Session #27: Tonality, Compliance, and Persuasion

Disclaimer: Transcripts were generated automatically and may contain inaccuracies and errors.

Imagine building a more successful hypnosis business just in the next 10 days. To learn how, please visit work smart hypnosis.com and take the 10 day Hypnosis Business challenge. Yours free today. Welcome to the Work Smart Hypnosis Podcast with Jason Lynette, your professional resource for hypnosis training and outstanding business success.

Here’s your host, Jason Lynette. This is the Work Smart Hypnosis Podcast, session number 27 titled Tonality. Compliance and influence. And before I jump into the content, I want to send a quick shout out to Scott Bab up in New Hampshire. And Scott actually is one of the influences for this specific session coming out today.

Not so much the actual content, which I’m. Quite happy with and very proud of, but more specifically, the context of how it’s being released to you. You see I’ve got my 25 plus hour business training program that I call Hypnosis Business Boot Camp. You can check it out online. Hypnosis business boot camp.com will put a link to that in the show notes.

And I run a private Facebook group for just the people who have purchased that program who have access to it. And on that form, Scott asks me a very interesting. Which simply was, do you keep a video camera running at all times no matter where you are? And the answer in simple words is, yes. Whenever I’m running my local meetup group, whenever I’m teaching a certification class, and basically all the lecture and demo hours, uh, I keep a camera running for a couple of reasons.

First of all, you know, you may have heard me talk previously about repurposing or splintering off information. So specifically as a. . I run a private library for just my certification students, so they have access to a couple a dozen hours of different demonstrations from classes and workshops when I’m speaking at a convention, when it’s appropriate to share the content.

I’ve got a video camera running so I can share that with the attendees again, where it’s appropriate to do so, and then also have that as a means to then get that audio transcribed from that program as well. Chances are you’ve seen from previous sessions that I’ve put out, and you never know what specific moments may pop up.

And just that ability to put together a product or a training program or just a resource for your students or even just a reference library for yourself, that’s the real benefit of just getting that video content out there. So I mean, simply do a search online with my name on YouTube and there’s all sorts of clips from classes, all sorts of clips from different workshops and conventions.

It’s just that benefit of having that content. You know, actually about 10 years ago, when I first began to look at all the business side of this, I was given it the advice of hold back from video content. And I think basically our society has changed. Video is now king, and in this program, what you’re about to listen to specifically is just a chunk of information from my.

So actually I’ll do this for you too. If you want to head over to work smart hypnosis.com, find the listing specifically for this session, and I’ll put a video of this content up there as well, so you can listen to it here. You can also watch it online and specifically you’re gonna hear me talk in detail about three specific components that I think for the most part, I hate to phrase it as a negative, but I think a lot of people in hypnosis really just don’t grasp the importance of these concepts, specifically tonality, compliance, and influence.

So let me break it down simply and you’ll hear more detail in the actual program segment. So, tonality, it’s not just what we say, it’s how we say it. Imagination. Emotion is the language of the subconscious mind. So unless we can put the energy into our words, then they really don’t have much meaning. And I’ll indirectly reference this here, but in tonality, you’ll hear me reference that classic moment of a Dave Ment induction, the quote, losing the numbers moment, which really is amnesia by suggestion.

But most of us refer to it as the losing the numbers moment. and basically what I’m hinting at here, but I do not explain, but I will reference here, is that that moment of losing the numbers in a day of development induction, I completely orchestra. By means of my own tonality. So I will set up the premise in terms of what my mindset is, and that I’ll actually do it for you after that.

My idea behind this moment is that the words are important. You know, we don’t wanna ask the question of, are the numbers gone? Because then that just reminds them that the numbers were there. But simply what I wanna do in this moment in my tonality, is begin a run on sentence, continue my run on sentence, and then eventually finish the sentence.

And I’m gonna use that style of tonality to influence that moment of the losing the numbers. So assuming I’ve given the instructions of count backwards, let every number you say double the mental relaxation when they’re gone. Notice how good you feel. I’m gonna let them count and I’m gonna pepper in suggestions between the statements.

So they count 100, getting ready to let them go, 99, doubling that mental relaxation. 98 and now just relax them out of your mind. So what I basically did there was using my tonality, set the expectation that we’re still talking and we’re still going, and now we’re done. And I’d actually reference for students of mine, for myself, I’ve not yet found a better strategy.

Uh, the words are important, and indeed you’ll hear me reference that the way my paragraph for that segment is written, which I will put in the show notes just as a reference, uh, getting it down just to the essential words, leading on some embedded commands when they are gone. Notice how good you feel, you know, by using that.

