MCS Summary

IN THE NAME OF ALLAH – THE SOURCE OF MERCY – THE MOST MERCIFUL

MIND CONTROL SYSTEM
Summary

A JOURNEY INTO OUR MINDS
AND HOW THEY WORK

"All humans are dead except those who have knowledge ... and all those who have
knowledge are asleep, except those who do good deeds ... and those who do good
deeds are deceived, except those who are sincere ... and those who are sincere are
always in a state of happiness."

1. Use "What do you want?" with yourself and others to find objectives
2. If objectives are stated negatively, re-state them in the positive
3. Use "How will you know when you have got it?" to find evidence
4. Ensure you have answers for "What will you see, hear and feel?"
5. Step into your imagined future achievement to get further insights.

With regard to an objective. (or just in general)

1. Write a list of 3 beliefs, which have been limiting you.
2. Find evidence that these beliefs are false.
3. Write a list of 3 useful; empowering beliefs that will help you achieve your
objective. (Or that you would just like to believe)
4. Find evidence that these beliefs are true.
5. Pretend that the new positive beliefs are true.

Pacing and leading is a powerful way to influence others,

1. Practise making verifiably true statements about where you are right now (E.g. I
am sitting in my office, the sun is shining, it's 2005, it's Tuesday etc)

2. In a low-risk situation (e.g. with a friend), practise making some pacing comments
to another person, and notice what effect they have (people will often nod or say
mmm-hmmm in response.)

http://sites.google.com/site/hussainfahmys/

THERE IS NO GOD WORTHY OF WORSHIP EXCEPT ALLAH AND MUHAMMED (PBUH) IS THE MESSENGER OF ALLAH


3. Set yourself an objective for communication in a low-risk situation (e.g. to
persuade the other person to go for a coffee.) Use pacing and leading to seamlessly
lead them to that objective.

4. Begin to identify all the areas in your life where you can start using pacing and
leading to persuade others more effectively.

People use language based in their 5 senses. By matching their sensory words, you
can establish a deep level of trust and rapport.

1. Write a few paragraphs about a recent pleasant experience (E.g. a holiday, party,
film, day out etc.) When you have finished, go through it underlining words and
phrases that have a sensory element (you can do the same with this MCS lesson.)

2. Pay attention to the sensory words that people are using. Make notes of the
sensory words you hear.

3. In a low-risk situation, listen to the words that others use then match their sensory
system by using words from the same system (VAKOG).

Three of the main obstacles to master are over-reliance on focal vision, internal
dialogue and a feeling of hesitation. We are looking at ways to open up your
peripheral vision (PV):

1. Focus on the number 1 at the beginning of this sentence. As you continue to look at
the number, relax your gaze, and allow yourself to become aware of the edges of the
page, before you allow your awareness to continue further out to each side. See how
much you can perceive on either side.

2. Sit in a comfortable relaxed position, looking forward. Imagine you have an extra
pair of eyes at the level of your belly button. Become aware of the feeling of the skin
at your belly, and imagine you are looking out through those eyes. Feel your PV open
up.

3. If #2 doesn't work for you, sit in a comfortable relaxed position, looking forward.
Imagine that there is a tangerine, floating a few inches above and behind your head.
Feel your PV open up.




4. In a low-risk situation, go into PV while in conversation with someone else. Notice
what you become aware of that you weren't before. We are continuing to explore
ways for you to overcome another of the three obstacles to master.

Over-reliance on focal vision
Internal dialogue
A feeling of hesitation

We looked at ways to open up your peripheral vision. Now, we are going to play with
turning off the internal dialogue.

1. Stick out your tongue and grasp it gently but firmly between your thumb and
forefinger. Wait a few moments as you continue to breathe. You may well become
quiet inside.

2. If exercise 1 works well for you, gently place the tip of your tongue against the roof
of your mouth just behind your front teeth (continue to breathe easily.) You will stay
quiet.

3. With a soft, gentle and patient tone, go inside and say to yourself "Shhhhhhh,
shhhhhhh", like you would if you were soothing a little baby. Allow yourself to smile
on the inside and really feel a sense of patience with the monkey. It may take up to a
minute before you go quiet inside.

