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(gathered here and there on the wide deep web by Fravia+)
BODY LANGUAGE AND OTHER ENSLAVEMENT TECHNIQUES
go to +ORC's lesson on SUPERMARKET ENSLAVEMENT
go to part two: Body language-2
go to part three: hypnotic tricks
Courtesy of Fravia's page of reverse engineering
Note the "patronising" tone, the false assumptions and the general "falsity" of the whole textes in this section, remember that these textes are "tutorials" for the annoying "salespersons", those awful bunch of commercial swines that try to sell you things you will probably NOT need. These are the techniques they use, and some of the informations given here are worth to know! Read them and never fall again on these faul tricks (exspecially when used on TV ads).
Some of these techniques can also be "reversed", which suits well my "reverse engineering" page: if for instance
8. Say, "How do you feel about that," not "What do you think about that." "Think" causes clients to think of objections. "Feel" causes them to think of reasons to buy.
Harnessing The Power Of Body Language: Part 1 You'll find it on http://salesdoctors.com/diagnosis/3body1.htm
All of us are trained in the use of speech -- to communicate what we mean in a way that other people will understand. And most of the time, others understand what we mean. In a telephone conversation, we communicate through speech alone. In a face-to-face meeting, part of the communication is carried in a non-verbal form -- what is often called body language. Why is body language so important? There are two principal reasons: You have probably heard many times that people remember more of what they see than what they hear. Long after a meeting, we are likely to have forgotten the exact words someone used, but we may retain a vivid image of the same person's facial expression. Through life experience we have learned, perhaps unconsciously, that people often lie with words. (We're talking here about the little white lies and omissions that are part of many conversations.) But facial expressions and other body language tend to be more honest. When a person's words and body language are consistent, we believe that person. When their words and body language say different things, we tend to believe the body language and doubt the words. Picture this scenario: You say to a friend, "How was your review with the boss?" Your friend says. "OK" Then her smile vanishes, and her hand tightens around the notebook she is carrying. Did your friend really do OK in that review? Probably not, but she does not want to talk about her true feelings right now. When a person's facial expression differs from their words, your experience tells you to go with the visual cues not the words. The Vocabulary Of Body Language Body language, unlike spoken language, is inexact; so you have to be careful about how you interpret it. A certain movement or facial expression may be quite meaningful, or it may mean nothing at all. As a starting point, the lists below provide you with some common body language terms and their generally accepted meanings: Positive body language Positive body language is generally quite reliable as an indicator of a person's feelings. It signals interest in the other person and in the conversation. Relaxed posture Comfortably seated, relaxed breathing, no visible stiffness or abrupt movements. These indicate no major barriers to communication. Arms relaxed Uncrossed arms and hands open (palms up or otherwise visible to the other person) are signs of openness. Good eye contact Looking in the other person's eyes, particularly when they are speaking, indicates interest in that person. Proper eye contact involves looking away occasionally to avoid staring. Nodding agreement When nods are used to punctuate key things the other person has said, they signal agreement, interest and understanding. However, continual unconscious bobbing of the head usually indicates that the listener is tuning out. Taking notes Shows interest and involvement, particularly if notes are on what the other person is saying. Smiling/adding humor This is a very positive sign. It signals a warm personal relationship. Leaning closer Reducing the distance between two people, particularly when the other person is speaking. Indicates interest is up and barriers are down. Gesturing warmly Talking with hands, particularly with palms open, indicates involvement in the conversation and openness to the other person. For all of these positive gestures, moderation is the rule. When they are exaggerated, they can become more negative than positive. Negative Body Language Negative body language is somewhat less reliable as an indicator of the person's comfort with the current conversation than positive body language. Actions that are generally considered negative may just be a matter of comfort for this person, may indicate that the person is tired or may result from other matters that are weighing on this person's mind. Body tense Stiffness, wrinkled brow, jerky body motion, hands clasped in front or palms down on the table. These can indicate concern with the topic or dealing with the other person. Arms folded in front Creates a barrier; can express resistance to what is being said. Hand on face A hand over one's mouth is a closed gesture. Leaning on one's elbow with the chin in the hand can communicate