We have a strategy for everything – for motivation, for buying, for love, for being attracted to someone. Certain sequences of specific stimuli will always achieve a specific outcome. Strategies are like the combination to the vault of your brain’s resources. Even if you know the numbers, if you don’t use them in the right sequence, you won’t be able to open the lock. However, if you get the right numbers and the right sequence, the lock will open every time. So you need to find the combination that opens your vault and those that open other people’s vaults as well.
What are the building blocks of syntax? Our senses. We deal with sensory input on two levels – internal and external. Syntax is the way we put together the blocks of what we experience externally and what we represent to ourselves internally.
For example, you can have two kinds of visual experiences. The first is what you see in the outside world. As you look at the black letters on the white background, you’re having a visual external experience. The second is visual internal. Remember when, we played with the visual modalities and sub-modalities in our mind? We really weren’t there to see the beach or the clouds or the happy or frustrating times that we represented in our mind. Instead we experienced them in a visual internal manner.
The same is true of the other modalities. You can hear a train whistle outside your window. That’s auditory external. Or you can hear a voice in your mind. That’s auditory internal. If the tone of the voice is what is important, that is auditory tonal. If the words (meaning) conveyed by the voice are what is important, that’s auditory digital. You can feel the texture of the armrest of the chair you’re sitting in. That’s kinesthetic external. Or you can have a deep feeling inside that something makes you feel good or bad. That’s kinesthetic internal.
In order to create a recipe, we must have a system to describe what to do and when. So we have a notation system describe strategies. We represent sensory processes in a shorthand notation, using V for visual, ‘a’ for auditory, K for the Kinesthetic, I for internal, e for external, to for tonal, and d for digital. When you see something in the outside world (visual external), it can be represented as Ve. When you have a feeling inside, it’s Ki. Cosniedr the strategy of someone who gets motivated by seeing something (Ve), then saying something to herself (Aid) that creates the driving feeling (Ki) inside. This strategy would be represented in the following way: Ve-Aid-ki. You could talk all day to this person about why she should do something and it’s highly unlikely you’d succeed. However, if you showed her a result and mentioned what she would say to herself when she saw it, you could put that person into state almost on cue.
We have strategies for everything, representational patterns that consistently produce specific outcomes. Few of us know how to use those strategies consciously, so we go in and out of various states, depending on what stimuli hit us. All you need to do is figure out your strategy so you can produce your desired state on cue. And you need to be able to recognize other people’s strategies so you can know exactly what they react to.
For example, is there a way in which you consistently organize your internal and external experiences to make a purchase? Most definitely. You may not know it, but the same syntax of experiences that attract you to a particular car may also attract you to a particular house. There are certain stimuli that, in the right sequence, will immediately put you in a state that’s receptive to buying. We all have sequences we consistently follow to produce specific states and activities,. Presenting information in another person’s syntax is a powerful form of rapport. In fact, if it’s done effectively, your communication becomes almost irresistible because it automatically triggers certain responses.