Page 107 - ConvinceThemFlip

speak the language of the brain
in the absence of concrete information. This is the same
as a handshake. When someone extends their right hand
toward you, you do the same without thinking. When you
want to connect quickly, offer your contact a “because”
and chances are you’ll be successful. For example, if
you’re aiming to do business with company Q, and you
meet a key contact there, instead of simply saying, “I’m
delighted to meet you,” add “because I’ve read so much
about your pioneering work with XYZ. . . .”
90-Second Summary
Your Brain Can Process Only
Positive Information
The language of the brain is pictures, sounds, feelings,
and, to a lesser extent, smells and tastes. The brain
can’t process negative pictures (not doing something,
not seeing something); it can work only with positive
information. So be conscious not to plant negative sug-
gestions in others’ minds with the words you choose.
(How’s that for a double negative!)
• Speak in the positive.
• Say “It’s a pleasure” instead of “No problem.”
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