boredom. Fidgeting Moving around a lot, playing with things and drumming fingers are usually a sign of boredom, nervousness or impatience. Arms behind head, leaning back In a well-established relationship, this can be a relaxed gesture. In a new relationship, it is often used to express a desire for control or power. Yawning Boredom, confusion. The other person is talking too much or in too much technical detail. Impatience Trying to interrupt what the other person is saying; opening one's mouth frequently as if to speak. Distraction Eyes flicking about, blank stares, flipping through literature without really reading it, looking at others in the office, looking at the person's body or clothing. Leaning away Avoiding moving closer, even when something is handed to the person, is strongly negative. Negative facial expressions These include shaking head, eyes narrowed, scowling, frowning. Combinations Count More Than Individual Gestures Body language is more meaningful when several expressions take place at the same time. For example, the combination of leaning forward, nodding and smiling is a strong indication of agreement and openness. Most meaningful is a matched set of gestures that also agrees with what the person is saying. Transitions Count More Than Positions As a rule of thumb, individual body positions or movements are frequently meaningless. Some people's faces form a smile or a frown more naturally than a neutral expression. Some people lean on their hand all the time; others never do it. Some people can't sit in a chair for more than a few minutes without crossing their arms; others sit erect with their hands at their sides. What is meaningful, however, is a transition from one body position to another. If a person spends the entire meeting leaning forward, that may be just comfort. But if the same person starts out leaning back and then gradually moves forward as the meeting progresses, that's non-verbal communication. Using Body Language Effectively There are two ways you can use body language to enhance your face-to-face meetings: Observe the customer's body language Control your body language Observing the customer's body language From the moment you greet the customer, observe the customer's body language. At the beginning of the meeting, it is normal for customers to appear somewhat reserved or nervous. If this is a new relationship, the customer may not be ready to trust you yet. As the meeting progresses, the customer should normally warm up and begin to display more open body language. Pay particular attention to any changes in the customer's body language, both positive and negative. Positive moves are buying signals -- you are on the right track and should keep going in the direction where you are headed. Negative moves are objections. They mean that you and the customer are beginning to diverge. Stop the track you are on, and get back in synch with the customer: If the customer's body language is expressing discomfort or disagreement with what you are saying, you need to uncover the basis for the customer's discomfort and restore the positive track. If the customer is dropping out of the conversation, it is time to stop talking and ask an open-ended question to get the customer involved again. The more the customer has drifted from the conversation, the more you must go back to the customer's goals and background -- something the customer knows a lot about and cares about.
Controlling Your Own Body Language One person's body language unconsciously influences how the other person in a meeting feels. So you can influence the way customers feel subtly through body language. Speak a familiar language Try to use non-verbal vocabulary that is generally understood to convey positive messages. If the customer is a good reader of body language, you are ahead. If the customer is not, you have not lost anything: Maintain good posture, sitting erect but not stiff, hands visible and open. Avoid closed gestures such as crossing your arms across your chest. Smile. Maintain eye contact, particularly while the customer is speaking. This says you care about what the customer is saying. To avoid staring, look away occasionally to take notes or to look at materials the customer has brought. Focus your attention on the customer. Avoid fidgeting or letting your eyes wander while the customer is speaking. These actions will draw the customer's attention away from the conversation and suggest you would rather be somewhere else. Nod agreement. This is positive if you do it convincingly and in appropriate places. If you do it automatically, it says you are not listening. Occasionally express agreement verbally to reinforce nods. Reflect the customer's language Make customers feel more comfortable at first by matching their body language. For example: If the customer's body language is very open, begin to match it. If it is reserved or nervous, tone down your enthusiasm a bit to make the customer more comfortable. If the customer prefers to maintain some distance, avoid moving too closely. If the customer moves slowly and makes few gestures, avoid extensive gesturing and quick movements. Using Body Language To Influence The Way The Customer Feels We normally think of body language as a reflection of what the person is feeling, and that's true. But it is also true that if you change your body language, your feelings will