(gathered here and there on the wide deep web by Fravia+)
go to part two: Body language-2
go to part three: hypnotic tricks

Courtesy of Fravia's page of reverse engineering
Note the "patronising" tone, the false assumptions and the general "falsity" of the whole textes in this section, remember that these textes are "tutorials" for the annoying "salespersons", those awful bunch of commercial swines that try to sell you things you will probably NOT need. These are the techniques they use, and some of the informations given here are worth to know! Read them and never fall again on these faul tricks (exspecially when used on TV ads).

Some of these techniques can also be "reversed", which suits well my "reverse engineering" page: if for instance
 8. Say, "How do you feel about that," not "What do you think about that."
     "Think" causes clients to think of objections. 
     "Feel" causes them to  think of reasons to buy.
you hear something like the stupid phrase above, you may want immediatly to use reverse body language and reverse hypnotic techniques in order to defeat any attempt to influence you. Learn to be free! (and defeat the slave masters :-)

Harnessing The Power Of Body Language: Part 1

You'll find it on

                       All of us are trained in the use of speech -- to communicate what
                       we mean in a way that other people will understand. And most of the
                       time, others understand what we mean. In a telephone conversation,
                       we communicate through speech alone. In a face-to-face meeting,
                       part of the communication is carried in a non-verbal form -- what is
                       often called body language. 

                       Why is body language so important? There are two principal

                            You have probably heard many times that people remember
                            more of what they see than what they hear. Long after a
                            meeting, we are likely to have forgotten the exact words
                            someone used, but we may retain a vivid image of the same
                            person's facial expression. 
                            Through life experience we have learned, perhaps
                            unconsciously, that people often lie with words. (We're talking
                            here about the little white lies and omissions that are part of
                            many conversations.) But facial expressions and other body
                            language tend to be more honest. When a person's words and
                            body language are consistent, we believe that person. When
                            their words and body language say different things, we tend to
                            believe the body language and doubt the words. 

                       Picture this scenario: You say to a friend, "How was your review
                       with the boss?" Your friend says. "OK" Then her smile vanishes, and
                       her hand tightens around the notebook she is carrying. Did your
                       friend really do OK in that review? Probably not, but she does not
                       want to talk about her true feelings right now. When a person's facial
                       expression differs from their words, your experience tells you to go
                       with the visual cues not the words. 

                       The Vocabulary Of Body Language 

                       Body language, unlike spoken language, is inexact; so you have to be
                       careful about how you interpret it. A certain movement or facial
                       expression may be quite meaningful, or it may mean nothing at all. As
                       a starting point, the lists below provide you with some common body
                       language terms and their generally accepted meanings: 

                       Positive body language
                       Positive body language is generally quite reliable as an indicator of a
                       person's feelings. It signals interest in the other person and in the

                       Relaxed posture
                       Comfortably seated, relaxed breathing, no visible stiffness or abrupt
                       movements. These indicate no major barriers to communication.

                       Arms relaxed 
                       Uncrossed arms and hands open (palms up or otherwise visible to
                       the other person) are signs of openness. 

                       Good eye contact
                       Looking in the other person's eyes, particularly when they are
                       speaking, indicates interest in that person. Proper eye contact
                       involves looking away occasionally to avoid staring.

                       Nodding agreement 
                       When nods are used to punctuate key things the other person has
                       said, they signal agreement, interest and understanding. However,
                       continual unconscious bobbing of the head usually indicates that the
                       listener is tuning out.

                       Taking notes 
                       Shows interest and involvement, particularly if notes are on what the
                       other person is saying.

                       Smiling/adding humor 
                       This is a very positive sign. It signals a warm personal relationship.

                       Leaning closer
                       Reducing the distance between two people, particularly when the
                       other person is speaking. Indicates interest is up and barriers are

                       Gesturing warmly
                       Talking with hands, particularly with palms open, indicates
                       involvement in the conversation and openness to the other person. 

                       For all of these positive gestures, moderation is the rule. When they
                       are exaggerated, they can become more negative than positive. 

                       Negative Body Language 

                       Negative body language is somewhat less reliable as an indicator of
                       the person's comfort with the current conversation than positive body
                       language. Actions that are generally considered negative may just be
                       a matter of comfort for this person, may indicate that the person is
                       tired or may result from other matters that are weighing on this
                       person's mind.

                       Body tense
                       Stiffness, wrinkled brow, jerky body motion, hands clasped in front
                       or palms down on the table. These can indicate concern with the
                       topic or dealing with the other person.

                       Arms folded in front
                       Creates a barrier; can express resistance to what is being said.

                       Hand on face
                       A hand over one's mouth is a closed gesture. Leaning on one's elbow
                       with the chin in the hand can communicate boredom. 

                       Moving around a lot, playing with things and drumming fingers are
                       usually a sign of boredom, nervousness or impatience.

