Cold Reading Summary (C12): Meta Situations

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The easiest way to make a sale is essentially a two-step process:

It should be clear to you by now that the main lesson from this book is that what we feel and how we respond internally in specific situations is, with few exceptions, universal.

We do journaling to help us pinpoint exactly what those thoughts and feelings are in different situations.

Then we practice articulating those feelings so when we notice people in similar situations, we can echo back to them what they are feeling. 

Since most people think their thoughts and feelings are unique, it’s important that you describe what they are feeling in a way that validates their uniqueness.

Once you can do this, your target (the person you are cold reading) will feel a deep connection with you since you “know” them in a way most people don’t - more than they know themselves.

After you have journaled about simple ideas, such as common fears and common desires, you can start to branch out a bit.

The more emotions and different situations you can tap into, the more effective your cold reading will be. 

For example, you can tap into many positive emotions by journaling about how you feel when you see things that inspire you. These are things you want that you believe you can get, such as a nicer car, a better apartment, or a new job.

You can (and should) also do this for negative emotions by focusing on things you want but you think are out of reach, which may make you feel frustrated, angry, jealous, etc. For example, a huge mansion, dating a movie star, or a new Ferrari.

Of course, everyone’s wants are different, so when you do this, make sure you imagine things and situations that actually bring up the positive and negative emotions.

Purposefully bringing up negative emotions is an unpleasant exercise, but it is necessary. Remember, when you cold read someone and surface their negative emotions, you always want to bring it back to the positive, so do the same to yourself. 

Not only will this make you a better cold reader, it’s also very therapeutic.

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