Archive for June, 2008

Writing cracker-jack copy would be a lot simpler if every potential client
thought in the same way. But in reality, they don’t.

The good news is that by understanding the various ways people think, you
can appeal to all personality types in your copy. And by doing that, your
responses will dramatically improve.

You see, people process information using different senses. Some people are
great listeners but lousy at visualising a concept. Others can’t truly grasp
what you’re talking about unless you draw pictures on a whiteboard.

The teachings of Neuro Linguistic Programming state that there are three
main information processing methods. They are visual (sight), auditory
(sound) and kinesthetic (touch). The others are through thinking, smelling
and tasting.

By using a combination of words that relate to each of the senses, you’re
covering all bases by appealing to all types of people. Here are some
examples of words that relate to various senses.

*****************
Visual (sight)
*****************
appears to, see, look, blind, bright, brilliant, clear, colourful, crystal
clear, draw, enlighten, focus, glance, horizon, illustrate, imagine, dream,
insight, it looks like, light, mirror, outlook, paint a picture, picture,
reveal, see, sketch, visualise, vibrant, vivid, watch

*****************
Auditory (sound)
*****************
announce, argue, boom, buzz , crash, hear, listen, loud, rave, sound, noise,
silence, speak, shout, music, noise, quiet, ring, roar, scream, shout,
silent, silence, snap, sound, speak, squeal, talk, tell, voice, whisper,
whistle, yell

*****************
Kinesthetic (touch)
*****************
back bone, balance, blend, blistering, bliss, bounce, brush, calm, connect,
crush, cut, drive, feel, feverish, grab, hot, handle, heart, hit, lift,
loose, love, massage, peaceful, prick, reach, push, rock solid, rough, rub,
scratch, stir, stress, stroke, tap, touch, tranquil

*****************
Smell
*****************
aroma, bouquet, essence, fishy, flowery, fragrant, fresh, musty, odour,
perfumed, pungent, rotten, scent, smell, sniff, snort, stench, stink, sweet
scented, vapour, waft, whiff

*****************
Taste
*****************
acid, bite, bitter, creamy, crisp, delicious, devour, drink in, eat, fatty,
fishy, fresh, greasy, juicy, lean, lick, lip smacking, luscious, meaty,
melts in your mouth, milky, mouth watering, salty, peppery, savour, sip,
sizzling, sour, spicy, succulent, suck, swallow, sweet, tangy, tantalising,
tasty, wicked

*****************
Thinking
*****************
challenge, concentrate, consider, devise, dream of, dream up, experience,
guess, know, learn, mediate, memorise, motivate, pretend, put on your
thinking cap, sensation, sense, speculate, strategise, think, dream, true,
understand, wonder.

About the Author
Kris Mills of Words that Sell is a seasoned copywriting professional and
author of “How to Create a Sales Explosion With Every Ad and Letter You
Write”. More information on this popular guide can be found at
http://www.synergie.com.au/explosion.htm, or check out more of Kris’
many copywriting articles at www.advicegalore.com.

Technorati Tags: NLP, Neuro Linguistic Programming

When the subject is changed, he s in a better, more relaxed mood. The guilty wants the
subject changed; the innocent always wants a further exchange of information.
He does not become indignant when falsely accused. While he is being accused the liar will
remain fairly expressionless. The liar is more concerned with how he is going to respond than
he is with the accusation itself.
He uses such phrases as To tell you the truth, To be perfectly honest, and Why would I
lie to you?
He has an answer to your question down pat, such as giving precise detail to an event
occurring two months ago.
He stalls by asking you to repeat the question or by answering your question with a question.
Where did you hear that? Could you be more specific? or even repeating your question
back to you, at an attempt at sounding incredulous. For example, Did I sell you a puppy with
a heart condition? Is that what you re asking me?
What he s saying sounds implausible, such as During the past ten years, I have never used a
specific racial epithet.
He offers a preamble to his statement starting with I don t want you to think that Often
that s exactly what he wants you to think. Whenever someone makes a point of telling you
what they re not doing, you can be sure it s exactly what they are doing. Such as, Not to
hurt your feelings, but
He implies through a form of denial. You hear, He s having marital problems, but it has
nothing to do with his wife s new job. What s the first thing you ask? What does his wife
do? Suddenly you re in the exact conversation that is supposed to have no bearing on the
facts.
He uses humor or sarcasm to defuse your concerns, rather than responding seriously.
He offers you a better alternative to your request when he is unable to give you what you
originally asked for. Before you accept someone at his word that he has something better to
offer, first see whether he has what you originally asked for. If he doesn t, then you shouldn t
believe him.
All of his facts relating to numbers are the same or multiples of one another. Watch out when
facts, figures, and information have unusual similarities.
There is evidence of involuntary responses that are anxiety based. Anxiety causes many
things. His breather may appear as a deep, audible inhaling in an attempt to control his
breathing to calm himself. Swallowing becomes difficult; he may clear his throat. His ability
to focus on something is often diminished, unable to pay attention to what s going on.
He uses an obvious fact to support a dubious action. For example, let s say that a guard is
standing watch over a restricted area. It s his job to check ID s of those who enter. I m not
sure you have authorization, he says to a man attempting access. I m not surprised,
answered the man, only a few people are aware of my clearance level. My work here is not
supposed to be known by everyone.
He casually tells you something that deserves more attention.
He exclaims his displeasure at the actions of another who has done something similar so that
you will not suspect him. For instance, if he is trying to throw you off track of his
embezzlement scheme, he may openly chastise another employee for borrowing some
office supplies for personal use at home. Your impression is that he is moral person who
objects to something as minor as stealing office supplies. Certainly he cannot be responsible
for a large-scale embezzlement scheme.
He may casually tell you something that should deserve more attention. Oh by the way, I ve
got to go out of town next weekend on business. If he doesn t usually travel for work on the
weekends, then you would expect her to make a point of how unusual the trip is. Her
downplaying the trip makes it suspicious. When something out of the ordinary happens and
the person doesn t draw attention to it, it means that he is trying to draw attention away from
it. Another tactic is running off a long list of items in the hope that one will remain unnoticed.
If he lies about one thing, everything he says is questionable.
His story is so wild that you almost don t believe it. But you do, because if he wanted to lie,
you think that he would have come up with something more plausible.

About the Author

Joseph owns and operates a Hypnosis website that helps to make life better for people thru hypnotism.
He can be found at: http://www.hypnoadvance.com, the place for Hypnosis Therapy Information Download

Technorati Tags: Hypnosis, Hypnotherapy, Hypnotism, 5 PATH Hypnotherapy, Hypnotherapist, Hypnotist