Hey, how are you?
Gabriel is back!
What I am about to share with you is a technique that could be used in the realm of sales, for example. I currently have a day job at Staples (Well, as soon as I start publishing my books and make it big, I am gonna stop working) and I can very well use it myself.
You, my Constant Reader, can use it, too.
I used to watch a TV show called ‘Inspector Morse’. Each week, the main character would use his intuition, reason, powers of observation and knowledge of the human condition to solve seemingly insoluble mysteries and bring the villains to justice.
He was a master of getting beneath the surface story someone was telling him, and getting the real story of what was going on.
One of the strategies he used to do this was to terminate the interview. He’d say “Well, I think that covers everything,” and would get up to leave.
The person he was questioning would relax: “Phew! Got away with it.” Then, just as they were about to show Morse to the door, he’d turn round and say
“Just one more thing…” then go for the jugular.
While I’m not suggesting you go for someone’s jugulars, you can use the Inspector Morse strategy to reach people when their armour is off, when their defenses are down. There are two ways I love doing this, and they’re incredibly simple: I start before I start, and I finish before I finish.
Start before you start: at the beginning of a training course, a coaching session or a sales call, after we’ve made our introductions, I say something along the lines of “There’s some stuff I’d like to cover before we begin…”
Then I begin!
People have their armour off before the formal ‘beginning’ of a session, and it’s a great time to work with them. Personally, I never actually get to the point where we formally begin. I do all the work in either the ‘pre-beginning’ section, or after the end of the session. Which reminds me…
Finish before you finish
Like Inspector Morse, you can finish before you finish. If you’re having difficulty getting to the point you want to, you can say “Well, I think that’s enough for today”, and get up to leave. Then say “Oh, just one more thing…” and start again. You will be amazed at what can pop out when you finish before you finish.
**Excerpt from: Ten Of The Coolest, Most Powerful & Useful NLP Techniques I’ve Ever Learned
By Jamie Smart
Hope you enjoy it!
Tomorrow, We are gonna talk about ‘taking people literally.’
Get inspired, inspire others!!