Use your physiology to get you in an enthusiastic mood: sit up straight, smile, and tell yourself you’re excited. Then dial phone.

WORDS

Words may only account for 7% of our communication, but it is an important 7% and complex than other ways of establishing rapport.

When communicating, predicates (verbs), key words, common experiences and associations are vital in establishing rapport. Common experiences and associations are obvious. These areas are often bases of friendships and business associations. It goes without saying that establishing a common bond with a client, lead, or business associate is good business. Be honest when doing this.

Key words sometimes slip by under radar. Begin to listen for key words or phrases that someone repeats. This is a simple way of establishing rapport. Repeat back key words. Slip them naturally into conversation. Again use caution.

Predicates are more complicated. This is going to be abridged version. Most people have preferred verbs that they repeat. This is more important than key words because verbs signal a way of thinking. There are four primary modes of thinking: visual, auditory, kinesthetic (feelings and touch), and audio-digital (self-talk). What this means is that people process information through their preferred mode of thinking. I am audio-digital, so I am in a constant mode of checking things out with myself and talking to myself internally. My son is visual. He thinks in pictures; he sees, visualizes.

VISUAL: Someone who is visual will use words like see, picture, clear, foggy, vision, appear, look, reveal, view.

AUDITORY: Auditory people use words like hear, clear as a bell, that rings true; harmonize, resonate, tune in, tune out.

KINESTHETIC: Kinesthetic people use words like feel, touch, get a handle on, grasp, tap into, hard, concrete, catch on. These people think in terms of feeling and touch.

AUDIO DIGITAL: Audio digital people use words like understand, perceive, think, sense, experience, insensitive. These people do a lot of inner self-talk. They are very linguistically cognitive

This discovery will help you communicate more clearly, using someone’s preferred way of thinking rather than your own. If someone is visual and you are talking to her using audio predicates, it’s likely that she’ll miss your point. Consider how this knowledge could change family dynamics? Or your business environment? Communicating clearly could skyrocket to new levels. As you begin to see and hear how this works, it is easy to come to an understanding of and get a handle on how people connect. Notice that last sentence used all four modes

If someone is audio, you might say, “I hear what you’re saying.” or “If this opportunity rings true for you, then . . .” With someone who is visual, you might say, “I can picture that,” or “If you can see yourself with this product, then . . .” What you are looking for is their way of processing information, and you are using their preferred mode of communicating to communicate clearly with a client, lead, or associate.

I’d suggest practicing one area at a time. Start with matching and mirroring someone’s posture, or expressions, or blinking. Take it slowly. It’s like learning anything: practice creates ease. Then move on to voice and words. You’ll discover that you will become much more observant and more conscious of what you do and what others do. You’ll also become a better communicator.

Always use these strategies with integrity. You can use magic to make connections with others. Do it consciously and with volition. Make win win situations. If you win and if your client or lead wins, you have created magic.

Cora L. Foerstner teaches English and composition at California State Polytechnic University, Pomona. She is also a Master Practitioner of Neuro-Linguistic Programing (NLP), and most recently, a network marketer. You may contact her at mailto:cora@usana.com or visit her web sites at www.unitoday.net/cora and www.whyresidualincome.com/cora.

Does your product/service either reduce customer pain sufficiently to charge price you are, or give a sufficient degree of enjoyment to charge price you are.

Pain reduction isn't necessarily thought of in terms of kind of pain you'd take an aspirin for, but rather think of something like calcium tablets.

Calcium reduces probability that people will get osteoporosis in their old age. This is a huge pain reduction factor, therefore calcium tablets cost more than many other comparable minerals.

The same can be said for other vitamin supplements, when value of them is realized by medical studies, their price tends to go up.

Find ways to add more value if you're in a competitive market, but don't cut your lifeline with cut rate pricing.

Make yourself stand out with messaging that gives customer a strong sense of high quality of your products or services, then tell them not to expect any less.

You can increase not only sales, but profit margins at same time.

Webmaster of www.prosperity-net.com