with Kevin Hogan, Psy.D.
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THIS WEEK’S QUESTION(S):
Q and A– Special Feature This Week
Body Language and Covert Hypnosis, The Winter Interviews (Your Questions Answered)
Using Body Language for More Effective Presentations
with Jean Murray Ph.D.
Assume I am a solo professional (writer, graphic artist, designer, IT professional) who is about to present a proposal to a prospective client. There will be several people from the client’s company in the audience; the audience includes the company owner and several top executives, as well as the financial person and others who will be working with me on the project I’m proposing.
A. Power Point can destroy as easily as it can create…or rather, the use/misuse of Power Point. In this case, the answer is you should use Power Point, probably about 1/2 of your presentation. You certainly don’t want the machine on when you walk to the front of the room. You want to generate feelings and images in their imagination before you put your own on the screen. As soon as Power Point goes up, you become less important. You are perceived as less important. But the tradeoff with effective slides, with only a few words or less per slide, can work.
A. You want to present from stage left. That means as you look at the audience you will always be on YOUR “left of center” side of the room when presenting your ideas and proposals. The brain science on this is extensive. This works. When the screen is darkened and you are “on” then things can change and it matters where you stand to deliver various emotional concepts, stories and the like.
A. Capture 4-7 peoples eyes in the audience. Communicate with those four people. Don’t try and look at the entire audience. You can’t and there are too many surprises out there for you if you do. Pick a few people and tell each person a short story or piece of information. Don’t dart between people or scan.
A. Keep your hands between your shoulders, above the waist and below the neck. Stage movement is a science and it takes time to learn how to block out a presentation so it sells. That’s a bit advanced for this context. Keep your hands in close. Feel free to gesture but never point with neutral or negative emotion toward your audience. You can point to someone who has won an award and you are highlighting them. You can’t point at your audience and have them feel good about you in many contexts.
A. Don’t flatter the owner too much. It’s very obvious and poor strategy. A gentle challenge is much better. Persuade the owner by maintaining eye contact with him more than any other individual. Respect distance between you and the owner. Don’t come closer than six feet. Anything you want the owner to touch, hand it to someone else to hand it to the owner… someone it’s obvious he likes and respects. Gain attention by telling a short story about how the owner started the business in 1988 and why he did and what he did to make it successful and how what you are now going to show the audience continues on in that tradition of achievement.
A. Yes. He’s got them there for a reason. Connect with people who are giving you good feedback. If people are taking notes, talk to them. Talk to people who are nodding their head. Talk to people who have a pen in their hands.
Being dressed distractingly if you are a woman. i.e. do you look like a man? Bad. Do you look like a Victoria Secret Model? Bad. (At least for most products) If you’re a woman, be professional with very little jewelry if any. If you have a wedding ring and it has a huge diamond, take it off. Keep earrings simple. Small hoops, something straight that flatters but doesn’t distract. Hairstyle should be perceived age appropriate. Don’t chew gum, don’t drink water with ice, avoid anything that is carbonated.
There are hundreds of ways your body language can screw up a presentation. Don’t smile any more than makes sense. Are you a woman talking to men? Then don’t fit male stereotypes of w(b)itchy women. Come off as pleasant, easy going, certain, confident, comfortable. Not abrasive, overwhelming. Don’t try and be a man.
A. Ask questions as a presenter to make sure you are on the same page as the audience. Look for feedback. A lot of speakers run past feedback, like everyone in the audience putting their pens down, or seeing blank stares. You MUST move from point to point like an actor. Actors don’t pace. They move with intention. They have specific places they tell specific stories from. They deliver lines from precise locations. If you move but avoid pacing, you gain respect and attention. Be authentic as a speaker. Care about the company, it’s people. If you don’t, don’t try and fake it. You will come off as being counterfeit. Follow the feedback with your audience. If you have a 90 minute presentation and you see coffee on the tables, please give everyone a break at the 40 minute mark. If you have more than a few women in the room, make it a 10 minute break instead of a five. Do start precisely on time…or when the owner/money maker/decision maker returns.
Covert conditioning and now covert hypnosis, is about changing people’s behavior, intentionally with the use of subtle, subliminal or silent cues or triggers in the environment, from the use of space, time, nonverbal communication and sometimes words that prime, or prepare, the mind to respond in a certain way.
A. My followers? Once you master Covert Hypnosis, you have the ability to direct thinking with the use of, say, a very targeted question. You gain the ability to get a compliant response when rhetoric and words would fail. You gain the ability to maximize the important elements of nonverbal communication, which extends far beyond body language.
There are many stories. Some are in the book, numerous are at the website. Check out the covert hypnosis stories at www.kevinhogan.com.
