Make Up Their Mind

The response we are seeking is “yes”. We obtain this response by asking the

client questions they can only answer “yes” to, and by making statements that

the client can only agree with. By developing this “yes” flow, this chain of “yeses”,

the client will become agreeable. This is because we can only think in

affirmatives. Our mind only understands positive concepts. When we are

presented with a negative, our mind must first translate it into a positive before

we can even conceive of the concept of the reverse. Once the information has

been converted to a positive, our mind can then determine the intention and

modify the information to reflect the actual meaning.

For example, if I were to tell you:

Don’t forget that Friday is the big meeting.

Your mind will understand this as:

~~Don’t~~ forget that Friday is the big meeting.

The “don’t” will be dropped. Now that you understand what to do, (Forget

that Friday is the big meeting, a positive) your mind can, if it chooses, negate

the statement and rephrase it, perhaps as:

Remember that Friday is the big meeting.

However, your mind may stop before the negation process is complete,

and there are many psychological and external factors that can conceivably

cause this to happen. When this occurs, it will simply ignore the negative and

accept the statement as it first understood it.

This brings us to a very important point. Always, always, speak in positive

terms. You should remove words like:

Shouldn’t

Can’t

Won’t

and especially

Don’t

from your vocabulary. I call “don’t” the invisible word, because when you use it,

the listener will ignore it and only hear the rest of the statement. For example,

how many times have you told a child, “Don’t drop that” and what happens? The

object falls immediately to the floor. Right? Now, this is not because the child is

being disobedient. Quite the contrary. In fact he is doing exactly what you told to

do what it was told. This is an interesting phenomenon.

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