3. Verb Tenses - Time Distinctions to pace and lead clients reality towards agreement

Major Applications - Presenting - Sales - Negotiation -Persuasion - Communication

By changing tense we change time, and therefore alter our own or somebody else's subjective experience. Subjective experience is not the truth or even accurate, but it is our true memory of the experience. Memories deeply affect our personality and perception, and we use language to describe our memories, experiences and ideas. Language has a time distinction within it and tenses are the linguistic form of that time distinction. Time distinctions are primarily expressed in our language by verb tenses.

• When you change tense, you change time!

• When you change time, you alter experience!

• When you alter experience, you pace and lead!

• When you pace and lead, you persuade!

• as completed - as present - as continuing.

Just as there are divisions of time; past, present, and future, there are verb tenses for past, present and future. Verb tenses alter experience as they indicate where action is, has been and is going to be. As you enter in dialogue and use verb tenses to change a person's perception of their experience, you open up unconscious communication and subliminal persuasion.

Speak the following sentences out loud and notice how your experience changes. This shift in experience is what we want to achieve in our audience's subjective experience in order to direct their focus - always holding their best interests at heart and being in rapport.

1. Notice how your experience changes with the following verb tense changes.

• I talked to him. (past)

• I talk to him. (present)

• I will talk to him. (future)

2. Notice how your experience changes with the present participle "talking", in each of the three verb forms.

• I was talking to him. (past)

• I am talking to him. (present)

• I will be talking to him. (future)

3. Notice how your experience changes with the following three perfect verb forms:

1. I had talked to him. (past perfect)

The past perfect tense indicates action as completed at some definite past time, usually in relation to some past act.

2. I have talked to him. (present perfect)

The present perfect tense indicates action completed in the present or having started in the past and continuing only to the present.

3. I will have talked to him. (future perfect)

The future perfect tense indicates action as completed at some specified future time. Two future acts are therefore indicated, one being further into the future than the other.