大师游戏II 153～控心术

今天是大师游戏第153天星期一，继续读《Dark NLP》

A person’s choice of language is a powerful indication of what drives them and the way they see the world. For example, people will often their agreement by saying either “I see what you mean,” ”I know what you mean,” “I hear you,” or “‘that feels right.” Their choice of language in this area shows whether their primary way of perceiving the world is through their sight, their ears their touch or their logic.

除了通过一个人的眼睛，我们还能通过一个人使用的语言去了解TA的心灵，举个例子，我们表达“我理解了你的意思”的时候会有多种语言表达，比如：

1. 我明白了
2. 我听懂了
3. 我感觉是这样的

选择1的人通常喜欢用视觉去看这个世界，选择2的人喜欢用聆听，选择3的人喜欢用感觉。

When you know their primary system of perception you can explain things you want them to agree with in language drawing upon their primary system, and explain ideas you wish them to disagree with in language that goes against their system.

当我们知道一个人的喜好时，我们就可以使用最适合TA的语言去表达和解释。

People will also disclose words that have a special level of meaning or significance for them. For example, you might notice that a person always uses the word ‘brilliant’ to explain someone they deeply admire.

我们还可以通过使用客户的一些关键词去把这个词背后的能量调取出来。举个例子，如果客户喜欢用“明亮”来形容自己特别羡慕的人或者事，那么你就可以记住这个词，然后在你想说服TA喜欢一件事情的时候使用这个词。

A person’s choice of words also often changes with their internal state and over time you will learn to read which words indicate which internal state. This is useful as you can modify your own behavior and choice of words to ensure it is compatible with their internal view of the world. This creates a sense of rapport between the two of you

客户使用的语言代表了客户内在的状态，如果你使用了客户的语言，客户会感到一种莫名的亲和感，会愿意和你讲更多。这就是为什么教练要使用客户的语言的原因之一。