“The moment one gives close attention to anything, even a blade of grass, it becomes a mysterious, awesome, indescribably magnificent world in itself.” – Henry Miller
Words thrill me. I find language magnificent. Linguistics is an incredible world.
I’ve been studying persuasion for over thirty years. If I think about it though, I’ve been studying the language of persuasion. Aside from mirroring and matching, and physical anchors, persuasion is about words.
The Awareness pattern is essential in your persuasion toolbox. Once you hear and understand it, you’ll kick yourself and think, ‘Why didn’t I use this sooner?’
Aldous Huxley said: “Every individual is at one the beneficiary and the victim of the linguistic tradition into which he has been born – the beneficiary inasmuch as language gives access to the accumulated records of other people’s experience, the victim in so far as it confirms him in the belief that reduced awareness is the only awareness and as it bedevils his sense of reality, so that he is all too apt to take his concepts for data, his words for actual things.”
This is a phenomenal example of how language can expand our options or reduce our awareness. When we study persuasion–human nature–we maximize the benefit of our linguistic traditions.
This is one of my favorite aspects of persuasion and linguistics. And this pattern in particular is one of the most powerful patterns, period.
The three words I use most often in this category are: aware, realize and experience.
By saying one of these words, you are making the person you are persuading begin the mental process. In essence, you’re enticing them to become ‘aware’, you’re enticing them to ‘realize’ and you’re enticing them to ‘experience’.
These words are important because everything that is said after the word is presupposed to be true. They don’t force action (as in “will you do” something) but instead (“are you aware of”) and this has a much more powerful impact in persuasion.
As you gain skill in being able to use these words powerfully, you might think that someone may respond to the question, “Are you aware of?” by saying “No”. I assure you, when done properly, this does not happen. And if it ever did, all you need to say is, “Not yet, huh?”
Here’s an example: “The more you begin to construct your mind in the ways you’ll be using these patterns, the more you’ll begin realizing the explosively profitable techniques you are learning. Are you starting to experience the growing awareness of what being involved in with my program brings you as I tell you about it and as you go through it?”
Is the awareness of the power of this pattern starting to sink in? I’m not asking you if these patterns have power, I’m presupposing they do.
I’m asking, “Are you aware of the power?”
This presupposes that if you’re not aware, that you need to be. If you are aware, you will state that you are.
If you’re getting excited about this information, you’re ready to learn more about how language can expand your universe. There are several of these patterns that will work for you to persuade the affluent. All you have to do is to take action, learn them, and implement them.