Sleight of Mouth are reframing patterns used as persuasive tools to help strengthen beliefs as well as to change them. Moreover, it’s a tool you can effectively use to help you respond to people in more effective ways.
There are 18 known patterns that are sub divided into four basic types including:
- Change Meaning
- Change Cause
- Change Logical Level
Read more: Understanding Sleight of Mouth
Here is an example of how to use Sleight of Mouth when your boss calls you into his/her office to scold you for being late once again (provided by Doug O’Brien):
You’re being late shows that you don’t care about the job.
Using Sleight of Mouth techniques you can respond in the following ways:
- Reality strategy: How do you know lateness and caring are the same thing?
- Model of the world: Some people believe caring is shown by quality of the job done and the results obtained.
- Counter example: We all know people who are always on time and yet are goof-offs once they get here.
- Intent: My intention is not to be late or uncaring but to give you the best quality time and highest productivity while I’m here
- Redefine: I wasn’t late, I was delayed in traffic
- Chunking up: Are you saying the most important aspect of my job is showing up on time?
- Chunking down: How specifically are lateness and not caring the same thing?
- Metaphor or analogy: If a surgeon is late for dinner because he is saving a life, does that mean he doesn’t care about his wife’s cooking?
- Another outcome: The real question isn’t whether I’m late or I’m caring. The real question is how much I’m producing for the company.
- Consequence: If I wasn’t late I wouldn’t have been able to close the sale while I was at a breakfast meeting.
- Hierarchy of Criteria: Isn’t it more important to focus on how much the person gives while on the job rather than punctuality?
- Apply to self: Gosh, I wish you’d cared enough about me to tell me this sooner.
- Changing frame size: Over time, you’ll see I brought in more business in a timely fashion for the company than all of the people who showed up to work on time.
- Meta frame: Lots of progressive companies are working with flex time for their high producers. I thought you were a forward thinking manager.
As you can see, the Sleight of Mouth technique gives you a wide variety of options when it comes to stating your case and persuading the other person that being late to work is actually not such a big deal. 🙂
- Source: Sleight of Mouth by Doug O’Brien