Utilization works by pointing out to someone something that is already in their
environment, and adding an additional meaning to it. When you point out an
additional meaning, or things that the listener has not yet noticed (or become
aware of), they will tend to deepen their trance, and will also begin to feel more convinced about whatever you are talking with them about.
Some examples of utilization are…
(Person taps their fingers lightly on the table) and you say, “Tapping the fingers on the table means that you’re either enjoying the conversation or that your anxious and need to leave.”
(Person is distracted by a waiter walking by) and you say, “Noticing people
walking by is a sign that you’re really good with focusing on multiple things at
once, and you’ll remember what we say here easier.”
(Person says, “I’m tired”) and you say, “Exactly, and you’re tired because you
haven’t had a chance to re-energize your tiredness.”
This can apply to our everyday lives with the people whom we come in contact
with, but Utilization can also be valuable in business or sales such as when
someone says to you, “That’s expensive.” And you could utilize that reply with
something like, “It seems expensive because you haven’t asked the one question
that will have you want to buy it regardless of the price.”
You notice your friend looking in the mirror (rather judgingly) and you say,
“Looking in the mirror is a good time to tell yourself how much you love you for
you.” This might be enough to shift them from negative judgment to positive
acceptance – for the moment at least.
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