NLP Language of Sales

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What is the Milton Model?

The patterns used in the Milton Model is something that is actually quite common. As Jacky goes on to say, there is somebody who is "Miltoning" you without you knowing it. There is a total of 20 language patterns, but in this talk he focuses on five to avoid overwhelming everyone listening.

The five patterns included in this video include the following:

1. Universal Quantifier

This is something we use every day, we are just not aware of it. By "universal," it suggests that the set of words used pertains to universal generalisation. These are basically generalizations that we apply to a certain characteristic of a large group.

Example:

All men hide their feelings.

All fastfood meals are unhealthy.

This type of belief may either be helpful or limiting. For instance, if you believe all the meals being served in fastfood chains are unhealthy, then you save yourself from having to expose yourself from the unhealthy stuff it contains. However, it can be limiting because not all men hide their feelings, there are some who can boldly express their emotions.

2. Comparative Deletion

These are hypnotic words which we use to make a comparison but without any explanation as to what we are comparing. It goes on to give the impression that there is this standard or judgement, but it is not quite clear what it is.

Commonly used and vague comparison words include, best, better, harder, faster, very, superior, brighter, and improved. These terms are often used by marketers, and even add in some percentage to give the phrase more credibility. An example would be, "Coca-Cola gives you a better taste," but to what is it being compared to?

3. Unspecified verbs

This is a conscious use of language where an NLP practitioner use two words or more together to encourage or bring out a certain mood in the other person.  These are verbs in the sentence that don't succinctly describes the action taking place. Since the sentence doesn't give the other person enough information as to what is really going on, they end up filling the gaps with their own experience.

4. Double Bind

This conversational hypnosis technique is used by sales people, and even by parents. This is used by giving the other person two choices that either gives you the outcome you want. When you set communication by giving choices it increases cooperation. It subtly pushes the other person to focus on the alternative that is least bad, instead of looking at other appealing solutions. For the second person, this appears that they only have two choices available to them.

5. Complex Equivalence

This type of language pattern is the very example of a distortion. It is where a statement gives two meanings that are made to mean the same, or synonymous. When spoken, it comes off as a series of two sequential statements.

Example:

He did not come to our appointment. He has doesn't value my time.

He did not do what he promised. He doesn't care about my feelings.

So the two statements from the two examples above are considered to be equal, or have the same meaning. The appropriate response for a Complex Equivalence is to challenge it, or provide a counter-example.

Check out the rest of the talk here:

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