                       Arms behind head, leaning back
                       In a well-established relationship, this can be a relaxed gesture. In a
                       new relationship, it is often used to express a desire for control or

                       Boredom, confusion. The other person is talking too much or in too
                       much technical detail.

                       Trying to interrupt what the other person is saying; opening one's
                       mouth frequently as if to speak.

                       Eyes flicking about, blank stares, flipping through literature without
                       really reading it, looking at others in the office, looking at the person's
                       body or clothing.

                       Leaning away
                       Avoiding moving closer, even when something is handed to the
                       person, is strongly negative.

                       Negative facial expressions 
                       These include shaking head, eyes narrowed, scowling, frowning. 

                       Combinations Count More Than Individual Gestures

                       Body language is more meaningful when several expressions take
                       place at the same time. For example, the combination of leaning
                       forward, nodding and smiling is a strong indication of agreement and
                       openness. Most meaningful is a matched set of gestures that also
                       agrees with what the person is saying. 

                       Transitions Count More Than Positions 

                       As a rule of thumb, individual body positions or movements are
                       frequently meaningless. Some people's faces form a smile or a frown
                       more naturally than a neutral expression. Some people lean on their
                       hand all the time; others never do it. Some people can't sit in a chair
                       for more than a few minutes without crossing their arms; others sit
                       erect with their hands at their sides. 

                       What is meaningful, however, is a transition from one body position
                       to another. If a person spends the entire meeting leaning forward,
                       that may be just comfort. But if the same person starts out leaning
                       back and then gradually moves forward as the meeting progresses,
                       that's non-verbal communication. 

                       Using Body Language Effectively 

                       There are two ways you can use body language to enhance your
                       face-to-face meetings: 

                            Observe the customer's body language 
                            Control your body language 

                       Observing the customer's body language 
                       From the moment you greet the customer, observe the customer's
                       body language. At the beginning of the meeting, it is normal for
                       customers to appear somewhat reserved or nervous. If this is a new
                       relationship, the customer may not be ready to trust you yet. As the
                       meeting progresses, the customer should normally warm up and
                       begin to display more open body language. 

                       Pay particular attention to any changes in the customer's body
                       language, both positive and negative. Positive moves are buying
                       signals -- you are on the right track and should keep going in the
                       direction where you are headed. Negative moves are objections.
                       They mean that you and the customer are beginning to diverge. Stop
                       the track you are on, and get back in synch with the customer: 

                            If the customer's body language is expressing discomfort or
                            disagreement with what you are saying, you need to uncover
                            the basis for the customer's discomfort and restore the positive
                            If the customer is dropping out of the conversation, it is time to
                            stop talking and ask an open-ended question to get the
                            customer involved again. The more the customer has drifted
                            from the conversation, the more you must go back to the
                            customer's goals and background -- something the customer
                            knows a lot about and cares about. 


Controlling Your Own Body Language (Harnessing, Part 2)

                       Controlling Your Own Body Language 

                       One person's body language unconsciously influences how the other
                       person in a meeting feels. So you can influence the way customers
                       feel subtly through body language. 

                       Speak a familiar language 
                       Try to use non-verbal vocabulary that is generally understood to
                       convey positive messages. If the customer is a good reader of body
                       language, you are ahead. If the customer is not, you have not lost

                            Maintain good posture, sitting erect but not stiff, hands visible
                            and open.
                            Avoid closed gestures such as crossing your arms across your
                            Maintain eye contact, particularly while the customer is
                            speaking. This says you care about what the customer is
                            saying. To avoid staring, look away occasionally to take notes
                            or to look at materials the customer has brought. 
                            Focus your attention on the customer. Avoid fidgeting or
                            letting your eyes wander while the customer is speaking.
                            These actions will draw the customer's attention away from
                            the conversation and suggest you would rather be somewhere
                            Nod agreement. This is positive if you do it convincingly and in
                            appropriate places. If you do it automatically, it says you are
                            not listening.
                            Occasionally express agreement verbally to reinforce nods. 

                       Reflect the customer's language 
                       Make customers feel more comfortable at first by matching their
                       body language. For example: 

                            If the customer's body language is very open, begin to match
                            If it is reserved or nervous, tone down your enthusiasm a bit to
                            make the customer more comfortable. 
                            If the customer prefers to maintain some distance, avoid
                            moving too closely. 
                            If the customer moves slowly and makes few gestures, avoid
                            extensive gesturing and quick movements. 

                       Using Body Language To Influence The Way The
                       Customer Feels 

                       We normally think of body language as a reflection of what the
                       person is feeling, and that's true. But it is also true that if you change
                       your body language, your feelings will begin to change as well. That's
                       why, when you feel yourself dragging in the middle of the afternoon,
                       a quick walk around the block can rejuvenate you. You also tend to
                       feel better when you put on fresh clothes or if you just smile. 

