Category Archives: Conversation Skills

How Many Levels Is Your Communication?

The Depth Of Perception

I was riding my bike downtown yesterday when I bumped into a friend. Not quite a friend, but an acquaintance. Some people have hundreds of people that they could consider friends, but I have a clear distinction in my mind between a friend and an acquaintance. Certainly acquaintanceships can grow into friendships, that’s how all friendships start, when you think about it. You meet somebody, you either share enough in common, sometimes a location or common goal, like at school or at work.

Then you make the all-important break from your commonalities. If you see somebody at work every day for several months, and you get on with them pretty well this can happen. Maybe they’ll be some after work party, or maybe you’ll get together for a game of basketball after work, and slowly move your relationship away from areas of commonality.

When you can have obvious differences, especially religious, moral or political views, and maintain a solid friendship that transcends all that, then you know you’ve got a winner

I was listening to this guy giving a lecture once on the power of a contrarian opinion. He said that most people surround themselves with people that share their same viewpoints. Most people easily fall into this trap. He was saying this is very dangerous, because if you only expose yourself to one viewpoint, you effectively shut yourself off from the flexibility of thinking if you were to expose yourself to other viewpoints. This works two ways. The first is that you may hear another point of view that actually makes more sense that yours. Another is that you will have to actually defend your point of view rather than just say “Yea!” to each other when you’re hanging out with like-minded friends.

Going through the process of defending and arguing for your point of view other than simply saying “Well, that’s just how I feel. We’ll have to agree to disagree.” Can be a profound learning experience. Saying that you’ll just agree to disagree only makes you and whoever you are disagreeing with dig into your own respective positions a little deeper.

Of course, this can be extremely difficult to do, as many times we have strong emotional connections and investments in our viewpoints. It can be hard to discuss them objectively without feeling we are in a personal battle to see who has the stronger emotional fortitude. Many times, if you break down the arguments from a linguistic and logical standpoint, they don’t differ very much from second grade schoolyard arguments:

“Nuh uhh!”
“Yea Huh!”
“Well, you’re stupid!”
“And your fat!”

And so on. If you remove the emotions from many discussions, debates and arguments, and look at them objectively, you’ll find that almost all arguments will fall into the above structure. Sure they will be much more eloquently stated, and much more long-winded, but the logic boils down the same. To really understand this, it can help to read them on paper, rather than listening to verbal exchanges.

Those that have a depth of understand and a really wide view of the world have the ability to make friends with people of varying viewpoints. Not only that but those that can accept their friends’ opposing viewpoints objectively, and respectfully, without thinking they are somehow morally or intellectually deficient in need to “fixing” are the true winners.

But the guy I ran into had yet cross that level of familiarity. He was an acquaintance that I’d met at a few seminars. We are both in the same line of work, so we attend the same kind of seminars.

So after I stopped and talked to him, we realized that we really don’t have that much in common. After exchanging pleasantries, how ya been, etc, and talked about the latest “news” in our particular industry, we really weren’t left with much to talk about. It was an interesting part of our conversation, that only lasted a few seconds. It was subtle, but I think we both understood what was going on.

I’d stopped my bike and got off, but not completely. I was still straddling it so I could easily start peddling again. He stopped in the street, and only half turned to face me. Both of us had only about half a commitment to the conversation. After the normal “how ya doin,” we moved onto the “what are you doing, where are you going.” Neither of us wanted to give up much, we each gave the perfunctory “oh nothing much, just hanging out.” Then the moment of truth came. There we were, on a Sunday afternoon. We knew each other on a first name basis, and if we kept our discussion to our respective jobs, we could probably fill a couple hours of conversation. Both had acknowledged we didn’t have any particular plans for that day. But neither of us had committed fully to the conversation, from a body language perspective.

So after our exchange, we stood there. Waiting for the other, or perhaps giving the other a chance to suggest doing something together. Grab a bite to eat, get a beer, whatever. But neither of us was interested enough to being the first to initiate it. But we both felt kind of obliged to allow the other person to chance. Neither of us did, and we said our “see ya around’s” and left.

The same kind of interaction that happens every day, hundreds of millions of times. The way humans kind of “sniff” each other out to determine each other’s intentions.

Now normally I wouldn’t pay much attention to such a non-event, but I’ve been reading a lot of Steven Pinker’s books lately, which focus on linguistics and how they effect psychology. There is a lot going on to our daily communications that are below the surface, and many times have much more influence on our relationships that the actual words that we use. It’s pretty amazing when you think about it.

I guess the moral of the story, or the take away, is realize that we humans communicate on many, many different levels, and we are always reading others and projecting things about ourselves to all of those around us, all the time.

So we got that going for us. Which is nice, I think.

How To Cut To The Chase And Communicate With Assertiveness And Without Confusion

The Secret To Effective Communication

I’ve been reading some really interesting books on language recently. Specifically a couple by Stephen Pinker. If you haven’t read any of his stuff, or seen any of his lectures, you should. If you want to watch a couple of his talks, head on over to ted.com and do a search for his name. You’ll find a couple.

One of the things he mentioned in one of his books is how people will rarely use confrontational language. For example, if you are sitting at the dinner table with friend or family, even if you’ve known them your whole lives, you would rarely make a direct command to pass the salt. Most people use an indirect command, or even an indirect request.

So instead of simply saying:

“Hey, Joe, pass me the salt.”

We usually say something like:

“Could you pass me the salt?”

