Cult Sales
I remember this goofy sales job I had a long, long time ago.
We’d get together in the morning and everybody would get fired up.
Then at the end of the day we’d get together and share what worked and what didn’t.
But it had a very creepy, superficial feeling to it.
One thing I remember particularly well.
At least the feeling, not the specific words.
One “trainer” asked me what was working.
So I told him.
And he repeated it back to me, but only sort of.
He “paraphrased” my words back to me.
Meaning he took my words, changed them slightly, and fed them back.
It felt very strange.
Not Genuine
Like he was only “superficially” paying attention.
Like he thought HIS words that described my experience were better than MY words that described my experience.
Later when I started studying NLP I learned a critical phrase.
And that is “parrot-phrasing” is a kajillion times better than “paraphrasing.”
When I tried it, I had some doubts.
I mean, all I was doing was repeating back to them EXACTLY what they’d just said.
Word for word.
I was afraid they’d say something like:
“Dude, I just said that.”
Like they’d say:
“I’m looking for a blue SUV.”
And then I’d say:
“So you’re looking for a blue SUV.”
Dude, What?
I was afraid they’d look at me funny.
But they didn’t.
The opposite happened.
They gave me a look that indicated they thought I TRULY understood them.
This is a fantastic strategy.
It’s easy and you don’t need to think very much.
Ask them what they want, remember EXACTLY what they said, and then feed that back to them.
The more they say, the more you can remember and the more you can feedback to them.
And every time they hear you use their exact words, it will deepen the feeling that you really get them.
But you can turbo charge this simple process.
And that is by turning their words into embedded commands.
And feed them back to them in embedded commands.
This only takes a little bit of thinking.
But it is extremely powerful.
And it will get them feeling really, really good.
Because of you.
It seems like it shouldn’t be this easy.
It seems like you should need to do more work.
But it really is this simple.
Listen to them carefully, and feed their words back to them in the form of embedded commands, and they’ll do whatever you say.
Learn How:
Embedded Commands
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