About a chinese mentalist who did tricks simply by asking questions to the audience.
Originally Posted by South China Morning Post
To cut a long routine short, Jan not only correctly guessed in which hand each of us held the dice, hidden behind our backs, but also correctly identified the colour.
He did this by asking each person different questions, such as what our favourite fruit is, or our favourite African animal. How did that give away the colour of our dice? I'm not sure - but it's all a part of the mystery of his show.
While [in Japan], he "accidentally stumbled" across psychology,as he puts it, and became hooked on the subject.
What he says is real, however, is the ability to read cues conveyed by people's words, emotions, gestures and body language - non-verbal signals that he says are often more telling than words.
He also picks up on micro-expressions, tiny facial movements that can reveal information about one's emotions in the blink of an eye, too -
Jan says the eyes are key to reading body language, particularly when looking for lies. "I can tell if someone is lying, or if they are interested in me just from their eyes," he explains. "When we talk, our eyes move - unless you are intentionally staring at someone - and the direction the eyes move reveals information.
"If the eyes of a person you're talking to are moving vertically between your head and chest, that's a good sign. It shows the person is interested in what you're saying. If they can't focus and wander horizontally, that means they are not interested in you."
"During a private sessions with Zhang Yimou, I named his first love," says Jan,..."And I worked out the phone number of [Chinese actor and singer] Li Yifeng. They were both amazed."
So my question is:
Are micro expressions useful in selling?
General body language I'm not 100% sure if it's really that useful: it's pretty obvious stuff and I think it seeped enough in popular culture that most will be somewhat careful about it, if only for the sake of politeness.
In many ways, I think salespeople are already doing it in an ad hoc fashion.
A few years ago, Jason Kanigan told me something like: "The first one who shows emotion loses", but I came to realize the wisdom of this saying only some time later. In my experience, when selling on the phone, you really have to listen to those very small changes in tone.
E.g. if the prospect drops his tone of voice when asking a question, it's often a very strong sign of interest even if it's not stated openly.
If one is emotionally involved in the discussion, it's hard for most to stop themselves from revealing what they think through their voices.
Thoughts? Pseudo-Science or the real deal?Any good books on the matter?