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2. I used to know this guy who was
ULTRA excited.

3. Not about anything in particular, just
about life itself.

4. He had a job selling cars, and even
though he didn't know so much about
cars, he could sell them. Really, really
well.

5. Once he told me a story about a
minivan he sold.

6. The only thing he knew about it was
that it had 9 cupholders.

7. He kept referring to this over and over
and over again, with EXTREME
excitement.

8. "It's got a great engine, it's super safe,
cause it's got all these airbags and
stuff, and did I mention it's got NINE
cupholders? Everywhere you go,
PARTY in the minivan, people!"

9. Maybe this guy had some genetic
defect or something, or he had a super
reserve of adrenalin somewhere most
of us don't.

10. He was also a chain-smoking heavy
drinker, so maybe he was always trying
to overcompensate his hyperness.

11. When people sell stuff, it's common to
think you've always got to be so over
the top all the time.

12. After all, most people are taught in
order to sell, you've got to push push
push on "features and benefits."

13. I read this book once on linguistics, by
Stephen Pinker (I'm a HUGE fan, he's
got a few TED talks).

14. He said that all language is persuasive.

15. Meaning whenever we talk, we have
SOME kind of outcome in mind, even if
it's to cheer up our friend, or get them
to meet us down at the pub for a
couple.

16. Dale Carnegie taught decades ago that
the easiest way to get somebody to do
something is to simply get them
thinking it was their idea.

17. He also said that everybody is always
wondering, "What's in it for me?"

18. So when you first are going to say
ANYTHING, first ask yourself, "How is
the OTHER person going to benefit by
what I say?"

19. Compare this to the strategy most
people use:

20. "Me, me, me, me, and oh, by the way,
me."

21. Even if you don't really know the
person, you can kind of guess what
they want, based on who they are, and
what they are doing.

22. Like if you're talking to somebody cute
in the grocery story, just take a few
seconds to come up with a reasonable
assumption about THEIR model of the
world before you open your yap.

23. Everybody wants validation and to be
recognized for who they are.

24. If you do this FIRST, before you talk
about what YOU want, you'll be pretty
amazed.

25. Then again, maybe you won't.

26. Maybe this is something you ALREADY
know.

27. This is the outer game that makes
everything EASY.

28. mindpersuasion.com