                       This principle has two practical applications 
                       You can make yourself look and feel better by using more positive
                       body language. The famous football coach Vince Lombardi used to
                       tell his players before an away game, "You've got to look good
                       getting off the bus, and then play a heck of a game." In other words,
                       if you look and act like a winner at the outset you are more likely to
                       become one. 

                       Body language is contagious. If person X uses relatively neutral body
                       language, and person Y uses positive or negative body language,
                       person X will gradually begin to mirror that. Thus, if the customer
                       starts out neutral or somewhat negative and you are increasingly
                       positive, the customer's body language (and thus their mood) will
                       become more positive as well. 

                       To influence the way the customer feels: 

                         1.Start with body language that is generally considered to be
                         2.Carefully observe the customer's body language.
                         3.Alter your body language to more closely match the
                         4.During the meeting, if you think a more positive tone is
                            desirable, gradually change your body language to be more
                            positive in order to influence the way the customer feels.
                            Always make positive transitions in your body language while
                            the customer is speaking. This says you support the
                            customer's ideas and feelings. If you make changes when you
                            begin to speak, it may say that you are trying to take control. 

                       Additional Body Language Techniques 

                       Match your words and body language
                       The customer will trust you less if you attempt to use body language
                       that differs markedly from what you are saying. If you are honest in
                       both, and use both to express your sincere interest in helping the
                       customer, this will show. 

                       Maintain the right distance 
                       People have a comfort zone for how close they want other people to
                       come; only people they feel very comfortable with are allowed to
                       penetrate within a certain distance. Follow these guidelines to
                       maintain a comfortable distance:

                            Follow the customer's lead 
                            From the moment you greet customers, watch where they
                            stand. This will tell you how close to approach. If they back
                            away a bit after the handshake, maintain a greater distance. 
                            Don't tower over the customer 
                            If you are much taller than the customer, be especially careful
                            to keep a comfortable distance. Once you are seated and the
                            customer communicates more openness, you can begin to
                            approach more closely. 
                            Be careful about touching 
                            A firm, brief handshake is always acceptable for greeting
                            someone you do not know well. Other touching is
                            uncomfortable for many people. 
                            Move closer together at an appropriate time 
                            This is valuable in strengthening the positive relationship. But
                            when you move closer to the customer, do it for a reason: 

                                 You can move closer to the customer to look at
                                 a document together, such as a brochure.
                                 If the customer begins to lean closer, expressing
                                 positive energy towards you, it is OK for you to
                                 lean closer as well. 


Harnessing The Power Of Body Language: Part 1

You'll find it on

                       Hypnotic techniques fall into three types: specific words used, actions
                       or body language, and techniques that put you in control. 


                       1. Talk in word pictures
                       When you get clients to vividly picture an experience, they are in an
                       ideo-sensory trance. Use words that appeal to the senses of sight,
                       sound, feeling, etc. 

                            Car dealer: "Smell the new car."

                            Realtor: "Imagine waking up and seeing the beautiful
                            view from your bedroom window." 

                       2. Use power or action words
                       "Grab it," "Let's run with it," or "Just do it," to motivate clients to

                       3. Take control with verbal commands 

                            You need to buy today.
                            You must have one of these to be competitive.
                            You have to invest in this in order to have a secure future.
                            You need to live in this house.
                            Buy now! 

                       4. Use hot, emotional words
                       Money, gain, new, you, loss, free, love, profit. 

                       5. Use absolutes
                       Words like always and never show self-confidence and inspire


                       "It is always better to join a well-established health club." 

                       "You will never regret making this decision." 

                       6. Voice inflection
                       Emphasize positive words and commands to make clients focus on
                       the positive benefits to them:
                       "You will love...."
                       "Buy now and save on the price." 

                       7. Put spunk into your voice
                       Enthusiasm and energy sell. 

                       8. Say, "How do you feel about that," not "What do you think
                       about that."
                       "Think" causes clients to think of objections. "Feel" causes them to
                       think of reasons to buy. 

                       9. Start with higher price first
                       Then, when you show a lower-priced product or a bulk-buy, the
                       price looks good relative to the first price stated. 

                       10. Don't say the word "dollars"
                       For example: $1,286. One thousand, two hundred eighty-six dollars
                       sounds like a lot of money. Twelve eighty-six does not sound that

                       Actions Or Body Language

                       1. Touch the client between the wrist and elbow occasionally
                       This eliminates barriers and creates a bond of trust. Remember,
                       people buy from people they trust. 