Or

“Would you mind me the salt?

Or, (if you just watched the movie “Office Space,”) you could say:

“Yea. If you could just pass me the salt… that’d be great. Yea…”

The underlying principle I’m getting at here is that humans rarely will confront each other with language. So we’ve developed all kinds of “weasel words” and “weasel phrases” to sneak in our requests to save face for both ourselves, and the person we are asking. Maybe this stems back from our evolutionary days of living in small groups of people, where getting rejected and ejected from the tribe meant certain death, so we have a deeply built in aversion to confrontation.

The most obvious form of confrontation is war. During times of war the enemy is dehumanized and animalized to make it easier to kill them. Nevertheless, there have been stories of soldiers from opposite sides of the battlefield forming instant bonds in unique circumstances.

Even when arguing with spouses, loved ones, or bosses and co-workers, we couch what we really want to say with these weasel words and weasel phrases.

For example, if you yell at your husband “you’re always late!” Is that really what is bothering you? If he were late because he was working overtime in order to get a better salary so you could afford a bigger house in a bigger neighborhood, would you still be angry? If he was a doctor, and was the best neurosurgeon in the world, and sometimes had to perform marathon surgeries, would you still be angry? Maybe, but probably not.

So when somebody yells “You’re always late!” The issue really isn’t being late, the issue is what the person assumes “being late,” means. And usually this means that they don’t care about the person enough to not be late.

So why don’t we just say “You don’t care about me!” That would cut right to the chase, wouldn’t it? Maybe not. What if we said “you don’t care about me,” and they said, “Yea, you’re right. I don’t.” Then what?

By focusing on the “being late” part we avoid directly confronting the deeper issue. Just like being reluctant to ask for the salt, we are much more reluctant to face a deep fear of a horrible and painful rejection.

So we get in fights over being late, leaving the cap of the toothpaste, and leaving the toilet set up or down or whatever. We dance around the issue that we are afraid to face directly.

But guess what? Your biggest fears almost never come true. The things we are terrified of the most will probably never happen. Even if they do, they won’t be nearly as devastating as we think they will.

This can be difficult to accept, let alone learn how to deal with. People spend years in therapy just to uncover what their deeper issues are, and then years more to figure out how to deal with them.

Just realize that when you are fighting with somebody, you are rarely fighting about what linguists call the “surface structure” of the argument. It’s usually not about being late, or leaving the cap off the toothpaste.

If you can take some time, on your own to find out what you think that really means, then you’ll have much more of a chance of dealing with it appropriately and effectively.

One easy trick that you can use today is from an old assertive method. Just express how you feel when somebody does something you don’t like. Avoid assigning meaning to their actions; just let them know how their actions make you feel.

This too, can be difficult as it raises fears of rejection. But you’ll be surprised what a positive effect it will have on other people. No longer will you be putting them on the spot or putting them on the defensive. You are simply letting them know how you feel and allowing them to choose how to respond.

The Magical And Ancient Powers Of Eye Contact

How Long Can You Hold It?

The other day I was sitting in this coffee shop downtown. It is on a pretty busy street, and despite being deep into autumn, the weather was sunny and kind of warm. So I decided to sit outside and watch people walk by. I also had a book with me that I had bought recently, so I was switching between reading a few pages and then watching folks walk by. It was one of those lazy, relaxing days where you don’t have anywhere to go, and you aren’t in any hurry of getting there.

I saw this guy come walking down the street that looked a bit odd. Something about him, but I wasn’t sure what. Maybe it was his gait, or the way he allowed his eyes to linger on those he passed slightly longer than socially appropriate. Nobody else seemed to notice him. As he got close, I became more and more interested in seeing exactly what he was all about. Perhaps he’d try and lock eyes with me. It’s always interesting when that happens.

I’ve read many different reports and theories on why it is so difficult for people to maintain eye contact. There is a myth that here in the East, it’s not socially appropriate, but I haven’t noticed any differences that in the West. People seem to hold eye contact here just as much as other places I’ve been.

One theory that makes the most sense is one that explains our natural reluctance to hold eye contact is evolutionary in nature. When Jane Goodall set off to study the great apes, she learned very quickly not to hold eye contact with them. And if you ever visit the zoo, and want to have some fun, pick a monkey, chimp or ape and hold eye contact with him or her and see what happens.

On a primal level, it seems that holding eye contact is a direct threat or challenge to another’s authority. That seems to be very much the case here. In sales books they teach you never to be the first to break eye contact during negotiations, and if you absolutely must, look away sideways rather than down. Breaking eye contact by looking down is an obvious sign of submission.

I’ve also read in many seduction guides aimed at men that when making eye contact with females, if she looks down and away, then that’s a good sign. If she looks away sideways then it’s a sign that she isn’t that interested or impressed by you. Of course, it goes without saying that if you are a guy, and are flirting with a girl, you should never be the first to break eye contact, at least in the first stages of flirting. Later on, after rapport has been established, you can play all kinds of eye contact games.

I remember once I was relatively long train ride, maybe twenty minutes or so. There was a particularly attractive woman sitting directly across from me. The first thing I noticed was her big fat wedding band, but that didn’t stop her and I from playing some pretty entertaining eye contact flirtation games during the train ride. I would look up, and she would be looking at me. We would hold eye contact just a hair longer than normal, one of us would smile, and look down and away. A couple minutes later our eyes would catch again, and the same thing would happen. A brief, barely perceptible smile, and a slow break in eye contact.
I never spoke with her, and I think that would have ruined the interaction, but that sure is a better way to pass the time than burying your head in a newspaper or a cell phone.

