How Mentalists Read Your Mind The Art Of Cold Reading or Mind Reading | Page 42

7 The Vanishing Negative
Is a negative question of ambiguous tone and phrasing.
Whether the client agrees or disagrees, it’s always a hit.
Examples
1/ “You don’t work with children, do you?”
IF ANSWER = “NO” : “No, I thought not, that is really not your role”
IF ANSWER = “YES”: “You see, I thought so. There is a strong affinity
with children indicated …”
+ ADD THREE EMBELLISHMENTS
1/ Establish agreement : confirm client in how she is
2/ Reassure
: Tell why this is good
3/ Expand
: Anyway, the reason I sensed you … is
that I sensed …
E.g.: “some good prospects arising from
your natural ability to develop new
opportunities.”
2/ “I sense that you are concerned about a relationship?”
IF ANSWER = “NO” : Continue to refine
IF ANSWER = “YES”: “I sense however also that other questions are
more pressing now …”
8 The Sherlock Strategy
Some information can be extracted by observing the client for
clues.
Use of language:
Quality of clothes:

social level, education
social level
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