That’s helpful. But also just the tonality of the phrase as. I’m also gonna talk about compliance in terms of in my world, getting the client sitting in a position that’s gonna be the most appropriate for my process. And to take a moment such as look at my hand, follow my hand up with your eyes, and as you exhale, let the eyes close down.

Planting the seeds for about six or seven different specific moments of compliance in my world. Compliance proceeds, suggestibility. Now, are there exceptions to that? Absolutely, Though I’m not necessarily, uh, Endorser of ambush style hypnosis. When you follow my instructions, that’s when this process is gonna work best.

And I love the alman line of, and if you’re not willing to follow my instructions, I don’t know a thing out there that will help you. And the last point that I’m gonna mention here is that of influence and always working from the mindset of ethical influence. Whenever we’re speaking, whenever we’re communicating, we’re introduc.

Face it. Our words have meaning. And even if it’s as simple as getting a client sitting in the best possible position for our work in the ways that it’s actually gonna benefit from us, I, I’m not one of the people that feels the need to have them un uncross their legs or tell them they can and can’t do certain things, you know?

Are you comfortable like that? Good. You can sit like that though. If you need to move around, go right ahead. That just helps you to relax even. The specifically in my process at times, I may be tapping on their hand, tapping on their shoulder, whether it’s an induction, whether it’s an anchoring process. I kind of just need access.

So you’ll hear me reference the specific reasons behind each and every word that I use. So consistently without challenge. I get the intended result and the book that I reference is called Influence the Psychology of Persuasion. It’s written by Robert b Cini, PhD, and I will put a link to that in the show notes as well.

So visit work smart hypnosis.com. You can watch the video of this clip. You can see the text of that losing the number segment, as well as see the link to this book as. Here we go. Session 27, tonality, compliance, and influence.

The question also pops up about what is the appropriate tonality for this process, and I mentioned it yesterday, whatever’s appropriate for the suggestions being given. But take a look at this process of ment induction so far and realize that we’re basically just giving instructions and letting them do the process for themselves.

Let me give you the best thing to keep in mind in terms of tonality of this process. Which hotel are you staying at Comforted Comfort in? Oh, sorry. Courtyard Marriot. Marriot, Okay. And if she was in class the first day and she says That’s where I’m staying, she would likely ask me an obvious question as I’m someone who knows the area.

How do I get to the, to the company? You’re making me do it . How do I get to the courtyard? Marriott, very simple. When you get in your car, drive to the front of the office, park where you turned in and turn. Right now the only thing to be aware of is the road splits. At one point, you want to be on the right side.

The left side is an overpass that avoids it, but be on the right side. It’s the local road, and then you turn right on commerce. Follow that all the way around and as it straightens back out hotels on your right. Got it. The same deliver. Go and just let your eyes open back up and just let them close right back on down.

There’s a benefit to a conversational structure in terms of just how we talk to our client in the process. We have options now if I wanted to fall into our old perceptions of a hypnotic voice. and I suddenly start the process down here, and I stay here the entire time. I’m kind of now stuck and this just sucks , and if I do everything really excited, then I can’t get more excited.

The equation I’d bring into it is that of an actor and rehearsal. where he picks up, uh, a script and he finds a specific section. He goes, I need to play angry here. And they begin the rehearsal and he plays angry. But then two page later, he forgot that the next scene calls for him to be even angrier and he’s just killed the range.

He’s gotta look at it in terms of like a scale on one to 10. Maybe the first time around it’s a four, but then the next scene is a six. But an Act two dude just explodes and now he’s gotta be at that 10. So as we work in a conversational structure, now I have the option to begin to slow things down and get it more into a hypnotic tonality.

But then also if there’s times that I need to raise your energy up and bring that energy up higher and higher, I now have the range to do that. So I point that out because. You know it, it’s a funny thing that as we work with people, as we interact with other hypnotists, sometimes it’s that they just suddenly get into this and I’m going, Stop it.

Just talk to the person. Just talk to them. Then you have that option of range. Cuz specifically in the next phase of this, the amnesia by suggestion moment is one that many people. fear because there’s a moment of truth inside of it, and there’s a lot of work in terms of what words you can use. And I’ve done a lot of work to find the best possible choice of words I’ve told you Don’t memorize, but there’s a script.

I will tell you, memorize it. It’s magic. But the reason it also works is the tonality that I’m bringing to it. And you’ve seen me draw it out several times. I’m telling a sentence and it keeps going. And now I. and I’m giving the suggestion through tonality of finality. And by doing that then I get it very consistently.