4. Go inside your mind and find the volume control for internal dialogue (usually
either a dial or a slider.) If you can't find one, just imagine one it will work just as
well for our purposes. Now turn the volume control up and hear the dialogue get
louder. Turn it down and hear it get quieter. Then turn it all the way off. Quiet.

5. In a firm but loving tone of voice, say "Shut up!" inside your head. Repeat as
necessary.

One of the things to bear in mind with all this stuff is that these are not just ideas,
they are skills. If you want to know about MCS, read the exercises. If you want to be
able to do MCS, do the exercises. When you do the exercises, you get the results, and
you can start to have more of what you want in your life.

This is the final part in our exploration of ways for you to overcome the last of the
three obstacles to mastery.




Re-wire unhelpful hesitation responses in minutes with today's lesson.

1. Identify a few of the areas in your life where you hesitate and would like to just go
for it.

2. Choose a commercial premises (e.g. shop, restaurant, petrol station) and make an
absurd request (i.e. ask for something they definitely don't sell) while keeping a
straight face. Be polite, safe and non-threatening.

3. Repeat twice more in the course of a week.

4. Look forward to the situations where in the past you would have hesitated and
enjoy your new responses.

People in our society are way too afraid of looking silly and they deserve to be
liberated from this terrible affliction. This will help them to have more of what they
want in their lives.

The key with this is to DO IT AS SOON AS POSSIBLE. The results of this will amaze
you, and the sooner you start, the sooner you can start reaping the benefits.
Remember, reading about it just is not the same as when you do it. Be safe, be
considerate, have lots of fun and amaze yourself.

You can use anchors to capture and re-use positive experiences for yourself and
others. Try this experiment,

1. Think of an occasion when you had a highly pleasurable, positive or enjoyable
experience. See what you saw then (looking out through your own eyes), hear what
you heard and feel what you felt. As you feel the sensations increase in intensity,
squeeze the thumb and forefinger of your left hand gently together for a few
moments, then release them. Now 'break your state' (e.g. by remembering what you
had for lunch yesterday.) Squeeze your thumb and forefinger together again, gently
pulsing them. The state will return.

2. Identify something that someone you know already does and create a subtle
anchor. Set the anchor while they are doing the activity. Later, fire the anchor and
see what happens. If they do the thing you anchored, then it worked!




3. When you (or someone you are with) are experiencing something you want to have
more of, anchor it.

Remember that this thing is powerful so use it wisely. As well, allow yourself to start
becoming aware of when it is being used on you. Advertisers, politicians and stand-up
comedians all know the power of anchors and use them with great cunning (and to
great effect.) Awareness is the key, have fun.

Your voice is one of your most powerful influence tools,

1. Choose a vocal quality (e.g. rate of speech) and vary it. Go to the extremes (e.g.
see how fast you can talk, how slow you can talk etc.) Do this for each of the vocal
qualities in the list above (see main text when you have got a moment.)

2. Once you have established that you can vary a particular vocal characteristic,
practise using it the next time you are on the phone with someone to get rapport.

3. Practise saying a sentence (e.g. "Have you got any questions?") with a rising pitch,
then a level pitch, then a descending pitch. Descending pitch activates the 'command
module' in the brain.

4. Identify the things that you want others to do in persuasion situations, and then
check what pitch you are using. Practise making those requests using 'command
tone' then notice what a difference it makes.
Start having fun expanding your repertoire of voice tones, pitches, rates (mimicking
cartoon character voices is a great source of inspiration.) And remember practise,
practise, practise (repeat with descending voice tone.)

1. Identify an area where you have been doing the same thing over and over hoping to
get a different result.

2. Clarify your objective in this area using the 'What do you want' / 'How will you
know' questions.

3. Make a list of the different approaches / behaviours you have tried in order to
achieve this objective.

4. Make a list of some alternative behaviours you will use to achieve the objective (get
a friend to help if necessary.) Then do them.




