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Brilliant Persuasion by Stephen C. Young

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Testing for the truth

Have you ever watched courtroom TV? The judge vigorously insists, while questioning the defendant or accused, that they look directly into their eyes. What exactly do you think they hope to find? In this chapter, we reveal two very useful techniques.

  1. You’ll discover how to determine if your prospects are telling the truth by carefully observing the instinctive movement of their eyes when responding to questions.
  2. To deepen rapport, remove resistance and increase responsiveness. We’ll show how to determine if your prospects are (V) visual, (A) auditory, (K) kinesthetic or (D) digital thinkers. We will clarify what this means and establish how ...

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