Hmm. I wanna point out, some of you may have seen this book before or maybe even read it. Uh, Influence the Psychology of Persuasion, Robert Sini and would never read this fascinating book. Just power of words. And there’s a specific study that I wanna point out cuz there’s a thing I do in the session. I’m completely okay with whatever position you’re the most comfortable.

As I mentioned yesterday, the whole bit about if their legs are crossed and cross them, if they’re doing this, change it maybe if we wanna play with compliance, but I think there’s better ways to get compliance in the process rather than just like some stage hypnotist will shuffle people around from one seat to another just for the sake of building compliance.

I think there’s more artful ways of doing it. Simple instructions, like I said at the beginning of the Dave Elman induction. Look at my hand. Take a nice deep breath in as you follow my hand up with your eyes. Hold that breath, and as you exhale, let the eyes close on down. It has the perception of one fluid motion, but there’s about six or seven specific pieces of instruction throughout that you got that.

And if they’re not following one of those steps, I kind of know what I’m in for at that point. So I’m okay if their legs are crossed. Now, I’ll put into my pre-talk, as I’ve referenced, if you wanna move ’em around, go right ahead. That up, she can relax even deeper. But specif. this moment of, I’m okay with whatever position they’re in, but I do need them into the process to have the hands on the sides of the chair for this experience.

And the magic of how I do that comes down to one simple word and let me read a quick excerpt from this, or at least just reference it, Uh, study that was done, uh, by the Harvard Social Psychologist Ellen Langer. Basically, it was people cutting in line at a busy office to make copies like a Xerox machine.

Playing with a choice of words, and let me read it out of order. When they use the phrase, Excuse me, I have five pages, may I use the Xerox machine? In that environment, actually people were rather nice. 60% of them said, Okay, go ahead. In another one. And again, they’re out of order. So I’m reading this out of order.

When they use the phrase of, Excuse me, I have paid five pages, may I use the Xerox machine because I’m in a rush. They got 94 little bit higher. So the thought was, is it happening because I’m in a rush perhaps. Then they use this one, Excuse me, I have five pages. May I use the Xerox machine because I have to make some copies?

Do you think that was lower or higher? What do you think? Lower. Lower. It was actually 93. It was nearly identical to the, because I’m in a rush. and through their testing, through their work shopping, it all came down to that word because, and for the parents in the room, why can’t I stay out past midnight because I said so, because I said so

So maybe it doesn’t work in that scenario. Um, so they sit down in my chair and the hands are probably in the lap, the hands are maybe crossed, whatever it might be. The way you’re sitting is fantastic and. It’s helpful if your hands are on the sides of the chair. Now, I didn’t use the word but there but is negating everything I just said cuz I think you are really intelligent.

But , I think you’re really intelligent and yeah, so the way you’re sitting in the chair is fantastic and it’s helpful if your hands are the side. There’s a chair, there’s an implied. Because sometimes I may tap on the back of the hand. Sometimes I might even tap on the shoulder and sometimes little bit of, you know, influence in terms of physiology.

And sometimes just to phrase it again, it’s kind of weird. I may even tap on the forehead too, if that’s okay. So I wanted to break down the psychology behind why I’m doing it in that order. Cuz again, I’ll still have people, unless I’ve done this at the end of the class, go. Yeah, I don’t feel comfortable with the touch.

But I’ve fully qualified exactly why I do everything because, well, because it works . So it’s specific phrasing. The way you’re sitting is fantastic. And which they could be sitting in any position, they could be like this , the way you’re sitting is fantastic. And it’s helpful if you place your hands in the sides of the chair, because sometimes I may tap in the back of the hand, sometimes I may even tap in the shoulder.

I might even very rarely tap in the forehead. And again, even more awareness of the words. Is that okay? And as I did the demo in your room, I was already smiling and nodding before I got the question out, which already has you nodding. And there you go, . And I’m also phrasing it as a sentence. So in that delivery, again, that’s how, no matter how they sit down in just the simplest choice of words.

So I wanted to illustrate that here cuz that’s a lot of what’s gonna be happening within this day of ment induction. How I could have said so many more things to get that result. , but instead sanding it down to the essentials, becoming aware of the difference between the words, but or and, and then becoming aware of just the power of the word, because it could probably work if I just simply said it’s helpful if the hands were on the sides of the chair, because that helps to process without even quantifying why.

But I wanna get the permission to tap as part of the process. Thanks for listening to the Work Smart Hypnosis Podcast and work smart hypnosis.com. Please visit the Work Smart Hypnosis Podcast, listing on iTunes and share your positive feedback.