Another “Wow, Did you know that?”
- Did you know….that when people are given an identity, even for a brief period of time, they tend to display the behavior of that identity. Extracting as much information from either a client or an agent you are negotiating with is key. The challenge is that they are very protective of what they share. If, however, you are somehow able to subliminally influence them to naturally share more info, they wouldn’t even notice. Well, there is way..if you simply state “why don’t you educate me on what you are looking for?” , Info will tend to be more forthcoming. The reason is that the word “educate” refers to a teacher. When a person responds to the word “educate”, they will take on the identity of a teacher, who tends to share more and explain more information. Simple little changes can make a huge difference.