If you are guy, here’s an experiment you can try, that will give you some really electrifying results. It’s kind of tough to do this but it’s really fun. Go to a strip club (yea, a strip club) and sit in front, where you have to tip the dancer for every song. (I didn’t say this was free!). Instead of staring at what most guys stare at (if you know what I mean,) look only into her eyes, for as long as possible. Have a relaxed, open, safe look on your face, and absolutely refuse to be the first to break eye contact. Because she is a professional, she likely won’t be too shy, so you’ll end up holding eye contact with a fairly attractive (possibly naked, depending on where you live) woman for a long period of time. The emotions that this will evoke are astounding.

It’s been said that when a man and a woman hold eye contact for more than thirty seconds, they are either fighting or making love, so this can have some really interesting results. If anything, it will give you a huge boost in self-confidence.

I used to know this guy that was absolutely terrified of making eye contact with cute girls, until he tried the above method a few times. It helped his self-esteem and self-confidence immensely.

If you are female, and would like to get the same result, just find a place where you would have a captive male whose eyes you could gaze into for an extended period of time. Be careful you don’t send the wrong message. Most guys can quickly fall in love with a girl that holds eye contact long enough. Believe it or not, that’s all it takes for most guys. Some extended, direct, friendly (not desperate or needy) attention.

So when this guy finally came rambling towards me, he swept his gaze across the people around until his eyes met mine. He stopped dead in his tracks, as if he was shocked, then I saw some recognition spread across his face. I didn’t recognize him at all, so I was curious what he saw in me. He lifted his finger and pointed at me, and said:

“The days of treachery are coming to a abrupt and final ending. The times of reluctance must give way to the times of engagement. Those that avoid will be avoided, and those that connect will be connected. The choice has been, and always will be yours.”

He then lowered his hand, and shuffled along as if nothing happened. That was quite an interesting experience. A few people around me looked me for some kind of explanation, but I just shrugged my shoulders and went back to my book.

You Are Surrounded By Beauty

What Treasure Do You Hold?

The other day I was sitting in a bookstore talking to one of he girls that works behind the counter in the coffee shop section. It seems that many bookstores these days have a full-blown coffee shop inside. Which makes sense, because what goes better than hanging out in a bookstore and reading books?

One of the cool things I like about bookstores is how many completely ideas different people have about certain things. Even if we confine ourselves to the measurable physical universe, there is still an endless supply of things known and unknown to talk about. Even things we can see, touch taste and feel we have really no idea of the underlying structure and substance.

Many quantum physicists have dramatically questioned the nature of reality after discovering the incredibly illogical subatomic world. Many have gone on to write philosophical books on the subject.

Even you wander into the religion section, you are in for a wealth of different ideas, beliefs and opinions regarding who we are, how we got here, and where we are going.

There are some really interesting books that lie on the border between religion, philosophy, and metaphysics. I never cease to be amazed at the sheer variety of thought that is available in bookstores. And those are just people that sat down and wrote a book and convinced somebody to publish it and sell it in a bookstore.

Imagine all the incredibly diverse thoughts in people’s heads that are just walking around and waiting to get out. Many times we make the mistake and assume that because someone may not be so eloquent with words that their thoughts are therefore inferior, but that is never the case.

One of the most prevalent theories of human existence is that every single human shares the same DNA. Not that we all have the same parents, but the structure of all human DNA is the same. It’s not like some people have more chromosomes than others.

So it stands to reason that everybody’s brain has the capacity for thinking up new and wonderful ideas. Speaking skills may not be their Forte. Even the great Moses called up his brother Aaron to do his public speaking for him. Can you imagine if you tried that at work?

“Uh, yea boss, I’ll give the presentation at next years shareholder meeting. But I pretty much suck at public speaking; in fact, they kicked me out of toastmasters. So I’m gonna have my brother come in and give the speech for me, ok?”

So as I as talking to this girl that worked behind the coffee counter, she started telling me her story. She is originally from Laos, and her family escaped to Thailand during the seventies. She said she remembers being shot at as they crossed the river from Laos into Thailand. Then in Thailand they had to live in this “reeducation camps” for a while before they figured out a way to get to the United States.

She was very young when all this happened, so she doesn’t remember much other than what her older brothers and her parents told her. She was six when it happened. Imagine getting shot at trying to escape the country of your birth at six years. I don’t know if I even learned to tie my shoes when I was six.

I couldn’t help but be amazed at the incredible amount of stories and ideas and experiences that everybody is carrying around with them. And most of them will be more than happy to share with you. All you need to do is ask.

Rapport Building Secrets That Will Skyrocket Your Persuasion And Seduction Skills

How To Master Body Language To Maximize Your Covert Persuasion With Seemingly Psychic Abilities

Several people have emailed me asking to write more about creating rapport. So today I’ll delve a little bit deeper into exactly how to create rapport, and exactly what to do with it. Many people have a misconception about rapport. The word seems to be thrown around in certain circles, mostly sales and seduction.

You can usually tell by the way it’s being used that most people aren’t really sure exactly what it is, how to get it, and how to test to make sure you have it. Another cool thing, (at least for guys) is that once you learn how to see it in other people, you can pretty much read a room fairly quickly, just by scanning everybody’s body language. You can tell who is into whom, who is fighting, who is wishing whom would leave them alone, etc. Most women, of course, are naturals at this. With practice, men can get just as good.

