how you feel, or You have a good grasp of that problem.
What about the other two senses, taste and smell? Well, Ive never run
up against any gustatory or olfactory types. But you could always
compliment a chef by saying, Thats a delicious idea. And if you are talking
to your dog (olfactory, of course), tell him The whole idea stinks.
The next technique helps create affinity with a single word.
Technique #48
Anatomically Correct Empathizers
What part of their anatomy are your associates talking through? Their
eyes? Their ears? Their gut?
For visual people, use visual empathizers to make them think you see
the world the way they do. For auditory folks, use auditory empathizers to
make them think you hear them loud and clear. For kinesthetic types, use
kinesthetic empathizers to make them think you feel the same way they do.
How to Make Em Think We (Instead of You vs.Me)
By just eavesdropping for a few moments on any two people chating,
you could tell a lot about their relationship. You could tell if they were new
acquaintances or old friends. You could tell whether a man and a woman
were strangers or a couple.
You wouldnt even need to hear friends call each other pal, buddy, or
mate. You wouldnt need to hear a man and a woman whisper dear,
sweetheart, or turtle dove. It wouldnt matter what they were discussing or
even their tone of voice. You could even be blindfolded and tell a lot about
their relationship because the technique Im about to share has nothing to do
with body language.
How? A fascinating progression of conversation unfolds as people
become closer. Heres how it develops:
Level One: ClichŽs
Two strangers talking together primarily toss clichŽs back and forth.
For instance, when chatting about the universally agreeupon worlds dullest
subjectthe weatherone stranger might say to the other, Beautiful sunny
weather weve been having. Or, Boy, some rain, huh? Thats level one,
clichŽs.
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How to Make Em Think We (Instead of You vs. Me) 193
Level Two: Facts
ooja
(Ooja)
#1