How to Coach Yourself and Others Influencing, Inter Personal and Leadership Skills | Page 27

o When we’ve finished your appraisal, you’ll feel confident about the next six months
(we are presupposing that the confidence will come or that we will do something that will
leave them feeling confident – all we have to do is finish the appraisal).
o As the economy picks up, we will see profits improve (we are presupposing that the
economy will pick up eventually).
7. Universal beliefs
A statement of something as a universal belief implies that there is no exception to what
you are saying. You can use universal beliefs to get the person in the habit of agreeing
with you. Examples might be:
o

Everyone wants to be happy at work

o

If you remain positive, you’ll see better results

8. Tag questions
This tool gets the other person to think about what you said and then answer it in their
mind. Since we can think about five times faster than we can talk, this can work well in
persuasion and influencing.
o

As we take more action, our market share goes up, doesn’t it?

o

By listening more closely, you’ve learned much more, haven’t you?

9. Embedded commands
These are exactly what they sound like – a command in your language without actually
commanding someone to do something. These words speak to the subconscious and
form part of a larger context, like:
o So, looking at your priorities makes you feel better now? (Embedded command is
‘feel better now.’)
o It’s good you’ve decided to get that report finished by 2pm. (Embedded command is
that you’ve decided – finish it by 2pm)