Let’s first talk about what rapport is. Rapport is a deep, usually unconscious feeling that you feel connected to somebody. You feel safe and comfortable. You don’t have your defenses up. For example, if you went to a Mets game, and you were the only one in the stands with a Yankees jacket on. You would likely feel very left out. But if while waiting in the hot dog line, you saw another person wearing a Yankee’s jacket, you would suddenly feel connected to them. You share something with them that you don’t share with all the other people around. And this would be regardless if they were a different gender, age bracket or ethnicity.

Another example. Lets say you are on a flight from Chicago to Nigeria. And you are sitting on a plane full of Nigerians. You start talking to the person next to you, and after a few minutes of conversation you realize that not only does she collect stamps, but also she collects stamps that were produced by previous Soviet Bloc countries (if they indeed exist.) You both know all the ins and outs of that particular niche hobby, and you have a long and wonderful conversation regarding methods and your respective collections, etc.

Both of the examples above are deep and powerful rapport. If either of people asked to borrow five dollars to buy a drink, you’d be much more willing if they were a total stranger you only exchanged a couple words with. There is one problem with both of the above. One, it was completely random, and happened by chance. Two, it is purely contextual. Meaning that so long as you are talking about stamps, or the Yankees, you’re allright. As soon as you deviate from those two topics, you’ll likely lose rapport rather quickly.

That is how most sales people, and most people trying to create “rapport” with would be boyfriends/girfriends go about doing it. They start a conversation, and hope to find similar interests, backgrounds, hobbies, etc. Sometimes it works, sometimes it doesn’t. This is what people usually mean when they say they are “trying to build rapport.” They are talking to the person and hopefully creating that feeling of trust and connection.

But there is a much more easier way. A much more powerful way, that cuts through any surface small talk filled conversation you might be having. And because it is not dependent on the conversation, you can still create strong rapport even if you are talking about something you both vehemently disagree on.

How do you do this? You simply match everything you can about the other person. No, I don’t mean go out and buy an outfit just like theirs. That would take too long, and they might suspect you are up to something.

You match their body language, and other non-verbal behavior, and everything you can about their speech. If they speak slowly, you speak slowly. If they smile when they speak, you smile when you speak. If they cross their legs, you cross your legs.

Many people are afraid they are going to get caught doing this. But this hardly ever happens. If they scratch their nose, and you stare at their nose intently, and then stare at your hand, and then bring it slowly to your nose, they’ll know something is up. Usually, however, they will have no idea. They’ll only know that they feel a strange connection to you.

Try this with a friend. Sit facing each other. Try to be as open as possible (e.g. no crossed legs or arms). And match each other’s body language as much as possible. Then talk about something you disagree on. Focus on keeping the match between your body language.

Then switch. Mismatch body language as much as possible. Then talk about something you both agree on.

What you’ll discover is that when talking about something you disagree on, your matching language has more of an effect than the subject you’re talking about. And likewise when you are purposely mismatching. Even though you are talking about something you both like or agree with, you’ll have this funny feeling that something is amiss.

So how do you test to make sure you really have strong rapport? Simple. After you’ve spent five or ten minutes on normal, everyday conversation, and you’ve slowly matched their body language, start to lead a little bit. This means that you move first, and see if they follow. Like lean back in your chair, or cross and uncross your legs, any small movement. Most often they will follow, without even knowing.

Once you get to this stage, you can use a number of any other persuasive techniques to get their agreement. If you are talking to a girl in a bar, you can ask for her phone number. If you were a salesperson with a client, now would be a good time to suggest moving to the next stage in the sales process.

Knowing this gives you great insight whenever you see a room full of people. Next time you are at Starbucks or a similar public place where people are sitting around in groups, take a look around. Who is in rapport with whom? Who is out of rapport with whom?

If you want to use this to help meet somebody, here’s a neat trick. Get close to them, wherever you are. Party, bar, friends house, Starbucks, wherever. And just get into rapport with them before you go and introduce yourself.

People have much more powerful peripheral vision and brain computational capacity than most of us realize. At all times, people are scanning the area around us and checking every single person to determine if they are friend or foe. We may be advanced, but we still carry baggage from our evolutionary days.

If you are nervous, and scared, and you go and approach somebody, they will know it before you even open your mouth. However, if you take the time to develop rapport with them before you talk to them, they will feel this as well. Their guard will be down, and they’ll be more likely to engage in friendly conversation without getting nervous or anxious about being approached by a complete stranger.

Despite how powerful the above methods are, this is just scratching the surface o how to develop powerful, unconscious rapport with people. Try these, and see how they work out. Have fun.

Sales And Seduction Tips From Milton Erickson

What The Creator of Conversational Hypnosis Can Teach us About Sales And Seduction

Every time you open your mouth, you have an intention. Whether this intention is conscious or not, planned or not, automatic or not, realized by you or not, this intention is there. Perhaps if somebody asks you the time, your intention is to behave in a socially appropriate manner without drawing undue attention to yourself.

If a homeless person walks up to you and asks for change, your intention is likely to end the uncomfortable conversation as quickly and painlessly as possible. For some this means to ignore him. For some it means giving him a dollar. For some it means an automatic physical altercation. As politically incorrect as it sounds, unless you set out specifically to volunteer in a soup kitchen or a homeless shelter, most people feel uncomfortable (for many, many different reasons) when approached by a homeless person asking for change.