5. Identify a habitual pattern and change it.

We will start exploring ways to influence yourself (and others) to remember to do the
things you want them to do in the future. See yourself being really flexible.

Fact: The meaning of the communication is the response you get (it's not really a fact,
but it is useful belief for increasing your communication power)

1. Identify situations where other people have 'resisted' you. Ask yourself "How have
I managed to generate that response in them?"

2. Brainstorm some new alternatives for you to use in your communications with
them.

3. See yourself in the future, noticing the responses you are generating others,

a. Feeling good when the responses go in the direction you want and
b. Changing what you are doing when you notice the responses going in another
direction and
c. Feeling good that you have noticed and adjusted.

Assuming that you have a clear idea of what you want, ask,

1. "Why do you want this? What will it get you? What will it do for you?"

2. Imagine that you are in that future situation enjoying the benefits of the change
you have made. See what you will see, hear what you will hear and feel what you will
feel. Make the colours bright and really experience it.

3. Step out of the experience and see a picture of yourself in the future, enjoying the
benefits of the change. Make the picture big, bold and bright.

4. Get someone to ask you the following questions: Do you want this? Is this possible
for you? Do you know how to do this? Do you deserve this?

5. Create a first person present tense sentence containing what you are affirming,
then say it to yourself in a positive and encouraging tone of voice (E.g. 'I am
supremely confident', 'I am fit and healthy')




Sounds (real or imagined) are a quick and easy way to access powerful resources,

1. Sigh, out loud, three times.

2. Imagine sighing out loud three times.

The trick is to keep breathing

"When you breathe, you inspire. When you do not breathe, you expire." from an 11-
year-old's science exam response.

Breathing has a powerful influence on your state.

1. When you are experiencing a powerful, positive state, allow yourself to become
aware of your breathing rate. Pay particular attention to the timing ratio of in-breath
to out-breath.

2. Next time you are in a neutral or negative state, start breathing at the rate and
ratio from exercise one and notice what happens. Within a minute or so, the positive
state should begin to return.

3. Start breathing comfortably but deeply, in through your nose and out through your
mouth. Do the in-breath to a count of 5 and the out-breath to a count of 6. Notice
what happens.

4. Lie on your back and pant heavily, breathing rapidly in and out through your mouth
20 times. Then breathe slowly and gently in and out 20 times through your nose.
Once again, do the mouth-panting 20 times, then resume gentle nose breathing.
Notice what happens.

Remember that most people don't breathe nearly enough. Start to breathe more
deeply and notice how much better you feel.

Physiology has a tremendous impact on state and performance, so.

1. Do something that you enjoy that involves moving your body. Whether it's walking,
running, swimming, martial arts, whatever your thing is, allow yourself to start




moving. If you don't know what you like, you can find out. Just make sure it's
something you enjoy and can do regularly.

2. Either sitting or standing, adopt the physiology (posture, gesture, head position,
breathing rate, muscle tension) that you exhibit when you are in a great state (E.g.
relaxation, creativity etc.)

1. Identify the state you are currently in. Become aware of any feelings or sensations
in your body, any particular muscle tensions or relaxations. Also notice any thoughts,
whether pictures, words or other sounds that are in your mind. Accept this as your
current state.

2. Identify the state you want to get into, then use one (or more of the following
techniques to access and enter it.

3. Think of an occasion when you were in that state. See what you saw then (looking
out through your own eyes), hear what you heard and feel what you felt. As you feel
the sensations increase in intensity, squeeze the thumb and forefinger of your left
hand gently together for a few moments, then release them. Now 'break your state'
(e.g. by remembering what you had for lunch yesterday.) Squeeze your thumb and
forefinger together again, gently pulsing them. The state will return.

4. Ask yourself "What am I like when I am [name of state]?" (e.g. what am I like
when I am really focused?

5. Make a picture in your mind's eye of „a you‟ that is experiencing the state you wish
to experience. When you can see that that you are really in state, imagine stepping
into that you, and have their experience.

Your ability to influence your own state is, for many people, cataclysmic. Enjoy
finding out how much fun you can have as you take new states into situations where
you and others can benefit from them.

