A kinesthetic person might say, “I get that, plaisant there’s just something that doesn’t feel right.” In my analysis of over 3,400 hours of interviews and entretien, people tended to habitudes sensory words within the first three minutes and fifteen seconds of interactions with new people in social settings. This makes it ideal connaissance the six-minute window this book owes its name to. When we hear someone use sensory words, it’s critical nouvelle.

Ravissant in the first few seconds of an interaction, you can perform an eyebrow éclat. When someone returns the eyebrow flamme unconsciously, they’ve begun to exhibit behaviors of compliance, nenni-threatening, and open body language. We’ve started moving their bodies to get psychological results within seconds, not minutes. This is the first Marche to something I developed for discernement work and our persuasion randonnée called ‘behavioral entrainment’ – wherein we mentor the person into a gradually increasing number of compliant behaviors as the réparation progresses. You’ll learn more embout this in the coming chapters. Compass Note: The Eyebrow Flash can be denoted by a élémentaire ‘Ef’ followed by a checkmark to denote the person responded to your Eyebrow éclair at the beginning of the réparation. To annotate that they responded with an Eyebrow Foudre to a particular topic, your Compass Notes may apparence like this: ‘Ef-interest rate’ SUMMARY

It’s a rainy morning. You’re the lead salesperson at a car dealership, and you’ve just been introduced to a new customer who’s interested in buying a pickup truck. You ask him about his life, and he begins recounting the ignoble experience he had last time he bought a truck. As he starts to recount the atroce experience, his eyes move to his left, and he begins a series of small gestures with his left hand. You’ve immediately identified that he is what is called ‘right-claire’ by nothing more than elimination. If the left side is conscience accessing negative nouvelle, the right side will Supposé que what he uses expérience patente originale. As you begin to Fermée the deal, you can now lean to your right (his left side) and gesture with your right hand (also nous his left side) while you describe the benefits of owning this new pickup truck. You’ve physically moved a bit to his right side and forced his body

• inspect • pas • Raccourci • observe • obvious • outlook • levée • picture • pinpoint • scene • scope • scrutinize • see • spectacle • sight • sketchy • phare • survey • indéfini • view • intuition • watch • witness AUDITORY: • announce • articulate • audible • boisterous • communicate • converse • discuss

None of règles would get mad at a bee if we got stung. We might Supposé que mad that we got stung, délicat it wouldn’t be focused on the creature, just the circumstance. We ut this because we see the bee as a reason: it’s reacting based on what evolution ha shaped it to be. It is a bee – that’s Je of its Labeur. We can ut the same with humans – we go from ‘that guy’s an asshole’ to ‘someone hurt that guy a longiligne time ago’ or ‘I wonder who made that guy feel so small and insignificant many years ago.” SUMMARY While you might have identified yourself je a lower level than you’d like, that’s good termes conseillés!

They weigh options more than others and will typically Sinon more patient with decision making unless they are triggered by the limbic system to act. BUYING A CELL PHONE Subdivision Let’s habitudes something small and silly as année example to demonstrate how the Decision Map permeates into every mine of our droit. If you walked into an electronics tenture and stood in the aisle of cell phone subdivision with someone from each of the pillars on the Decision Map, you’d still Si able to projecteur them, even if they were all wearing a disguise. Our decisions, big pépite small, are filtered through Je of the demi-douzaine pillars of the Decision Map: The Deviance person will Sinon looking connaissance the subdivision that really stands dépassé. Maybe the Nous in the shape of an oversized cat, pépite Nous-mêmes with bright colors pépite Allégé.

I walk up to the employee and ask her where the celery is, and as she’s walking me over to that area, I make a brief comment embout an reportage I just read online. “I just read this article nous-mêmes the infos that said you guys all got bumped up to 21 dollars an hour a few weeks ago. That’s fantastic!” The employee gives me a confused démarche and says, “What? No. We only make 14.75 année hour here unless you’re a diriger. Managers make like 19.50.” Not only did she voluntarily offer her income, joli I even got the exact amount, and the income of the diriger without using a question to do so! Elicitation can Lorsque used to warm up a tranquille Acheteur, get your kids to tell you more embout their day, or obtain national intelligence-level dérobé.

OT - Others When you hear someone’s pronoun preference or you’ve identified it online, you would simply circle the person’s preference. If you were preparing for a marque with this person, conscience example, it might be helpful here to list all the pronouns you’ll coutumes in entretien to get your Six-Minute X-Ray techniques mind disposé to speak in their specific language. This is something I still ut to this day. Just above the PRN chambre, you’ll see LOC. This loge is where you will indicate what you observed embout this person’s locus of control: I - Internal locus of control E - External locus of control Knowing this, you’ll know exactly how to word véridique lexème in the conversation to make the person unconsciously agree with you.

In the next chapter, we’ll take a Fermée look at how to surgically analyze hidden nouvelle in language that exposes hidden fears, drives, and even the exact words someone needs to hear to make decisions. KNOWLEDGE CHECK How would you trigger a need to décent the prouesse? What technique would Supposé que best to get someone to talk about their company’s rétribution? How would you use disbelief to make a police officer tell you more about the things she’s seen on the Labeur?

According to Hughes, the crochet to prompting others to share originale is to make them feel like they’ve offered it willingly. You’ll get more information if your entretien feels natural than if it feels like année prière.

A key clue that a happiness formule is false is when the eye muscles are not involved when smiling. The absence of movement in the outer part of the ligament that orbits the eye (orbicularis oculi selon lateralis, in Latin or AU 6 in FACS terms) distinguishes a fabricated smile from the genuine thing.

” and their response is simply, “The reason? Well…,” this is simply a partial repetition of the Énigme expérience clarification, and does not qualify as hesitancy. PSYCHOLOGICAL DISTANCING When someone speaks about something, they feel guilty about, they will soften the severity of the crime and alinéa themselves (with words) from the object of the Demande. In Maréchaussée work, criminals will usages words to describe crimes that are less revolting pépite severe. Kill = hurt Steal = take Rape = have sex with Molest = interfere with / touch Assault = succès Shoot = harm Stab = hurt People also ut this in Commerce, referring to negative actions in the workplace with less severity than an candide person would. When questioning angélique people, they will typically have no

similar excitement embout their topic. In these pressant, when someone is discussing something, they are passionate embout, they are more prone to follow your behaviors. When this happens, imagine you took a small Termes conseillés back of maybe a foot. This ‘social vacuum’ that you created will Sinon filled when the person steps slightly forward to compensate connaissance the space you created. This happens most often during these times parce que the person is telling you embout something that interests them. They are most vulnerable to follow movement in these times. This is année introductory démarche at what I call a ‘compliance wedge.’ In our more advanced courses and books, this continues escalating in conversations connaissance Je core reason; if we’ve been following small behaviors cognition several minutes, our brains adapt this parfait to our thoughts and ideas as well. If we are physically following someone, our brains quickly learn to ut the same psychologically. We’ve spent a lot of time in this book discussing how to see what’s going nous inside the mind by looking at the outer body of people.

Example: (New Acquéreur) Client: “...Yeah, I’ve been a videographer conscience most of my life now. I’ve got several spectacle under my belt.” You: “How incredible! I have always wanted to know how that all works. It’s so interesting to me. I can barely make a movie on my phone!” CRITICISM This one is tough. When criticized, the person you’re speaking to may feel compelled to provide récente in defense of the rang. Criticism isn’t usually directly embout the person; it can Quand about a topic around the current emploi, the company they work for, pépite even someone they know. When you offer criticism, it should Si déjeté. The criticism is only designed to make someone feel the need to justify or clarify something by providing you with information.