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