                       2. Use anchors to successfully close the sale
                       An anchor is a noise, gesture or touch that is given with a positive or
                       flattering statement to the prospect. The anchor is repeated later in
                       the presentation to associate these positive feelings with closing the

                       3. Nod your head "yes"
                       As you're talking or listening, nod your head whenever anything
                       positive is being said. This causes a feeling of positiveness to be
                       associated with what you are selling. Also, as you nod your head,
                       you will notice that the person you are talking to starts to move their
                       head yes, too. The nodding of their head sends a subliminal message
                       of agreement to their mind, which makes it easier for you to close the

                       4. Mirror the client: 

                            People trust people like themselves.
                            Mimic the body language of the client.
                            When you and the client are in synch, switch over and see if
                            the client mimics you and your enthusiasm. 

                       5. Smile naturally
                       It is proven that a smile fosters a positive reaction in a client. A client
                       gets a good feeling from a smile and associates it with you and your
                       product or service. People want to buy when they feel good. 

                       6. Use facial expressions
                       Most charismatic people have rubbery faces. So, show emotions on
                       your face to connect with the client's emotions. 

                       7. Walk briskly and with confidence
                       This implies you know what you are doing and that you can be
                       trusted. If you appear weak instead of confident, people will be
                       afraid to take your advice. 

                       8. Have a firm handshake
                       People don't respect wimps. They don't trust or buy form people
                       they don't respect. 

                       9. Don't wait to be seated -- take a seat
                       When two people meet, one person takes the dominant position and
                       the other person takes the submissive. Here, dominant position
                       doesn't refer to the aggressive position but rather the expert one. 

                       10. Use open body language
                       Get excited when the client is interested. Relax if he starts to feel

                       11. Have good eye contact
                       People only trust people with good eye contact. 

                       Techniques That Put You In Control

                       Give the client post-hypnotic suggestions such as: 

                            When you review this material after I leave, if any additional
                            questions arise, I want you to pick up the phone and call me.
                            You will love the added security this insurance policy has built
                            into it.
                            After you have been on the radio for a few months, you will
                            notice that more people are responding to your newspaper
                            Think how excited you will be when you are driving your new

                       2. Use "yes-yes" nail downs
                       It is important to get the client to say "yes" over and over because
                       this sets up a condition of agreement that makes it easier to close the
                       sale later. 

                            "Do you want more profit?" -- "Yes."
                            "Do you need more money?" -- "Yes."
                            "It's a beautiful day, isn't it?" -- "Yes." 

                       3. Find out their style of buying and adapt your presentation
                       "How did you decide which house to buy when you bought last

                       When the client answers this question, he is telling you how to sell
                       him (with facts, emotion, ego, etc.). 

                       4. Show empathy by repeating the client's statements, even if
                       you disagree 

                       Client: Your product doesn't work. 

                       Salesperson: You feel my product doesn't work. 

                       5. Move into the future and show a need
                       "As your family grows, you'll need the extra space this house has to

                       6. Use "just suppose" to get around objections 

                       Client: I'm not ready to buy. 

                       Salesperson: Just suppose you were, what changed your mind? 

                            Now the client has just told you how to sell him. 

                       7. Take control by asking strong questions such as:
                       "What would it take to get you to buy today?" Or, "What is the main
                       concern you have left?" "Is there something you haven't told me?" 

                       8. Make it fun
                       People hate to be sold, although they love to buy, and they buy from
                       people they like. Don't bore them. Talk to them as you would talk to
                       a friend at a party. This makes them want to see you and buy from

                       9. Memorize answers to recurring objections
                       Top salespeople know what to say to 99% of all objections. Since
                       clients have learned ways to put you off, it makes sense that you
                       learn ways to counter their efforts. In order to stay in control, you
                       have to be able to effortlessly get around whatever stumbling block
                       the client brings up and continue selling until they buy. 

                       10. Repeat the client's hot button several times
                       A famous saying in advertising is, "Nothing sells like repetition."
                       When a message is repeated over and over, it embeds itself in the
                       client's mind. We must hear something over and over before we act
                       on it. When you give a benefit that the client responds positively to,
                       repeat it often throughout your presentation. Each time you repeat it,
                       the client becomes more and more receptive to buying, so that when
                       you close, buying has become the right thing to do. 

                       11. Use an assumptive attitude
                       Speak as if the client has already bought. 

                       "When you buy this big screen television...." instead of, "If you buy
                       this big screen television...." 

                       These hypnotic techniques can be learned by anyone. Practice them
                       until they are a natural part of your presentation and become
                       undetectable by the client. Hypnotic selling will close more sales and
                       make you more money with less work

"These hypnotic techniques can be learned by anyone. Practice them until they are a natural part of your presentation and become undetectable by the client. Hypnotic selling will close more sales and make you more money with less work"
nice moral and nice ethic! These assholes!
You may be interested to know that the enemy of humanity that has written these awful words is Pam Lontos, which works for (note the name) "Sales & Motivation Inc., in Florida... should you want to contact her, her address is [email protected]

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Fravia 29 Apr 1997