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“冷读术”让你瞬间赢得别人信任-给力心理
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“冷读术”让你瞬间赢得别人信任

“冷读术”让你瞬间赢得别人信任
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发表时间:2015-06-18 21:17:45 230 0 4

 
冷读术,是一种瞬间打开陌生人心扉的方法。目前整个社会的心理状态,与其说是相信别人、接纳别人,还不如说是偏向怀疑别人、批判别人。因此,如果你认真努力的去了解别人的心意,对社会来说,“物以稀为贵”。

冷读术1:“杯子技巧”

和对方的交情还属于暧昧不清的阶段,正确掌握和对方的距离感,是很困难的事。

最可怕的是,你觉得两人的感情已经不错,应该可以进入下一阶段了,但是对方却完全不这么认为。也就是两人的“距离感”有微妙的落差。此时,可以使用“杯子技巧”,探知对方的想法。

找个机会和对方一起喝饮料的机会,闲聊一会儿之后,假装不经意地把自己的杯子移近对方的杯子,如果对方没有移动杯子的话,就可以说两人的距离感缩短了。如果对方又默默把杯子移开的话,就表示他觉得两人还是维持现状就好,没有进一步的打算。透过杯子间的距离,就可测知两人的距离。别小看这简单的技巧,请试试看,还蛮准的哦!

冷读术2:“巧妙法则”

“A箱和B箱”是我在电视或研讨会上做的表演,目的是让大家更理解潜意识在沟通上的重要性。

“请你想象一下,这里有两个箱子,A箱和B箱。”我用手势指示了两个想象的箱子的位置。“请你凭直觉立刻想象其中一个箱子。”被要求的人,会立刻回答说:“嗯,A箱。”“为什么选择A箱?”“没什么,就是觉得……”

我会带着微笑,非常理解地点头。“你以为是自己选择了A箱,其实并不然——是“我”叫你“选择”A箱的。”

你叫我选的?什么意思呢?

每次做这个简单的控制心理测验,总是有很多自愿者参加。其实可以轻易让对方选择你所指定的箱子,秘密就在于你用手势指示箱子位置的时候。我先用左手指示“这里有A箱”,再用右手指示“这里是B箱”。然后放下双手。

接着问:“如果要立刻选择的话,你会选择哪一个?”

而在说到“立刻”时,要大胆举起左手指示A箱的位置。如此,“A箱”的印象就会跳进对方的潜意识里,被迫用直觉选择时,“A箱”较容易浮现在脑海。当然,对方在意识上完全不会察觉,所以会以为是自己无意中的选择。

利用潜意识,沟通超轻松,谁都没有察觉的技巧:巧妙法则的秘密

例如,把两份契约书摆在客户面前说明:“一份是一次付清的契约书,一份是分期付款的契约书——请问你选择哪一种?”

“哪一种”时,一边看着客户的眼睛,一遍用手轻触“一次性付清的契约书”。当然,如果客户早已经决定要分期付款,那就另当别论。如果客户处于犹豫不决,不知选哪一种才好的阶段,他就会不由自主地选择“一次付清的契约书”,而且不会怀疑那不是“自己的想法”,即使一次付清对业务员是比较有利的。

如何?是否觉得有点可怕?

我们都是这样,可能在不知不觉中受到他人的操纵。

是否知道这种状况,会导致不一样的人生。因此,请务必精通冷读术。

冷读术3:“双重束缚”

“可以和你约会吗?”

“No,今天我很忙”

“一起喝杯茶如何?”

“我真的没空。”

“什么时候有空?”

“不知道。”

像这种邀约的方式,让对方的脑中有出现“No”的机会,也就是让对方的思绪进入了如何拒绝的模式。

因此,封锁最初“No”的反应非常重要。

怎样才能封锁“No”呢?很简单,就是使用无法回答“No”的说法就行了,比如“双重束缚”的会话术。

“我们去吃饭还是去喝茶?”

“可是我没空。”

“那么就去喝茶吧。”

“嗯,喝杯茶倒还可以。”

对“可以跟你约会吗?”这句话可以说“No”,但是对“我们去吃饭还是去喝茶?”这句话回答“No”,在文法上显然是错误的。被询问“哪一种好?”却回答“No”,有点答非所问,因此对方的头脑里不会出现“No”的念头,态度就会稍微松懈下来,容易有“喔,只喝杯茶还可以,打给二十分钟就可以回来了”的想法。

冷读术4:使用狡猾否定,命中对方心思

这个技巧的重点在于使用“否定疑问句”,不论有没有猜中对方的真实状况,都可以顺着对方的话说下去。例如针对客户公司正感到困扰的事情发问,如果猜中了,对话就可以像这样继续下去:

业务员:“董事长啊,您是不是正为了职员缺乏干劲而困扰呢?”

董事长:“就是说啊,最近管理干部很放松,害我没办法处理其它工作呢。”

业务员:“(点头)果然是这样没错。刚好我手边有一项研习活动,可以提高管理干部的干劲,您要不要听听看呢?”

当然,业务员也有可能碰到没猜中的情形;此时,运用“否定疑问句”,就能顺势继续话题,待问出对方真正需求时,便可以再针对这点进行提案。以下是没猜中对方心思时,可以展开的对话:

业务员:“董事长啊,您是不是正为了职员缺乏干劲而困扰呢?”

董事长:“现在不是没干劲的问题,根本连人手都不够了啊。”

业务:“(点头)果然是这样没错。看来我说明得还不够充分。贵公司的职员现在当然都是全心全力在工作上的。但是就因为这样,要是再不增加职员人数,迟早会影响到员工士气。本公司刚好有个人才聘雇项目,让我简单为您说明一下吧?”

冷读术5:用狡猾问题,故意搞错

这个技巧是在对话时,故意搞错事实,让对方来订正,藉此套出对方的信息或真正的心意。例如:

我:“说到这里,小A课长应该是住在X附近吧?”

对方:“不是,是Y。”

我:“是因为盖了新房子才搬家的吗?”

对方:“不是啊,我已经住在同一栋大楼好几年了。”

透过一连串“错误的猜测及提问”,就可以在无须提出“请问你住哪?”“住大楼还是透天厝呢?”这类直接问题的状况下,让对方基于想订正错误的心理,毫无戒心地主动透露出住在“Y”的“大楼”已经“好几年了”等真实信息。

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本文作者

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公益助人

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长程个案

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续单率

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