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Chapter 8: How to Elicit Someone’s Strategy

We forget that the map is not the territory. It’s only how we see the territory.

When we want to put someone into a specific state, we have to follow the elicitation strategy pattern. First, we have to ask them to remember a time when they were motivated, resourceful, felt loved, or whatever state we are trying to elicit. Then, to determine a strategy to get to that state, we ask clear questions about the syntax of what they saw, heard, and felt. Finally, we look for the submodalities of the strategy (pictures, sounds, and feelings). Understanding someone’s strategy is the key to success in many areas such as sales.

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