If you are a guy, and you approach an attractive girl in a bar, your intention is likely to get her to like you, and perhaps more.

Most of these intentions are extremely vague, and largely unconscious. Very rarely do we stop and plan an outcome when somebody stops us on the street to ask us for directions or the time. Even though our response is automatic, we are trying to achieve an outcome of maintaining safety. Our automatic responses are largely based on protection, or defense.

Even the guy approaching the girl in the bar, although he has a somewhat conscious intention of getting her to like him, he is still likely operating from a frame of protection at the same time. He would love to be able to walk up to her, be as open and expressive as possible, make her laugh, show her his stunning personality and conversation skills. However, most of us guys are terrified of the public shame that the rejection of our advances would bring. So we hedge our bets, so to speak. We engage, but protect at the same time. This can prove extremely difficult.

The same goes with salespeople. Rejection can be awfully painful, even for the most seasoned veterans. Many times they approach the prospect with the same mindset of the guy approaching the girl in the bar. They’d love to proclaim how wonderful their product is, and clearly suggest that the prospect buy the product, but many are afraid to do so. One main weakness of almost anybody who has even been in sales is an inability to simply ask for the sale.

Most sales people beat around the bush, hoping the prospect will come to the conclusion on their own to buy the product. This rarely works. As most prospects usually need a nudge in the right direction.

However, there is another way. Actually a couple of other ways. Well, actually, lots of other ways, but I will only talk briefly about two of them. These were all “invented” by Milton Erickson, the father of conversational hypnosis. He came up with all kinds of powerfully persuasive conversation tools to help people overcome large life issues in a relatively short amount of time.

These two are very powerful ones that you can go out and use today, in a bar, with a girl, or with a prospect, or with your friends.

One is an indirect way of asking for the sale. This requires you be pretty good at reading body language, and facial expressions. The way you do this is to use what’s called an embedded question. Whenever you present a question to somebody, they will answer it, either verbally or not. But when you embed it in a sentence, then they don’t feel the pressure to answer it openly. But their body language and facial expression will give them away. Here’s how:

Say you are selling cars. You’ve been on the test drive, and your back in the office with the customer. They are still there, and they’ve been paying attention to you so far. You haven’t started talking about actual finances yet. You are still discussing whether or not they liked the car. You can say:

“Well, I don’t know whether or not you want to buy this car today, but before we talk about any kind of financial issues, let me talk to you about the extended warranty.”

Watch closely as you say the “buy the car today” part. If they seem like they are about to have a heart attack, you should probably hold off on asking them to sign a contract. If they seem to show any positive response at all, you’re in pretty good shape.

Same goes with the girl in the bar. You could say:

“I know we’ve been only talking for twenty minutes, and I don’t know if you feel comfortable giving your phone number to a guy you just met, but I think it’s important to be open when meeting new people. You never know when you are going to find somebody that could turn into a lifelong friend.”

Again, pay attention to how she responds when you say, “giving your phone number.” If she briefly lights up like a Christmas tree, she’s been dying for you to ask, and she’s into you. Proceed, and get her number. If she steps back and puts her hand protectively over her throat, you should politely excuse yourself.

That’s the “embedded question” method, and can be very powerful in testing how you are doing.

The other way is a bit more aggressive, and can be used by itself, or after you’ve successfully tested for a close. This trick is called the double bind. It involves giving them the illusion of a choice, when in actuality, both choices are the same thing.

For example, with the car example, you could say (as you pull out the contract):

“So were you going to use your current car as a trade in, or did you just want to make a down payment?” Either way they answer, it presupposes they are going to buy the car. This is, of course tough to do on a big-ticket item like a car. It can work better with smaller issues. You can use this for every part of the sales process, when you want to escalate to the next level.

“So did you want to test drive a blue one, or a red one?”
“So were you going to finance through us, or your own bank?”
“Would you rather test drive before or after we talk about financing?”

This works really well with phone sales when setting up appointments:

“I am going to be in your neighborhood next week, would Tuesday at 4:00 PM be OK, or is Thursday at 6:30 better?”

And you can also use it on the girl whose number you got:

“Say this is George from the other night, we talked at Flankies. I enjoyed our conversation, and I’d like to see you again, for a cup of coffee. Which is easier for you, Tuesday evening at 8:00, or Thursday at 9:30?”

You can use both of these together for a powerful increase in your closing percentage. Test their “buying temperature” with the embedded question, and then “close” them with the double bind. You’ll be amazed at your results.

NLP Techniques And Powerful Sales Tips

How You Can Use NLP Techniques Today To Easily Make More Money

If you’ve ever bought something, or sold anything, or used anything that was either bought or sold, then you are aware of the incredibly massive flow of money that surrounds sales. Every single day millions upon millions of people buy stuff that they need, stuff they want, and stuff they may never even use.

And in many of those cases, there is a salesperson making a commission on the sale. It could be a face-to-face sale, it could be a sale made over the phone; it could be an affiliate sale over the Internet. No matter how you slice it, every day billions of dollars change hands.

Ever since Krosus of Persia came up with the idea of coins, the world has never been the same. You could earn this magical thing called money through your efforts, and with this called money, you could buy pretty much whatever you wanted.

Indeed, historians have noted that the first two industries that popped up soon after Krosus’ coins were casinos and houses of ill repute. The world’s oldest profession is twofold.

