| "We are what we think. All that we are arises | | | | to make the rhythm more easily |
| with our thoughts. With our thoughts we make | | | | understandable. . . |
| the world." ~Buddha | | | | |
| | | | Pay attention to how they're breathing. Is it |
| This exercise may feel a little New Agey, but | | | | located high in their chest, or low in their |
| indulge me a moment and you might just find | | | | belly? |
| that even esoteric information can help with | | | | |
| your sales and in gaining rapport with your | | | | All you have to do is be open to the idea |
| affluent prospects and clients. | | | | that can sense this and use it to influence. |
| | | | |
| Imagine this: everything in the universe | | | | If I were to say to you, 'Close your eyes and |
| vibrates. Everything does. The next step in | | | | take a deep breath', your rhythm would |
| sales is to imagine your prospect vibrating. | | | | probably begin to slow down. |
| In your mind, imagine the speed at which | | | | |
| they're vibrating. Now feel/imagine the speed | | | | Your first assumption was an altered state. |
| at which you are vibrating. All you have to | | | | Your vibration changed because your |
| do to get 'pacing' down is to now mesh those | | | | assumption changed. |
| two speeds so that you vibrate at their | | | | |
| speed. | | | | Now simply imagine your vibration increasing, |
| | | | moving faster, faster, speeding up. |
| You can then move the combined vibrations up | | | | |
| or down, wherever you want them to be. This | | | | What direction is it traveling? Some people |
| is 'leading'. | | | | experience theirs as going around in circles, |
| | | | others feel it goes up and down, or back and |
| Is this a mental construct? Yes. It sure is. | | | | forth. |
| But does that mean it's not really happening | | | | |
| as well? No. Not at all. It means that you | | | | Now move faster. Expand it. |
| don't really have to feel the vibration, but | | | | |
| have the model of it in your mind. | | | | How does it feel when you speed up? What |
| | | | difference do you feel vibrating fast and |
| Look at your prospect as if they are | | | | vibrating slow? |
| vibrating and then watch for any rhythmic | | | | |
| movements they might be making. Are they | | | | In knowing that difference, you can begin to |
| tapping their foot? Shaking their leg? | | | | adjust to your affluent prospects in any |
| Rocking back and forth? | | | | given situation. By doing this, you gain a |
| | | | deeper rapport in addition to being able to |
| Here are a few things you can pay attention | | | | get them to go where you want. |