Some Quantifiers
I have previously written about quantifiers, but not exclusively. Today I want to take a little time in doing so because lately, I have been consciously aware of their usage more than usual.
Recently, I have attended a few sales meetings worth noting. Whenever I am given a business card with the word “sales” in their title, I force myself to remain external and aware of their words and body language. Many efficient salespeople do not always consciously know how they do what they do. They are just naturally good at what they do.
I was sitting for a sales presentation when I heard, “A lot of companies have budget for this now.” It was slipped in the conversation so smoothly. I observed those around me, but it was apparent it didn’t register at their conscious level. Why is this so effective?
A quantifier is a form of a presupposition. It is an assumption.
In my example the conscious mind will tend to focus on the direct statement following the presupposition. In order for the statement to make sense the presupposition needs to be accepted, which is usually done unconsciously. So, the listener will focus on the direct statement that there is a budget for this now, but we must presuppose there are a lot of companies. Here we are assuming there are a lot companies, but we don’t know how many. Perhaps there are really only two, who knows? But if there are a lot of companies that have a budget for this now, doesn’t that include us?
What if he had said, “Few companies have budget for this now.” Notice the shift in energy this statement causes.
It’s amazing how easily and even without thinking, many people who read my articles can learn so many things and make so many changes in their lives.
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admin :: Jul.19.2007 :: NLP, advanced language patterns, covert hypnosis :: 6 Comments »
I’ve heard these kind of sales things too. I have to say that I just get p***ed off with it. It doesn’t pass me by and I get very angry that someone is trying to mess with me. And I’ll let them know as well – big time and then double big time!
Yes, once you know when people are doing this it can become annoying. And yet I find it quite intriguing when I meet someone who is very skilled and can completely work a room. Then I just observe and try to mark off everything. It turns into a game for me.
But isn’t all of this a game really when it comes down to it?
I can see that it can be seen as a game. (How’s that for V).
It doesn’t intrigue me – it is far too simplistic to be intriguing. For me, the bottom line is disrespect. I don’t do business with such people.
I do agree that you never lost anything by betting on the stupidity of the public.
I know what you mean.
My friend and I recently had a conversation about this very thing. So many people seem to have an ulterior motive in all relationships these days. They’re so concerned about what they might get out of it for themselves.
I fully support doing business with integrity. The shallow materialistic approach in this day and age is choking me. Both sides should benefit.
This is one reason I started this website. Sure, I hope to make a little money with my own products at some point, but I think it is also very rewarding to teach people about NLP, metaphor, language, etc. without charging them hundreds of dollars just for the fundamentals. I’m even working on a free advanced language patterns audio course I will release soon.
I want to make friends with my customers and build strong relationships. Now Internet Marketing is booming and everyone wants to make a buck without building a foundation.
Thanks for your honesty Graham.
I think you are building a good foundation here – it’s obvious that you are working hard at it and I think you must enjoy it. In little time you have built up a nice collection of insightful articles.
I learn from your words, even something as simple as your most recent comment above.
LOL! Do you ever stop?