Focuses on ways to create more intense experiences.

1. Make sure that when you are having a powerful experience, you are present!

2. Create intense experiences and anchor them.




3. Use naturally occurring anchors.

4. Make the other elements of the experience (E.g. Visual, Auditory) more intense, and
you can intensify the 'felt' experience.

We are talking about ways to establish rapport over the phone.

1. With regard to some upcoming phone conversation, what do you want? And how
will you know when you have got it?
2. Get in a good state

3. Establish rapport

4. Make a mental image of the person

5. Be curious about and interested in the other person

We will look at some specific exercises to stretch your vocal flexibility.
To creatively avoid doing things you don't want to do (while still getting them done.)
If you can't avoid it, try the following,

1. Get clear on why you are doing this. What will it get for you? How will doing this
task help you create what you want in your life?

2. Make sure the task is of a manageable size. If not, break it down into smaller
pieces.

3. Schedule time for it (go on, put it in your diary.)

4. Build a strong motivation state and anchor it.

5. Imagine you have already done it, how good it feels. Look out through your own
eyes at the finished task, hear what you will hear and feel those good feelings. Then,
step out of this picture and see yourself with it done. See this picture wherever you
see future events (typically up and to your right if you are right-handed, up and to
your left if you are left-handed.)

6. Reward yourself!




Exercises for building vocal flexibility:

1. Start talking at a rate that is comfortable for you. Start to speed up the rate, until
you are talking very fast. Then speed it up until you are speaking way too fast. Then
speed it up further until you are speaking so fast it's coming out faster than you can
think. Then gradually slow it all the way down until you are speaking way too slow.
(As with any physical exercise, warm up to these slowly and have a rest if you feel
any strain.)

2. Conduct similar exercises for the following vocal qualities: pitch (how high or low
your voice is), tone and volume. Once again, take it to the limits, then go beyond
them.

3. Start to find opportunities to match other peoples' vocal qualities. Once you are in
rapport, vary your speed and listen to them follow you!

Enjoy becoming aware of the many different vocal qualities that different people have.
Practise, have fun and explore more.

On dealing with difficult people,

1. Consider the possibility that the difficult person (DP) may be your teacher, and that
what you find so difficult in them is actually a characteristic that you have within
yourself (but may keep hidden away from the world.) Once you identify it within
yourself, accept it, be OK with it. Then watch how things change with the DP.

2. Look for the positive intent in the other person's behaviour. If you can't find it (or
don't believe there is one) just make believe that there is a positive intent (e.g. if
there were one, what might it be?)

3. Use the principles of states and anchoring to build the powerful positive states you
would like to be in around this person, then anchor them. Then see yourself
interacting with the person in the way you want too, while experiencing the positive
states.

4. You can practise holding these states by asking a friend to try and break your state
while you hold it constant. This can be a lot of fun!

Protect yourself from other peoples' stuff,




1. Use crossover matching when building rapport with people who are in a stressed or
problematic state.

2. Imagine that you have roots like a tree, going down into the earth. It may help to
feel the sensations of soil against your feet and ankles and hear the breeze blowing
around you. You can imagine the natural energy of the earth flowing into your body
and that you are grounded.

3. Imagine a red ball of light where your legs come together, with a tube going down
into the centre of the earth. Send any unpleasant or unwanted sensations or feelings
you get down this tube into the earth. Once it has been cleansed, you can recover any
of the energy that is yours through your roots.

4. Imagine a transparent, protective sphere or egg around you, a few feet out from
your body (including beneath your feet.) If you want to tint it with your favourite
colour, feel free. Any unwanted energies that come your way can just bounce off.

5. Learn MCS, particularly the language patterns.

1. Relax before you start. And start to think about all the fun you are going to have
learning something new and exciting.

2. Think about what attracts you to MCS and then set some objectives related to that.

3. Become really interested in other people (if you are not already.)

4. Make up your mind that you are going to be someone who can actually do this
stuff. Do the exercises.

5. Invest in yourself.

1. Watch and listen.

2. See yourself using a desired skill (e.g. watch and listen) in the situations where you
wish to practise it. Make a picture of yourself practising the skill in 3-5 future
situations spaced out over the next 3 months (e.g. one this week, next week, one in 3
weeks, one in 2 months etc.) Be sure to feel good while you are doing this.

