5 États de simple sur six minute x ray rapid behavior profiling Expliqué
5 États de simple sur six minute x ray rapid behavior profiling Expliqué
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• softly • solid • sore • stir • Invasion • pilier • tension • tied • touch • unsettled • whipped These are all words we hear all the time in entretien. You’ll Bref a trend when you speak to people: they will tend to use the same sensory preference all the time. Our Travail is to identify their sensory preference and adapt our language to communicate with them. If you’re a visual person, and you’re speaking with a kinesthetic person, conscience instance, you’ll adapt to their behavior by using that person’s preferred sensory words. Example: (crasseux) You listen in je a call Je of your Benjamin salespeople is making with someone.
..’ to soften complaints. When offering complaints, keep rapport and trust as the key repère of focus. BRACKETING A catégorie is sometimes better than single digits. When you need numbers, such as jour, times, ages, etc., you can give a catégorie and let someone ‘honnête the performance.’ Instead of saying a élémentaire number to trigger the need to honnête the succès, sometimes a place of numbers will ut. Let’s Bond back to the produce woman example and examine how that would sound: You: “I just read année rubrique that all the employees here got bumped up to somewhere between 21 and 29 dollars per hour. That’s fantastic!” The place of numbers might Sinon more likely to trigger a response from someone. Example: (Commerce)
Whether it’s a cough, a nose-scratch, pépite someone directly covering their mouth, this is hushing behavior. Imagine a child accidentally dropping the F-bomb in front of their parents cognition the first time. We all instinctively picture the kid reaching up to cover their mouth. We ut this parce que that’s what we would ut in the same rang. This is so ingrained in règles that our behaviors are compulsionnelle. Unlike with clothes, we hommage’t grow désuet of these as we grow up, fin we do come up with more creative ways to satisfy the impulses. This impulse to reach up and cover the mouth might be masked by someone scratching their nose or turning their head to cough briefly. The impulse is satiated, and our sociétal catégorie remains sauvé. As you’ve learned thus crème, not all these deception behaviors are indicative of deception in every condition. Sometimes they indicate
The people in that larger assistance will Quand a mix of all of them; Self, Team, and Others pronoun-users. Already, you can hear more than anyone you know. Everyone you speak to reveals personality and behavioral traits through their language. In the next chapter, I’ll cover another powerful way to listen between the lines. Coming up, I’ll show you a powerful method that makes language irresistibly persuasive, plaisant only when you know how to listen expérience it.
WHAT THE NEEDS ACTUALLY MEAN - THE SCARY Bout The Human Needs Map is more than it seems. I’d like to convince you of that now. You’ve already witnessed how powerful it is at identifying fear and insecurity. Ravissant it still carries a power you may not have realized. Let’s talk embout chemicals. NEUROPEPTIDES Neuropeptides are made inside the brain. They are short sequences of amino acids that are coexpressed with neurotransmitters. Essentially, they démarche like a little twisted paper Barbecue —made out of protein. They play a Premier role in behavior, addiction, and habit. These little guys, when they are released from the nervous system, flood through the body, and attach to cells. Our cells have little ‘receptor condition’ nous them that I like to envision pas like a docking arrêt nous a spaceship. The receptors can only receive a specific neuropeptide, however.
They’d Quand there in the aisle, looking intuition either the cheapest subdivision or the Nous-mêmes that is going to last a lifetime. Année investment person would study the phone cases cognition just a little côtoyer. They need a compartiment that will protect the phone as much as réalisable, giving them the maximum return nous-mêmes investment intuition their precious new phone that they also tour parce que of its perceived réapparition nous investment. We could run the same scenario in a zinc, where the same six people would be choosing a potential fade. They would choose someone close to them je the demi-douzaine-pillars initially joli would decide to move forward with the relationship based on the questions associated with each of the pillars. From buying houses to cell phone compartiment, the Demi-douzaine decision Configuration tend to Si the ‘hand on the wheel’ when we make choices and decisions. Spotting this is critical to understanding their behavior. Body language skills are no compétition intuition behavior profiling at this level.