A. Sales people, managers, people who negotiate, anyone wanting the girl to go out with them. It’s geared toward someone intelligent enough to take information in one context and apply it to the same basic situation in another context.
A. I should just pull out the transcripts from the media in Poland from last month. There are dozens we get all the time…Here’s a few.
Why aren’t there more language patterns? Because they don’t really work most of the time, they are overused – making them impotent, and have been written about in disproportionate measure to their value in persuasion.
Why isn’t there more hypnotic language and trance work? Neither of these is subtle enough. Covert hypnosis is *subtle* influence, the directing of the mind using motion, action, nonverbals, questions, priming, mostly things you can’t see or hear.
This isn’t hypnosis at all, is it? It’s more about selling. Hypnosis is intentional changing of other people’s minds using the fastest most effective technique. People think covert hypnosis is about language patterns. While that can be true 1% of the time, you don’t need to ever use language patterns for covert hypnosis to be effective. Selling is a big application for covert hypnosis, and of course all persuasive communication is, as well.
Can you get people to do things against their will with covert hypnosis? Of course, whether in therapy or business or at the bar on Friday night, that’s what covert hypnosis is designed to do, to get past resistance and reactance. Against someone’s will doesn’t mean that they don’t want X, it means they’ve folded or been unable to do X. The girl says no, not because she doesn’t want to say yes, it’s her emotional/reptilian response that says no, that has to be disengaged for persuasion to happen. For that we use covert hypnosis.
Is covert hypnosis ethical? That’s entirely up to the person using the tools. You wield a very powerful sword. Please do the right thing.
A. Check out Wikipedia’s entry on Kevin Hogan. I’m not going to go on about myself in this context. Wikipedia on Kevin Hogan
A. Same answer, and you research the website www.KevinHogan.com for more of that kind of info.
A. Really only people who have literally stolen the material and rereleased it under their name, reading the book and making it a product for themselves. Let me clarify, there is nothing wrong with people learning this material and improving on it, mastering it, writing all about it. But there are a few people who have really “competed” by copying material from my books and CD’s and releasing them to the public. That has been harmful. Other than that, there really aren’t any competitors.
Maybe there are people who don’t understand that this is my field, that I developed and created. This is not NLP. I don’t know. I don’t really think in terms of having competitors. There’s a good trainer named Dave Lakhani who I refer to as my “competitor,” but really he’s a good friend and doesn’t teach this material (yet!).
A. Well, after having said there are none, I guess we could go to those who believe they are doing covert hypnosis perhaps. They focus on language patterns, simple anchoring that sometimes works, pacing and leading and that’s about it. They don’t actually teach you much. Generally just sentences and rehash of Bandler’s “Milton Model”…. in covert hypnosis I give the reader hundreds of questions he can ask in a context to direct thinking in a way that will arouse a desire. No one does this. And it’s far more important than any of the “hypnotic language patterns” because questions elicit desired states instead of resistance of patterns.
Let’s see…most of them are a bit amateurish. Wanting to be able to speak to have control. But you don’t want to have to speak to have control outside of a stage hypnosis show. And covert hypnosis is not stage hypnosis on the street.
A.Covert hypnosis as taught in the manual requires a person to think. If they will do that, they will be able to apply this material to just about any scenario and subtly influence others to their way of thinking, and fairly quickly…sometimes instantly.
Maybe whoever you’re thinking of as “the competition” is clueless about how to measure what works and doesn’t work. They truly believe taht what they experience is what will work for all. That’s why they earn 50,000 per year. People who practice NLP, alone, rarely become successful because the scope is too narrow and the bulk of the material was untested until I did in Seattle, Minneapolis and The University of Wisconsin, in the 90’s.
A. It really started in getting kids off drugs. That work was cited by a U.S. President (see wikipedia entry). Today I enjoy the study, the practice, the fun, the building of businesses with the skills, helping people.
My personal motive is to show people how to persuade others quickly and effectively the less resistance that is experienced, the less reactance that is experienced (in general, there are plenty of exceptions) the better off everyone is.
A. We’ve sold the book for almost 10 years now. It sells quite well. It currently has it’s own website, www.coverthypnosis.net, but can have many more. It is not sold on KevinHogan.com, I don’t think (at least not this Operators Manual).
That said, it’s time for a revision and I’m ready to update it.
Q. What are people who use Covert Hypnosis afraid of, angry with, or frustrated about?
A. They didn’t have control in their life and they felt it in every aspect of their life. They were angry at the world because they failed when others succeeded. This body of work goes a long way toward solving that.
A. Control (and the sixteen desires!)