And in every transaction, everybody is making their cut. Here in Japan, if you want to go down to the Kimono shop and buy yourself a decent silk kimono, you’re gonna be set back at least ten thousand dollars. That is a prime example of everybody getting a piece of the pie.

Starting with the silk worm, the silk is somehow transformed into a piece of cloth, then dyed, then cut, then carefully stitched together into an exquisite pattern, then sold by a happy shopkeeper to a happy customer for ten thousand dollars, or more. And every step along the way, somebody is getting paid. A lot.

So how do you get your piece of the pie? How do you get in the game and get paid, just like everybody else? Learn to sell. And believe it or not, that is much easier than it sounds. People have been buying and selling for hundreds of thousands of years. Even other animals use a form of barter. The bee pollinates the flower in exchange for the raw material to make honey. The bee doesn’t give a whit about the survival of the particular species of flower, and the flower isn’t concerned with how the bee is going to use its nectar.

But nature has provided them the basis for a mutually agreeable business relationship. All that is required is that each participant holds up its end of the bargain.

And therein lies the biggest roadblock to selling. Whenever we humans we a salesperson, we are immediately on guard. We sometimes feel as if they are trying to con us out of our hard earned dollars. So we have this resistance. Once that resistance is overcome, our natural inclination of buying and selling can flourish.

How is that done? Through the art of rapport. When you build rapport with a client, they will trust you with their money. They will trust your opinion and recommendations, and they will likely buy from you.

How do you create rapport? Many sales techniques will teach you to make small talk, find areas of similarity, and compliment them on their shirt or their watch. Use their name several times in the conversation. While this may work it is not nearly as powerful (or as easy) as rapport building techniques taught in NLP.

How do you do this? By simply noticing their model of the world, and matching it as much as you possibly can. This starts with matching their body language. If they are crossing their legs, you cross yours. If they scratch their nose, you scratch your cheek. If they take a deep breath and lean back, you do the same.

If they speak slowly, so do you. If they put extra emphasis on certain words, you do the same. And never, ever paraphrase. Nothing kills rapport faster than paraphrasing. Especially if they are using words that are vague. For example, if they say they are interested in “safety,” don’t change their word to “protection.” These may be two completely different words with two completely different meanings in their mind.

If they say “I want a car that will provide safety to my family,” they key phrase is “..provide safety to my family.” The only change you should make is changing the “my” to “your” when you feed it back to them. So when you are describing your best model:” And another thing people really like about this car is that it provides safety to your family.”

It can take time to master this, because you have to let go of your fears and ego and get out of your head and actually pay attention to the person you are talking to. But just like with any other skill, the more you practice, the better you’ll get.

When you can sit down with a client, and match their world, they will feel at a deep level that you really understand them, and their needs. And you will able to sell them almost anything.

Of course it goes without saying, but I’ll say it anyways, that you should never ever sell something to somebody that they really don’t need or want, or isn’t in their best interests. This will create all kinds of bad karma that will come back to haunt you, in some way.

One way around this, and something salespeople don’t usually think about, is referrals. If you have a client in front of you that you have developed considerable rapport with, and you honestly don’t have a product that suits them, or your services just aren’t right for them, be the first to acknowledge that. Most people have a hard time saying no. When you, as a salesperson, tell your client that you really can’t help them, and even provide them with some alternatives, you will create a huge amount of trust, and respect. And that usually means a ton of referrals.

In sales, trust and respect will earn you more money than you can possibly imagine. If you focus on earning trust and respect through rapport, then the money (and the honey) will inevitably follow.

Dating For Dummies

If you are single, then you know how incredibly difficult and frustrating it can be to navigate the uncertain waters of dating and seduction.

Before we start, let me say that I’m not using seduction in any underhanded or manipulative sense. Whenever you are interacting with another person in hopes of eliciting any kind of romantic or sexual interest in them for you, you are trying to seduce them.

Women try (usually extremely successfully) to seduce men through their expert use of clothes, feminine behavior, conversation skills, and the attention they give to a man. Men try (many times unsuccessfully) to seduce women through buying dinners, taking them on expensive dates, and sometimes through dishonest promotion of themselves.

This doesn’t have to be so incredibly difficult and frustrating. People have been on this planet for hundreds of thousands of years, and at last count there are over six billion of us. Of all the things we are supposed to be doing, making more people seems to be high on our list of priorities. So it’s not like dating, seduction, and creating sexual relationships are any secret voodoo that breaks any moral code of society.

So how do we do it without destroying our ego in the process? First a couple of inner game tricks, and then a couple of outer game tricks.

Inner game is whatever goes on in your mind before you even talk to your love interest. The things you say to yourself, the things you believe about yourself, and what your capabilities are, everything in your history and the interpretation you give to those events.

The first thing to do is get rid of any guilt in wanting love and sex. You are human. You have needs. And the main needs or desires of humans are food and sex. Without those two main drives our planet would soon be populated by penguins and grasshoppers, and all the other animals. We’d be gone. So step one is to embrace your sexual desire. It’s normal, it’s natural, it’s expected.

Step two is to realize that everybody else has that same desire. But just like your desire for food, you are gonna like some things, and not like others. If you go to a buffet and scoop up a plate full of pizza instead of fried chicken, does the fried chicken get its feelings hurt?

By realizing that everybody has their own unique set of desires, likes and dislikes, it’s easier to understand the dating game for what it is: A huge numbers game. If you look at it as a numbers game, and have fun meeting as many people as possible in search for someone you click with, you’ll have much better results.