begin to change as well. That's why, when you feel yourself dragging in the middle of the afternoon, a quick walk around the block can rejuvenate you. You also tend to feel better when you put on fresh clothes or if you just smile. This principle has two practical applications You can make yourself look and feel better by using more positive body language. The famous football coach Vince Lombardi used to tell his players before an away game, "You've got to look good getting off the bus, and then play a heck of a game." In other words, if you look and act like a winner at the outset you are more likely to become one. Body language is contagious. If person X uses relatively neutral body language, and person Y uses positive or negative body language, person X will gradually begin to mirror that. Thus, if the customer starts out neutral or somewhat negative and you are increasingly positive, the customer's body language (and thus their mood) will become more positive as well. To influence the way the customer feels: 1.Start with body language that is generally considered to be positive. 2.Carefully observe the customer's body language. 3.Alter your body language to more closely match the customer's. 4.During the meeting, if you think a more positive tone is desirable, gradually change your body language to be more positive in order to influence the way the customer feels. Always make positive transitions in your body language while the customer is speaking. This says you support the customer's ideas and feelings. If you make changes when you begin to speak, it may say that you are trying to take control. Additional Body Language Techniques Match your words and body language The customer will trust you less if you attempt to use body language that differs markedly from what you are saying. If you are honest in both, and use both to express your sincere interest in helping the customer, this will show. Maintain the right distance People have a comfort zone for how close they want other people to come; only people they feel very comfortable with are allowed to penetrate within a certain distance. Follow these guidelines to maintain a comfortable distance: Follow the customer's lead From the moment you greet customers, watch where they stand. This will tell you how close to approach. If they back away a bit after the handshake, maintain a greater distance. Don't tower over the customer If you are much taller than the customer, be especially careful to keep a comfortable distance. Once you are seated and the customer communicates more openness, you can begin to approach more closely. Be careful about touching A firm, brief handshake is always acceptable for greeting someone you do not know well. Other touching is uncomfortable for many people. Move closer together at an appropriate time This is valuable in strengthening the positive relationship. But when you move closer to the customer, do it for a reason: You can move closer to the customer to look at a document together, such as a brochure. If the customer begins to lean closer, expressing positive energy towards you, it is OK for you to lean closer as well.
Harnessing The Power Of Body Language: Part 1 You'll find it on http://salesdoctors.com/diagnosis/3hypno.htm
Hypnotic techniques fall into three types: specific words used, actions or body language, and techniques that put you in control. Words 1. Talk in word pictures When you get clients to vividly picture an experience, they are in an ideo-sensory trance. Use words that appeal to the senses of sight, sound, feeling, etc. Car dealer: "Smell the new car." Realtor: "Imagine waking up and seeing the beautiful view from your bedroom window." 2. Use power or action words "Grab it," "Let's run with it," or "Just do it," to motivate clients to action. 3. Take control with verbal commands You need to buy today. You must have one of these to be competitive. You have to invest in this in order to have a secure future. You need to live in this house. Buy now! 4. Use hot, emotional words Money, gain, new, you, loss, free, love, profit. 5. Use absolutes Words like always and never show self-confidence and inspire trust. Examples: "It is always better to join a well-established health club." "You will never regret making this decision." 6. Voice inflection Emphasize positive words and commands to make clients focus on the positive benefits to them: "You will love...." "Buy now and save on the price." 7. Put spunk into your voice Enthusiasm and energy sell. 8. Say, "How do you feel about that," not "What do you think about that." "Think" causes clients to think of objections. "Feel" causes them to think of reasons to buy. 9. Start with higher price first Then, when you show a lower-priced product or a bulk-buy, the price looks good relative to the first price stated. 10. Don't say the word "dollars" For example: $1,286. One thousand, two hundred eighty-six dollars sounds like a lot of money. Twelve eighty-six does not sound that expensive. Actions Or Body Language 1. Touch the client between the wrist and elbow occasionally This eliminates barriers and creates a bond of trust. Remember, people buy from people they trust. 