Page 199 - Hypnotic Writing - How to Seduce and Persuade Customers with Only Your Words

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REMINDERS AS TRIGGERS
Have you ever truly analyzed a conversation? What typically happens is someone talks to you about an event in their life. They are sharing their story.
That’s simple enough. But what happens next is you look through your memory banks for something similar to what you just heard. You might then say, “Something like that happened to me once, too!” And then you take your turn in the conversation.
As the person listens to you, they are doing the same thing. They might even get so excited when a thought or memory occurs to them, that they interrupt you and tell their next story.
What is happening here?
Roger Schank, writing in Tell Me a Story, says, “The question to think about is how, after someone says something to you in con- versation, something comes to mind to say back. Even the simplest of responses have to be found somewhere in memory.”
In short, stories contain elements—usually specific words—that trigger memories in people. When I tell you about my experience of having lunch today, and mention that an attractive young blonde-haired woman waited on me and seemed to flirt with me, I am setting you up to drift off, mentally, from the conversation.
The word lunch might remind you that you haven’t eaten yet,
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