The problems come up with people have these deep fears that when they get rejected, it is because the other person has some kind of super human x-ran psychic vision. They look into your heart and soul, and can instantly judge you and everything about you. When you get rejected, they have quickly evaluated your whole existence. As a consequence most people are operating with about a 50 percent intention of finding someone, and a fifty percent intention of protecting their ego. This makes normal conversation difficult, as everyone is trying to protect themselves as much as possible from getting hurt.

The paradox is that when you really let it all hang out and be your true self, you will become more attractive than ever. One of the reasons people love babies so much is that they express themselves without giving a damn about how people will react to them. Think about the most attractive and charismatic people you’ve ever met, were they quite and reserved, or outgoing and gregarious?

So lets review your inner game. Step one is to realize that everybody wants some. (Just like that Van Halen song.) Step two is to realize that not everybody will like everybody. The goal is to find out if you are each others type, not to try and persuade each other that you are each others type. Big difference.

Ok, outer game time.

This is your behaviors, social skills and social intelligence. It helps to realize that these skills should always be thought of as works in process. You will never get to a point where you are socially eloquent enough, or can read another person or even a room well enough. Lifelong learning.

Step one is to meet people and give them a chance to get to know you. Take charge of the conversation, and give them a chance to find out about you. Go slow, and escalate only when they are ready.

Escalation is when you slowly move the relationship to the next level. Anywhere you are, you should always be testing, very carefully, to see if the other person is ready to kick it up a notch. Slower is better, but not too slow.

Escalation can be anything. If you are talking to an attractive person in line at the supermarket, ask for their phone number. If they hesitate, at all, that means they aren’t ready. No problem. Move on. Allow them to keep their comfort level and their own criteria intact. Don’t try and push them beyond their comfort level.

Or you’ve been talking to somebody in a bar for an hour. You might suggest going to a smaller venue, which is within walking distance.

Or maybe you’ve been messaging back and forth online, you might suggest and voice chat on Skype.

Or maybe you’ve passed by the same person every day at school. The next step would be to make eye contact and smile, or even say hi.

The thing to remember is whomever it is, think of the next step to move your potential relationship forward. Slow, and easy to accept for the other person. And keep moving slowly forward. Let them get used to the idea of you. Most people don’t like change. Unless you are a drop dead rich supermodel, people are likely to be put off if you come on too strong. When you give them time to get used to the idea of you, you will have a lot more chance of success.

Ok that was only one step, but here’s the review. Meet as many people as possible, and always look for opportunities to escalate, to see if they are as into you as you are into them.

So how do you know when you’ve found the right one? You have no more desire to go and meet other people. And they are escalating you as much as you are escalating them, if you catch my drift.

Now go and have fun.

How To Use Neurolinguistic Programming To Maximize Your Sales Skills

If you’ve ever heard of neurolinguistic programming, then you know that it is an incredibly powerful tool to be used in almost any area of life, from almost any perspective.

Many people are aware of neurolinguistic programming, or NLP, as a tool for persuasion in both sales and seduction. Many sales techniques employ NLP to increase sales and income for astute salespeople, and others use it to improve their dating skills.

One of the often passed over areas of NLP is the method through which it was discovered itself. The word ‘discovered’ isn’t quite the right term, nor is invented, or created or any other terms that are used to describe a new technology.

The reason this is so is that NLP is not new technology at all. It is a collection of many techniques that were modeled and codified from people that were “natural’s” in there respective fields.

Many times people will look at somebody that is naturally persuasive, or naturally charismatic and say “Oh, look! He’s using NLP! I wonder where he studied?” usually the person in question is not using NLP at all, at least not to their knowledge. They really are a “natural.”

A natural is anybody that is skilled in on area. Salespeople, public speakers, and guys that are wildly successful with seducing women. Most of these people have no idea that they are using “NLP.” They just do what comes “natural” to them, and it gets them massive success in their field.

History is filled with people that use skills that are “taught” in NLP, even though they existed thousands of years ago. One good example is the letters of St. Paul. In case you’ve never heard of St. Paul, he a was this guy who used to be named Saul, then he had a vision of Jesus one day. At the time, Saul was against the rising cult of Christianity, and persecuted them every chance he got. When he saw Christ in a vision, he quickly changed his tune, and became a champion of Christianity.

He traveled to all of the Christian communities made it his life mission to spread Christianity. If any of his letters are an indication, he was a powerfully persuasive speaker. And his oration, if it was anything like his writing style, contained many elements taught in NLP.

Where the idea of NLP came into play was through the area of “modeling,” one of NLP’s most overlooked but perhaps most powerful application. Everybody wants to know the right patterns, the correct vocal inflections, how exactly to read people.

Having decent modeling skills is much more powerful. With modeling skills you have the ability to learn anything, from anybody, and apply in your own area of choice. You don’t even have to model all the characteristics of the person you are modeling, only the one’s you’d like to use for yourself.

The secret to modeling is to model everything about the person you are modeling What are they doing, how are they doing it, what do they believe about their own skills, how do they prepare themselves mentally for what they are doing.

For example, if you were to model Tiger Woods, you’d need to first model your body after his as closely as possible. Muscle strength, muscle flexibility, body fat percentage, etc. Then you’d have to model his technique as closely as possible. Exactly how far back he swings, his weight distribution on his feet as he hits the ball, the exact force with which he smashes the ball a million yards down the center of the fairway.