3. Develop a „go for it‟ attitude.




1. Decide to be a rapid learner; schedule integration time. Take it easy, have fun, relax
and enjoy yourself.

2. Compare your skills today with your skills in the past (e.g. 3-6 months ago.)

3. Promise yourself specific rewards, then reward yourself for achieving objectives.

4. Try this stuff out.

5. Take the long view; how do you want to be?

We are looking at the power of words to change your experience.

1. Become aware of where you might be using extreme language to describe less-
than-extreme circumstances. Once you have identified it, choose a more moderate
term.

2. Decide that you will not add to the adrenalin surplus. Look for opportunities to
soften the language people use in problem / challenge situations (if it isn‟t
appropriate to say it out loud, at least do it inside your mind.)

3. Decide that you will reduce the adrenalin surplus by relaxing, smiling and laughing
more. Breathing helps.

Relax relax relax and become intensely curious about how much fun you could have
when you use this effect of language to your benefit thinking about pleasurable and
enjoyable experiences. After all, if extreme language intensifies the feelings don‟t
have TOO much fun.

I was always drawn by the idea of influential language. I loved words and the idea
that you can use words to influence a person‟s unconscious processes was amazing to
me. It was not long before I came across the idea of quotes (the pattern we will be
looking at now) and said to myself “You have got to learn how to do this!” Now, with
me, once I decide something, then it‟s going to happen, so now I use quotes all the
time.

1. Think of something you would like to say to someone, put it in quotes, then
attribute it to someone else.

2. Identify the situations where you would like to say certain things, then figure out
how to use quotes to get your message across.

3. Look through this for statements in quotes. See how they can be processed on (at
least) 2 different levels.




Use „tag questions‟ (isn‟t it, can‟t you, don‟t they etc) to make your communications
easier to agree with,

1. Make a list of six statements or suggestions you would like to make to someone (or
a group of people) then find a way to add tag questions to them.
2. Practise saying the statements, using a downward inflection of your voice on the
tag question.
3. Start throwing tag questions in at the end of statements you are already making
when in conversation with people.

Looking at ways to use negatives to communicate more positively.

Identify a few of the things that you tell people NOT to do, then figure out how to
structure it as a positive (see examples above.)

Identify a few of the things you would like to get people to do, then structure them as
a negative.

1. Identify something that you want. This could be a thing, a new skill, a specific
business result, a way of being, or whatever else you can think of.

2. Allow yourself to become ok with the idea of not getting it.

3. Get over it! Ask yourself “In 100 years, what difference will it make?”

4. Think of the objectives you have set where you just knew it was going to happen
and then it did.

5. Think of an occasion where you wanted one thing, did not get it, then you got
something even better.

6. Relax. Burning desires are tense, detachment is relaxed and open.

7. Put 100% awareness into what you are doing.

1. With regard to something you want to have, do or learn, ask, “What will that do for
me?” and “What will that get me?”
2. With regards to someone you wish to influence, ask yourself “Why would they want
it?” and “What‟s in it for them?”
3. With regards to someone you wish to influence, ask yourself “What are the
perceived costs to them”




Use your ingenuity and imagination to find ways that what you are offering can
address the perceived costs and amplify the benefits. Ensure that you can deliver
what you are promising!

Ask yourself, what is important to you in your work? Make a list of the answers.
Ask a colleague or friend “What is important to you in your work?” and make a list of
their answers. Then ask them “So if I could offer you a job that had [answer 1],
[answer 2] and [answer 3]” would you be interested?” Notice their verbal and non-
verbal responses.

Identify someone you wish to influence. Then think of a way that you can bring social
proof to bear on the situation. Who can you identify that has been influenced in the
way you want them to be influenced, and who is a credible subject.

Identify the kind of benefits that your influence target is likely to value, then identify
someone like them who has got those benefits from what you are suggesting.