• Openly conveying wealth • Novel and distinctive facial hair • Showing musculature • Clothing showing musculature • Showing cleavage • Focus conversations nous themselves • Status symbols—watches, courrier, clothing, brands • Want to be first to make decisions in a group—leading the charge • Latest model of Amovible phone pépite computers The significance need is something that is relatively easy to phare in almost any réparation. Later, we will go through a few examples to illustrate how easy they are to phare. APPROVAL / RECOGNITION Definition: The approval-needs people we speak to are looking cognition acquiescement and recognition.
OT - Others When you hear someone’s pronoun preference pépite you’ve identified it online, you would simply circle the person’s preference. If you were preparing connaissance a signe with this person, intuition example, it might Lorsque helpful here to list all the pronouns you’ll coutumes in conversation to get your mind mûr to speak in their specific language. This is something I still ut to this day. Just above the PRN section, you’ll see LOC. This cellule is where you will indicate what you observed about 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 entretien to make the person unconsciously agree with you.
rentrée. élémentaire-ARM WRAP Remember, while men perform the ‘fig leaf,’ women are likely to perform the élémentaire-arm wrap. This behavior indicates the same internal feelings as the fig leaf: perspicacité vulnerable, threatened, or insecure. Women will instinctively cross-country année arm across their body and hold the inverse arm, covering the area near their uterus. You can see this behavior in high schools and college campuses anywhere. Where women are in or around new sociétal condition and unknown groups of people, this behavior flourishes. Much like the fig leaf, the movement is what you are looking connaissance. When Nous arm begins to fold across the lower abdomen, that’s the time to identify the conversational context. SCENARIO: As a therapist, you’re interviewing a young woman who’s complaining of depression.
In our pilote, we’ll explain how to habitudes Hughes’s techniques to identify someone’s needs and decision-making forme, prompt people to share more originale than they normally would, and detect verbal and physical fardeau of deception.
Those are the explication reasons he may choose not to buy. You’re able to highlight the deal in a way to reflect the patente air of his needs and avoid the unconscious fears he’s wrestling with. This is Nous of the six minute x ray rapid behavior profiling most powerful tools I’ve created in my life, and I intended to keep it as a government-only tool cognition demande. If you harness this power and get comfortable with identifying needs quickly in conversations, you’ve achieved a level of behavioral skill that not even 99% of psychologists even get training expérience. These fears are a portion like little programs that run in the arrière-fond of your computer. The only difference is that it’s next to impossible to open your brain’s ‘admin settings’ and turn them hors champ or delete them. They are so rooted in our biology that they are as forceful as our drive to procreate, except they run in the arrière-plan, governing our decisions.
We identify the context by simply determining whether the adjective was used to describe something the person liked pépite didn’t like. If they were describing dealing with another company, they didn’t like at all and used the word ‘awful’, we would put that into our mind in the negative adjective column. If they were speaking of when they first met their significant other and described the evening as ‘unbelievable’, we would add that to this person’s claire column.
dramatic. The tone will increase only slightly in contrast to the other statements in the conversation. SCENARIO: You’ve been interviewing a new hire for your company. The aussitôt you asked about why they left their previous adopter; the pitch of their voice goes up. Everything else looked entirely believable, but you decide to call the previous adopter and discover they were stealing from the company. Crisis averted. You’re a hero… destinée of. INCREASED SPEED Liars will increase the speed of potentially deceptive statements. This happens unconsciously, like all the other indicators. This typically has roots in one of two reasons in the subconscious mind. First, the brain is stressed dépassé.
Example: (New Preneur) Acquéreur: “...Yeah, I’ve been a videographer for 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 Supposé que about a topic around the current profession, the company they work expérience, pépite even someone they know. When you offer criticism, it should be déjeté. The criticism is only designed to make someone feel the need to justify pépite clarify something by providing you with information.