But you couldn’t stop there. You would next need to model his mindset, his beliefs, and his self-talk. What does he say to himself about his skills? What exactly does he visualize before he shoots? Does he get any physical sensations in his body while he is visualizing? If so where?

Most people (myself included) only get as far as holding a club and swinging it clumsily at a ball before declaring that they suck at golf.

One mistake many make when modeling is by asking somebody questions that they can’t answer. For example, lets say you want to model a fantastic salesperson at your company. So you ask them, “why are you such a good salesperson?”

If you’re lucky, they became a good salesperson because they studied sales technique after sales technique, tried them in different scenarios, kept the ones that worked, and improved on them while discarding the one’s that didn’t. They can then share with you the precise methods they studied, how they practiced, what exercises and drills they did to get to where they are.

Unfortunately, most people that are good in sales are just naturally good in sales. And they likely have no idea why they are good in sales. So you’ll get an answer like “Well, when I was a kid I always like mowing other people’s lawns and got really interested in figuring out how to make money, I guess.”

Not very helpful.

Better, more in depth questions would be:

How do you feel when you sell?
What do you say to yourself when you sell?
How do you feel when you don’t get a sale?
What do you say to yourself when you don’t get a sale?
What kinds of things do you visualize just before you meet a prospect?
What happens when a prospect has objections? What do you think, feel, and say to yourself?
How do you feel about our prospects as you are talking to them?
How do you feel about the product you are selling?

These are just a few of the questions that will help you to model somebody and be able to improve your skills.

All humans are natural modelers. Everything we learned, we learned from modeling. We learned to walk and talk by watching and copying others. We learned our ideas, beliefs and models of the world by looking at the adults as we grew up and simply copied them.

It would be fantastic if the top salesperson at your company would let you follow him around for a few months until you were selling as good as he was, but that isn’t likely.

As adults, we need to model consciously as well as unconsciously. One way is through a relaxed visualization. Take the top salesperson as an example. Say he or she let you tag along with them on a few sales. You just sat back and watched them in action.

Then later, you can relax, close your eyes, and visualize them making a sale. Then slowly replace yourself for them in your visualization. Do this a few times, and let your unconscious learn from them how to sell. This is a particularly powerful method, and when combined with asking them the right questions, you can dramatically improve your skills. When you add in learning proven methods from other materials, you can safely assure yourself of massive success.

How To Skyrocket Your Persuasion Skills Through Honest Concern For Others

Here are a few quick tips on how you can easily and rapidly win people over to your way of thinking. Many times you’ll find yourself in a conversation with somebody, and you would really like to sway their opinion, but you have no idea how.

Maybe you want to convince your husband that you should go on vacation to Disneyworld instead of the Grand Canyon. Maybe you want to convince your girlfriend that seeing Transformers 7 is a better choice than that love story she wants to see. Maybe you’d like to persuade your boss to try out a new idea at work that you are sure will be successful.

Idea number one is that everybody is always concerned with their own bottom line. How it will affect them. What do you they stand to gain if they agree with you, and everything works out? What do they stand to lose if your plan backfires?

Whenever trying to convince others of your ideas, maximize the benefits, and minimize the drawbacks. The key here is that many times people’s bottom line is to protect their ego, their time, and their finances. Study after study has shown that one of the most powerful persuading factors is the fear of losing something somebody already has.

So you’ve got to convince them there isn’t much, if anything, to lose, and there is a lot of potential gain. And even if there are potential losses, you can frame them in a positive light.

In order to do this, you’ve got to have a good idea of what’s important to the person you’re trying to persuade. If you know what they are afraid of losing, then all the better.

Frame what you want to do in terms of what they like, or what’s important to them, and let them know as specifically as possible that they stand a very little chance of experiencing any loss.

For example, if you are trying to convince your husband to go to Disneyworld, and he wants to go to the Grand Canyon, think of some things he’s really enjoyed on trips before, either with you or trips that he’s talked about before. And think of things that he didn’t like on trips before, either with you or trip’s he’s talked about.

And show how he will experience many of the things he likes at Disneyworld, and you will make sure to help guard against the things he doesn’t like.

In a business relationship, it helps to frame things in best-case scenario, complete with specific benefits and worse case scenario. In the worse case scenario, be sure to show that there will even be gain in the worse case scenario.

For example, if you are an assistant manager of a pizza shop, and you think adding spaghetti and lasagna to the menu would be a good idea. Best case, of course, would be more customers, a wider range of customers, dine in customers instead of only take out customers.

Worse case, nobody buys lasagna or spaghetti, but when you try to upsell when people order a pizza, you might get some intelligence on your competitors that are selling lasagna and pizza. You might think you are in competition with only other pizza stores, but when you add spaghetti or lasagna to the menu, you are able to learn from a whole new range of competitors, which in turn can help out the pizza side of the business.

When most people try to persuade, either in business relationships, sales or personal relationships, they usually only focus on the positive outcome, (or many times even the negative outcome if they don’t go along with your idea).

Rarely does a persuader not only acknowledge the person’s aversion for loss, but also assures them that by taking action, they stand a very small chance of losing something that is important to them.

By openly acknowledging the person’s fears of losing something, be it face, time or money, you are communicating a deep honest concern for their well being that is usually ignored by salespeople and other persuaders.

When you can communicate this honest concern to others, you persuasion skills with naturally increase dramatically.