nature. You can apply them to almost every life situation
where you would like to see the subject move to a different outcome than their
current position--sales, negotiation, accepting you as an expert, seduction are all
viable situations for hypnotic language. If you can convince a recalcitrant child or
an ambivalent teenager, you’re on your way to mastery.
• As you develop mastery, you’ll be able to nest these language patterns to make
even more powerful presentations. You’ll be able to easily weave different
patterns and techniques together to create your own unique hypnotic style that
fits your personality and works for you. Have fun doing it!