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The Cleveland Method Home Study Course

First Things First

In order for you to get the most from this training, it's critical that you contextualize it into the

ways you will be using it. It's also useful for you to understand your inner motivations for why

you are studying this course. Please take a few minutes to fill out the following information.

Please read this page completely before you fill in all the blanks .

What do you want to be able to do as a result of studying this course? (Be specific and concrete

and state it in terms of what you'll be seeing, hearing and feeling.)

_____________________________________________________________________________

What's important about being able to be/have/do the answer above? (To you, personally. What's

important about it?)

_____________________________________________________________________________

What's important about that?

_____________________________________________________________________________

Because?

_____________________________________________________________________________

So, ultimately, what would this mean to you?

_____________________________________________________________________________

The Cleveland Method Home Study Course

As you accomplish this, what message will you be sending the world?

_____________________________________________________________________________

More importantly, what message are you sending yourself?

_____________________________________________________________________________

Now, restate your above answers clearly and succinctly:

As a result of studying this course, I want:

_____________________________________________________________________________

I want to do this because:

_____________________________________________________________________________

I agree that I will do what it takes to accomplish this outcome!

__________________

Your Signature

The Cleveland Method Home Study Course

Rapport Through Physiology

Rapport is a critical ingredient in any persuasion situation. We will focus on building rapport

through becoming as much like the other person as possible to eliminate as many differences as

we possibly can between us.

When you use rapport in your persuasion situations, you can:

• Establish rapport with anyone in under a minute

• Build trust into every communication

• Send subliminal messages of likeness

• Improve your range of responsiveness

• Achieve personal and professional flexibility

• Establish deep bonds of trust very quickly

• Covertly verify that you have rapport

• Know when you have made your point so you can avoid "over influencing"

• Covertly determine when a person changes states

Rapport can be a two-edged ________________. Why? _____________________________

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The Conscious Mind is that part of your being that can best be defined by saying what it does. It

enables you to shift your attention from one thing to another. Therefore, what you are aware of is

that part of you that would be called your conscious mind.

The Unconscious Mind is that part of you that contains your long-term memories. It is also in

charge of automatic behavior -- reflex action. In fact, the purpose of this training is to get you to

be persuasive -- automatically -- be evaluating the way you automatically respond in persuasion

situations, and then make changes that will enhance the process.

The definition of Rapport is an _____________________ ____________________.

Three Ways to Pace a Person's Non-Verbal Behavior

1. Mirroring : You copy the other person's actions as if you were looking in a mirror.

2. Matching : Left and right are reversed. (Opposite of Mirroring.)

3. Cross-Over : Pacing with a different part of your body.

The Cleveland Method Home Study Course

Things You Can Match When Pacing

Whole body

Match or mirror the other person's stance or overall position.

Partial body

Match/mirror any consistent behavioral shrugs, gestures, head nods, or any

other types of shifts in their behavior.

Half body

Match/mirror upper or lower portions of the other person's body

Breathing

Match depth and/or speed. (This is one of the most powerful forms of non-

verbal pacing.)

Voice

Match tonality, tempo, volume, intensity and intonation patterns. (This is

especially useful for pacing over the telephone.)

Pacing & Leading

Now we need to learn a couple of additional things that will make this even more fun and

predictable. It's called "Pacing and Leading".

The definition of pacing is _________________ about or _______________ things that are

verifiably true in a person's ongoing sensory experience.

The definition of leading is: doing something ______________ than what the other person is

doing. (You'll receive a more complete definition when we get to the section on verbal pacing and

leading.)

The test for rapport is: lead by doing something _______________ than what the other person is

doing and if they ____________ __________ then you are in rapport.

If they don't, then go back to ______________ .

Calibration / Sensory Acuity

Calibration refers to the process by which you tune yourself in to the non-verbal signals that

indicate a particular state or a change in the person's state.

All powerful communicators (sales people, ministers, politicians, managers, etc.) do three things

in order to communicate successfully:

Three Rules For Successful Communication

1. Determine what outcome you want (critical!)

2. Have the sensory acuity to know when you've got the response that you want.

3. Have the behavioral flexibility to vary what you are doing so that you can modify your

behavior if it isn't working.

The Cleveland Method Home Study Course

What can you gain from learning how to calibrate to the non-verbal signals of others?

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NOTES

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(Ebook - Pdf) Kenrick Cleveland - The Cleveland Method Home Study Course Workbook Nlp.PDF

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