Complex equivalence statements suggest to your listener that one thing is or means the same as another thing. They are often expressed as the pairing of two statements joined together in such a way that they mean the same thing. For example, a commonly occurring complex equivalence is high price means good quality. Many people unconsciously equate the quality of a product or service with its price.
Similarly, many believe that the more pages in a book, the better the book, the longer a course, the better the course, etc. While these are all commonly held equivalences, even beliefs, they are simply not true. They are certainly not true in every case. Yet people act as if they are true.
Through the language pattern of complex equivalence, it is possible to create an equivalence between two things that may not be necessarily related. For example, one might suggest to a prospect: "The fact that you called to talk about the widget 2000 today, tells me that you're ready to buy now." While certainly plausible, the relationship between the prospect calling and their readiness to purchase the product may not be the same. However, the prospect is likely to accept the statement without a rationally evaluating its accuracy because it is plausible.
You can use complex equivalence patterns to create mental constructs in the mind of your listener by taking something factual about the their experience and equating it to something else. To maximize the effectiveness of this pattern, construct the first part of your message with an undeniable truth. This could be a true statement about you, your listener, your company, anything that is undeniable, then relate the truism to something else using the words: "means," or "is," or the phrases: "tells me," "equates to," or "is the same as." Here are some examples of complex equivalence language patterns:
- "Asking me to work more hours for the same money is the same as giving me a pay cut!"
- "The fact that we have been in business for more than 10 years means we are rock-solid, stable and financially secure."
- "This is the second time I have seen you here which tells me that we need to get to know each other better."
Have you noticed how easy it is to construct complex equivalence language patterns yet? Just the fact that you have read the examples means that you have already begun to assimilate and learn this pattern which tells me that you are serious about becoming more persuasive.
Complex equivalence language patterns occur all the time in our natural language which means they can be incredibly persuasive when you use them with purpose and volition. How you choose to use this pattern ethically is up to you and your unique situation.
Remember to write out your own examples by hand and practice them as you have the opportunity to do so. Writing the patterns by hand means that the words, statements and suggestions you write are being embedded into your nervous system so that you can have immediate access to them at any point in the future, whenever you may need them. So grab a pen or pencil and some paper and start right now!
Dr. Andrew Horton is a Certified Master Practitioner and Trainer of NLP. He is a Certified Master Hypnotherapist and has been a featured speaker at the American Board of Hypnotherapy's annual conference. Dr. Horton's doctoral dissertation project featured extensive research into the application of NLP and hypnotic language patterns in the profession of selling. Though not representative of all participants, some subjects of the project increased their sales by as much as 194% in just nine weeks by incorporating his methods into their sales efforts.
To learn more about the amazing, persuasive power of conversational hypnosis, and receive a free hypnosis course, visit Dr. Horton's website at http://www.free-hypnosis-course.com now.
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