Page 63 - Was Menschen wirklich wollen Lese-PDF für Biblets

Vogelhuber, Scheelen - What people really want

Viewing an action exactly as if the viewer were performing the
action himself.

The mirror neurons make us feel pain - for example - when we
witness another person's pain. However: Conversely, they
ensure that we are in a good mood and smile when our
conversation partner shows these feelings. They sometimes
even cause us to imitate other people's actions. And that means
for your consulting and sales talks, for example:

The customer receives what you radiate.

So if you go into the consultation grouchy and listless, you
shouldn't be surprised if the customer mirrors this behavior. But
since the whole thing fortunately also works the other way
around, the mirror neurons naturally help you to get on the same
wavelength as the customer, so that as a profiling² expert you
can recognize what makes him tick and then offer him exactly the
products and exactly the services that have a high utility value for
him.

Profiling² tip 3: Generate sympathy

You probably know this from your own experience: People are
often more likely to be persuaded by someone they know or
find likeable. Physical attractiveness, for example, seems to
trigger the well-known "halo effect. We infer from known
characteristics of a person to the unknown characteristics. If
we find someone likeable, we trust him or her to have only
good qualities. www.karrierebibel.de states: "In a nutshell, the
halo effect describes

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