We are playing with internal dialogue

1. Allow yourself to hear your internal voice. Notice how it sounds, what the volume,
tonality and pitch is.

2. Hear one of the standard phrases you use to beat yourself up (if you don‟t do this,
just say “I like the smell of odourless peaches.”) Say the phrase again, but in a sultry,
smooth voice. Notice how you feel different hearing it this way.

3. Hear your standard phrase in Homer Simpson‟s voice. Sense how it feels different.

4. Say something really nice to yourself and sound like you mean it.
5. If the previous paragraph (see text) seems as confusing to you as it does to me,
read it again using a voice tone of total certainty. Notice how it seems different.

We are playing with internal pictures.

1. Count the number of pieces of furniture in your living room (without going in
there.)

2. Stand up with your legs straight and bend at the waist to touch your toes, only
going as far as you can go comfortably. Then return to a standing position and close




your eyes. Vividly imagine bending over again, but going further comfortably (e.g. so
your palms are flat on the floor.) Then imagine standing up straight. Once again,
imagine going further still (e.g. so your elbows are touching the floor.) Then imagine
standing up straight. Imagine doing it a third time going yet further (e.g. so your
head touches the floor), then imagine standing up straight. Open your eyes and bend
at the waist to touch your toes. Did you go further?

3. Think of someone who annoys or irritates you. Once you have got them in your
mind and can feel the feelings, notice where the picture of them is (in your mind.)
How far away is it? Is it colour or black and white? Become aware of the
characteristics of the picture as you notice the sensations in your body. Then push
the picture away into the distance and notice what happens to the feelings.
Interesting?

There‟s an old joke about a bloke who‟s walking down the street at 2am and sees
another man, obviously drunk, on his hands and knees, searching for
something. “What are you looking for?” he asks him. “My house keys” the man
replies. “Where did you drop them?” he asks. “Two streets away” he slurs. “Why
aren‟t you looking there”, he asks incredulously. “Because the light‟s much better
here.”

We are playing with feelings,

1. Map out the feeling. Identify where in your body it is, what size it is, how it moves,
what temperature it is etc.

2. Accept the feeling. Become OK with the fact that you are feeling it.

3. Find the positive intent. What is your body or your unconscious mind trying to tell
you? Sometimes feelings have a message of some sort for us. Other times, they are
just sensations that our body has some purpose for feeling. What (if anything) is this
feeling doing for you or trying to tell you?

4. Feel it. Just feel it. Don‟t struggle or fight, just feel it.

5. Play with it.




1. Identify a complaint, either about yourself or someone else, with the structure “I
am too [x].” or “She is too [y].” (E.g. “I am too impatient”, “He is too lazy.”, “She is
too noisy.”)

2. Ask yourself “In what contexts would the characteristic being complained about
have value?”

3. Come up with several answers to this question, and then craft it into a „reframe‟.

4. Come up with reframes for any complaints that you (or others) have about yourself.
This can be a lot of fun if you do it with someone else. (i.e. you say “I am too [x]”
then they generate reframes.)

5. Once you get the hang of it, start looking for opportunities to use context reframing
each day (start with low-risk ones.)

6. List the objections you get most frequently and generate a number of context
reframes for each one. Then, look forward with a sense of anticipation to the next
time someone offers that objection. Remember rapport!

1. Identify a complaint a complaint or issue with the structure “I feel [X] when [Y]
happens.” (e.g. “I feel annoyed when he argues with me” or “I feel frustrated when I
make mistakes”)

2. Ask yourself “What else could this (Y) mean?”, “What else could this (X) mean?” or
“What else could this situation mean?”

3. Come up with several answers to these, and then craft a „reframe‟.

4. Come up with reframes for any complaints or issues that you can identify for
yourself or others. This can be a lot of fun if you take turns doing it with someone
else. (i.e. you say “I feel [X] when [Y] happens” then they generate reframes.)

5. Once you get the hang of it, start looking for opportunities to use content reframing
each day.

6. List the objections you get most frequently and generate a number of content
reframes for each one (if you did this last week for context reframing, you can use the




same list). Then, look forward with a sense of anticipation to the next time someone
offers that objection. Remember rapport!

