[MUSIC] You know what it's like when you're in a meeting. The room has started to divide into two as one group argues with the other. You quickly see the meeting deteriorate and you know that these relationships will be hard to repair. It happens too often. And even though everyone can see it happening, no one knows how to stop it. Wouldn't it be helpful to have a set of skills that helped people to hear what you have to say so they could learn what they needed to learn and get the results that they needed to get? [MUSIC] The Milton model offers a set of techniques which reduces resistance by giving a suggestion that is so vague the person has to think deeply to make sense of it. American presidents and British prime ministers have been trained in these techniques. If you read one of Tony Blair's features, you'll see that it is incredibly vague. It's full of suggestions which the conscious mind needs to concentrate on to validate or makes sense of. Meanwhile, he's able to embed commands into the unconscious of the public. Now your conscious mind gets distracted many times a day. Have you ever driven home along a route that you've taken many times before and wondered, how did I get here? [LAUGH] You were driving while your conscious mind was distracted thinking about something else. So your habitual unconscious mind had to guide you. I have, and I've been very grateful I didn't bump into anyone on the way. How about when you watch a film and a movie and you forget your surroundings as you get absorbed in the film? My brothers will never go to the movies with me again since we saw Hunger Games 2. I hadn't even seen Hunger Games 1, but I gasped, I jumped, and screamed right the way through as I felt like I was in the movie. I was, according to my unconscious brain. Or what about when you're about to fall asleep and you fall into a meditative state where you're aware but really, really relaxed? This is what these techniques do. They occupy the conscious mind so that you can speak directly to the unconscious mind, the decision-making center. The following techniques can be used only if you have rapport with the person. Only if the techniques are being used ethically, because the person will know. And only if you use these techniques positively. You really want to avoid instilling fear or negative images into the unconscious brain. Ready to learn the techniques? [MUSIC] You may recognize some because you're already using them. Even though they are about 30, here are the top 6. The first is called a mind read. Now this is best explained with an example. I know you're thinking of a blue elephant. Unless you have incredible mind control, you will have thought of a blue elephant. You may still be thinking of a blue elephant. Okay, you can stop thinking of a blue elephant. With this technique, you make a suggestion to the other person which they accept as their own. You use words such as I know, I knew, we know, you probably, you are enjoying, I bet, I can tell that, I can see that, I realize. The conscious mind thinks deeply looking for the root of your comment. Meanwhile, what you say directly afterwards is accepted by the unconscious mind. Here are some examples. I can tell that you're keen to hear more. You probably want to know how you can get started straight away. We know that finding an expert who understands what you need is challenging. Mind read. Lost performative. A lost performative is where you make a value judgement. Say whether something is good or bad, without saying why or how you know it is. You remove the personal pronoun so it becomes more objective. That is, you use it rather than I. For example, it's best to, it's good when, that's good, that's right, that's perfect, it's great, it's a good thing to., it's bad to, it's bad when, that's bad, it's wrong to, no one should, it was not right, it's better to, that's wrong, or that's right. That last technique, that's right, my colleagues and I joke about it. In itself, it confuses the conscious brain and allows you to embed messages into the unconscious. That's right. Cause and effect. Cause and effect is where it's implied that one thing causes another. If I, then. As you, then you. Don't, unless. If you, you will. As you, you will. Because, you are. As you, you are. You will, as you. If you agree to this program, then you'll get the results faster. If you help me put this report together, then I can help you. As you see more, you will want to implement it straightaway. Presupposition, presupposition is where you assume something about the personal situation. People use this technique all the time. For example, you are learning many things. You can do this even better. You are changing all the time. You're seeing things differently now. Universals, universals are phrases that no one can argue with. A universal generalization without a personal pronoun. For example, nobody's perfect. Everyone loves a good deal. No one likes losing money. Everyone needs expert when they have problems. It's always better to ask someone who knows. And tag question, a tag question is when you end a statement with a question which provokes a response. You like getting things done well, don't you? You don't like our competitors, do you? You can get me this by 3 PM, can't you? These are great techniques, aren't they? Would you like to hear these techniques all together? I know you're wondering when you can use these techniques, and that's a good thing to wonder, isn't it? Because if you learn these techniques, then you'll get results. And getting results is a good thing. Everybody loves results, don't they? That's right, they do. [SOUND] I know you're wondering [SOUND] when you can use these techniques, and that's a good thing to wonder, [SOUND] isn't it? [SOUND] Because if you learn these techniques, then you'll get results. [SOUND] And getting results is a good thing. [SOUND] Everybody loves results. [SOUND] Don't they? [SOUND] That's right, they do. [SOUND] When I told this in a pre-conference workshop, a woman asked me, does this work with kids? I said, try it and let me know tomorrow. The next day she came in looking shocked. She said, I told my four year old, I know you want mommy to play with you and it's a good thing when we play together, isn't it? So if you help mommy take the clothes off the line, then she. She didn't even finish the sentence before her four year old had grabbed the washing basket and run outside. He tore down the clothes from the line and said, what next mommy? With these techniques, you can help a resistant audience hear what they need to hear and do what they need to do. Change is hard for everyone. But with these simple structures, your audience will get the results they need much faster. And so will you. Just make sure that when employing any of the techniques, you always, always have report. [MUSIC]
