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Tip 320: Match the visual, auditory, and kinesthetic patterns. |
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Neurolinguists tell us that we perceive the world through different senses: visual, auditory, and kinesthetic (the other senses). How do you know your listeners' preferences? Listen to their language for cues: |
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Visual. I see what you mean; I just don't see it; he'll take a dim view of that option; that's a shortsighted approach; in my mind's eye; paint me a picture; she's got tunnel vision; and so forth. |
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Auditory. That doesn't ring a bell; I keep arguing with myself; outspoken people; call a spade a spade; word for word; spit it out; coming through loud and clear. |
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Kinesthetic. Heated debate; makes me uncomfortable; hot-headed; he's so formal and stiff; she's out of touch; hassle-free plan; hang tough; hanging by a thread; nailed him on that point; gut reaction; walk arm in arm on that; lateral moves. |
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Once you understand your listener's needs, match them with your own language. |
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Tip 321: Repeat, repeat, repeat. |
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If nothing else works, try the broken-record technique. If you state your message often enough in a variety of ways, somebody eventually will listen. If you hear something often enough, it becomes part of the atmospherelike humidity. Repetition forms the core of advertising. |
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Tip 322: Prefer understatement to overstatement. |
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When you overstate your case, the listener raises his or her guard. Everything becomes suspect. A gross overstatement begs a customer to knock the wind out of your sails/sales. With understatement, the other person often takes up your cause for you. Your statement: "We can save a minimum of $10,000 annually." Supporters will often chime in: "And in our situation this year, we saved twice that amount." Your credibility has gone up, not down. Reverse the comments and your estimation loses credence. |
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