1. Identify the areas in your life where you do things for others and then unwittingly
blow your reciprocity bonus by saying “It‟s a pleasure” or words to that effect.

2. Practise saying “That‟s OK, you would do the same for me.”

3. Identify the areas in your business where you wish to persuade others and you
have something that you can give to them (or are already giving to them). Choose
something that will have some value to them, ideally of a similar value to that which
you want from them.

4. Ensure your clients or prospects know that you are giving this to them, then when
they say thanks, say “It‟s OK, you would do the same for me.”

1. Accept the reality of the current situation. Accept yourself exactly as you are.

2. Get clear on how you want it to be.

3. Get motivated!

4. Let go of your objective. Detach from the outcome.

5. Generate the behaviours that will help you get what you want.

6. Celebrate your successes!

1. Identify anything that is currently part of your life that you want to let go of in the
future.

2. Identify anything that is part of your life that you definitely want to continue in the
future.

3. Identify anything you would like to become part of your life in the future.

4. How to Resolve Resolutions to help you move in the direction you want.

We are playing with gratitude,




1. Make a list of all that you are grateful for in your life.

2. Make a list of the stuff you want more of. Then, be grateful for whatever amount of
it you have already got.

Take a to-do list with more than 9 things on it and,

1. Scan through the list, looking for items that can be grouped together into
categories.

2. Start to manage your to-do list by the high-level categories.

We are looking at the first part of influence for the non-salesperson.

1. Know what you want.
2. Identify the benefits.
3. Relax.
4. Get in rapport.

1. Pay attention
2. Deal with objections using the But
3. Ask for what you want

1. Figure out what you have been focusing on: make a list of the main results that you
have been getting in your life.

2. Review your list and identify the results you are most pleased with. Congratulate
yourself for having achieved these results.

3. Identify the areas where you would like to change your results.

4. Accept that your current results reflect your current reality.

5. Decide how you want it to be.

6. Pay attention to your thoughts. Every time you catch yourself focusing on what you
don‟t want / don‟t have, stop and focus on what you do have in that area.




7. Use gratitude to increase the flow.

We have mostly been looking at gestures:

1. The next time you are chatting with someone, observe the gestures they make.
Notice how certain gestures coincide with certain words and phrases.

2. Once you notice a person‟s gestures, feed some of them back to the person. When
you refer to something they have said, use their gesture as well.

3. Experiment with referencing people‟s gestures.

We are been getting into the present moment:.

1. Sit with your feet flat on the floor, in a comfortable, aligned position (spine
straight, hands on your thighs or at your sides, breathing comfortably.) With your
eyes open or closed, allow yourself to become aware of the different sounds, sights,
smells and sensations around you. This is the present moment.

2. Gently place the tip of your tongue against the roof of your mouth just behind your
front teeth (continue to breathe easily.) Imagine you are holding a tiny droplet of oil
between the tip of your tongue and the roof of your mouth.

3. Before starting an important task, take a moment to centre yourself and relax.
Then, get clear about what you want to accomplish, then begin.

We have been exploring the 5 senses in language.

1. Read the following sentence and notice what effect it has:

“I ate a steak yesterday”

The sentence is fairly unspecified and unless you are a Hindu, a staunch vegetarian or
very very hungry, may have had little or no impact on you. Contrast this with the
following:

“At lunchtime yesterday, I plunged my fork into a steak the size of an encyclopedia
and sawed off a juicy morsel of some of the tenderest, bloodiest red meat I have
eaten in ages. As the sharp aroma of the green peppercorn sauce reached my nose, I




smacked my lips and let out a loud “Mmmmm”, savouring mouthful after delicious
mouthful of smoky fillet.

2. Write out the following sentences, using the language of all five senses.
I walked through the park this morning.
I saw a very attractive person this afternoon.
I had a delicious desert last night.
I watched a great film the other day.
I sat in the garden yesterday.

3. Next time you are describing an experience to someone, crank up the sensory
experience and use all 5 senses. Notice what response you get.

PERSONAL NOTES



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