2. Use anchors to successfully close the sale An anchor is a noise, gesture or touch that is given with a positive or flattering statement to the prospect. The anchor is repeated later in the presentation to associate these positive feelings with closing the sale. 3. Nod your head "yes" As you're talking or listening, nod your head whenever anything positive is being said. This causes a feeling of positiveness to be associated with what you are selling. Also, as you nod your head, you will notice that the person you are talking to starts to move their head yes, too. The nodding of their head sends a subliminal message of agreement to their mind, which makes it easier for you to close the sale. 4. Mirror the client: People trust people like themselves. Mimic the body language of the client. When you and the client are in synch, switch over and see if the client mimics you and your enthusiasm. 5. Smile naturally It is proven that a smile fosters a positive reaction in a client. A client gets a good feeling from a smile and associates it with you and your product or service. People want to buy when they feel good. 6. Use facial expressions Most charismatic people have rubbery faces. So, show emotions on your face to connect with the client's emotions. 7. Walk briskly and with confidence This implies you know what you are doing and that you can be trusted. If you appear weak instead of confident, people will be afraid to take your advice. 8. Have a firm handshake People don't respect wimps. They don't trust or buy form people they don't respect. 9. Don't wait to be seated -- take a seat When two people meet, one person takes the dominant position and the other person takes the submissive. Here, dominant position doesn't refer to the aggressive position but rather the expert one. 10. Use open body language Get excited when the client is interested. Relax if he starts to feel pressured. 11. Have good eye contact People only trust people with good eye contact. Techniques That Put You In Control Give the client post-hypnotic suggestions such as: When you review this material after I leave, if any additional questions arise, I want you to pick up the phone and call me. Promise? You will love the added security this insurance policy has built into it. After you have been on the radio for a few months, you will notice that more people are responding to your newspaper ads. Think how excited you will be when you are driving your new car. 2. Use "yes-yes" nail downs It is important to get the client to say "yes" over and over because this sets up a condition of agreement that makes it easier to close the sale later. "Do you want more profit?" -- "Yes." "Do you need more money?" -- "Yes." "It's a beautiful day, isn't it?" -- "Yes." 3. Find out their style of buying and adapt your presentation accordingly "How did you decide which house to buy when you bought last time?" When the client answers this question, he is telling you how to sell him (with facts, emotion, ego, etc.). 4. Show empathy by repeating the client's statements, even if you disagree Client: Your product doesn't work. Salesperson: You feel my product doesn't work. 5. Move into the future and show a need "As your family grows, you'll need the extra space this house has to offer." 6. Use "just suppose" to get around objections Client: I'm not ready to buy. Salesperson: Just suppose you were, what changed your mind? Now the client has just told you how to sell him. 7. Take control by asking strong questions such as: "What would it take to get you to buy today?" Or, "What is the main concern you have left?" "Is there something you haven't told me?" 8. Make it fun People hate to be sold, although they love to buy, and they buy from people they like. Don't bore them. Talk to them as you would talk to a friend at a party. This makes them want to see you and buy from you. 9. Memorize answers to recurring objections Top salespeople know what to say to 99% of all objections. Since clients have learned ways to put you off, it makes sense that you learn ways to counter their efforts. In order to stay in control, you have to be able to effortlessly get around whatever stumbling block the client brings up and continue selling until they buy. 10. Repeat the client's hot button several times A famous saying in advertising is, "Nothing sells like repetition." When a message is repeated over and over, it embeds itself in the client's mind. We must hear something over and over before we act on it. When you give a benefit that the client responds positively to, repeat it often throughout your presentation. Each time you repeat it, the client becomes more and more receptive to buying, so that when you close, buying has become the right thing to do. 11. Use an assumptive attitude Speak as if the client has already bought. "When you buy this big screen television...." instead of, "If you buy this big screen television...." These hypnotic techniques can be learned by anyone. Practice them until they are a natural part of your presentation and become undetectable by the client. Hypnotic selling will close more sales and make you more money with less work
nice moral and nice ethic! These assholes!
You may be interested to know that the enemy of humanity that has written these awful words is Pam Lontos, which works for (note the name) "Sales & Motivation Inc., in Florida... should you want to contact her, her address is PamLonto1@aol.com
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Fravia 29 Apr 1997
Original Page: http://www.woodmann.com/fravia/body.htm
Shared from Read It Later