Harlan Kilstein continues:
I have a picture on my computer that is kind of graphic that I sent to Dave Dobson. He talks about people having RCV. RCV is a graphic that Dave likes to use, he calls it reticular canal vision, and it means you have your head shoved up someplace. And I actually found a photo of it and I sent it to him, and Dave emailed me back and said, he really emailed my wife and said, how did she get me to pose for the picture. Okay. If you don’t see it, it’s because you’re not paying attention.

And – Now, how do you know that you’ve said hello to people successfully? Well, people start telling you everything about their life. I’m talking about in service stations, in restaurants, and so forth. People just are naturally attracted to you. Now, we all know about rapport building. This is as close to instant rapport as you can get.

So step number one is that when you say hello, you are paying attention to what they do. It could be eyebrow, it could be a tilt, it could be a blink, it could be anything, it could be a shrug of the shoulders, and it could be a hand movement. Whatever they do, you pay attention to it and you do the exact same thing back.

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This is kind of analogous to fax machines or computer modems. It sends out a signal and then the other one sends out a signal. And then this one sends out a signal, this one sends back a signal. Now, not only are they communicating but they’re on the same wave length. If you’ve ever sent a fax, first it’s connecting and it hears back, and then it will say something like, negotiating. They want to determine what speed they’re both on. And once negotiating is done, and then the fax can go. You can’t just send it without that process. We’re doing the same thing. The person is sending us their signal. We are responding with that signal. What they are going to do is send us back another signal which is an acknowledgement that they saw what we did and we acknowledge that back. We’re done, we’re going to do one more step, but that’s essentially it.
Now, Dave teaches that you can pick any part of a person’s behavior and do that back to them and you will establish that communication. And what Dave liked to do, because he is sneaky, is now that he is in the Islands, his old office used to be above a ferry landing. And he had a two-story office and because people would be coming from the mainland he knew when they would be coming and he would look and pick out who was coming to see him from the ferry. He could always tell who the new people were, who the regulars were. And Dave would watch them come off the ferry and he would watch them walk. And they would come to his house, and they would come across the street, and when his wife would admit them and Dave would come down the hall to greet them, he would walk down the hall using their walk that he had seen from watching the ferry. And by the time that he had gotten there, they were already smiling and he was already their pal, and they hadn’t even a clue as to what he was doing.

More Harlan Kilstein

Harlan Kilstein is an expert in NLP copywriting and one-on-one sales.

Article Source:http://www.articlesbase.com/sales-articles/harlan-kilsteins-hypnosis-sales-process-part-8-1292196.html







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