Ever since the dawn of “civilization,” (a word based on “civil” that means people that behave according to rational thinking and plans, rather than hunter-gatherer instincts,) justice has always been an ideal.

In pretty much all societies, the idea of having a trial to get to the truth is essential.

Since everybody has a different view on what happened, it’s important to get as many different viewpoints as possible.

Ideally, an impartial group of people, or an impartial judge, will consider all the evidence, which is usually testimony from all the people involved, and come to a rational decision that’s fair.

The whole existence of such a system, that shows up in pretty much all cultures, is an indication that ONE person’s viewpoint is flawed. We always look out to the world through our own lens of biases, fears, subjective beliefs, and desires.

This happens in every single conversation we have with others.

We think we’re making our point perfectly clear, but the other person just doesn’t “get it.”

Of course, they likely think we’re nuts and aren’t making any sense, and we’re the ones who don’t “get it.”

Most people simply assume that their point of view is the RIGHT point of view, and everybody else is wrong.

Just realizing that everybody has their own “version” of the truth is going to put you WAY ahead of everybody else, in terms of communication effectiveness.

And if you take the time to actually listen to and understand what other people are saying, something pretty amazing will happen.

They will suddenly see you in a new light.

You won’t be like everybody else who is only imposing truth. You won’t be simply waiting for a hole in the conversation so you can give even more evidence of your “correct-ness.”

You’ll actually be listening to them, and getting them to talk about what’s important to them. The unmet needs they have. The desires they have.

And when they’re seeing you through the lens of their desires, needs etc, (not somebody who is withstanding their truth, but somebody who is actively seeking it) you will suddenly have a huge amount of charisma and personal magnetism.

This is quite an interesting shift, one that few people will ever experience.

That’s why using these language patterns are so powerful. They’ll let you slowly and carefully open them up, so they’ll eagerly share their truth with you.

And never forget you.

Covert Hypnosis

If you don’t do this one thing, you have a very, vary strong chance of not getting anything close to what you want.

However, if you do this thing well, there’s really no limit to what you can get.

None at all.

Luckily,  this “thing” is something you already know how to do. So you don’t really need to learn anything. You don’t need to do anything out of the ordinary even.

You just need to do the same thing that people have been doing since before recorded history.

Maybe you can improve yourself in this area, but it’s not something new.

What’s the “thing”?

Interacting with others.

Yea, no big surprise, right?

Yet many people think they can get stuff without doing this. Many people imagine they can make their dreams come true all alone, or via some magical force that none know exist.

Sure, there are SOME people who can get SOME things without the help of others. But that’s usually people in movies who are stuck on islands.

And even then they can only get a few coconuts and maybe some fish.

But here’s the most crucial part.

When you interact with others, it’s always some kind of exchange.

Sure, when we’re little kids and live inside families, we just express our needs and they get fulfilled.

That’s the job of our parents. That’s the job they signed up for when they decided to have us.

But harsh as it may sound, out in the real world, where you interact with people you have NO blood relationship to, nobody owes you squat.

Which means nobody’s going to GIVE you anything.

Unless of course, YOU give THEM something in return.

Doesn’t have to be tangible. Doesn’t even have to be a big deal. A stranger gives you the time, and you give them a genuine smile and “thank you.” That’s an honest and mutually beneficial exchange. It makes both people better off. It makes both people happier.

No manipulation, no con jobs, no scams.

All interactions between adults are like this. Friends, lovers, co workers, bosses and subordinates.

How do you get better at this? So you can not only give more, but get more?

The secret is in understanding that people WANT a lot more than they’re saying. They want a lot more than they’re getting.

And you (yea, YOU), have a LOT more than you’ve giving. WAY more than you think.

By opening up yourself, and learning how to open up others, you can give more, and you can get more.

All the way from a simple smile for the time, to a huge pile of cash in exchange for your skills.

And it all starts with your communication.

Covert Hypnosis

So far, it’s pretty good. It’s more about Kublai Khan and all the political intrigue than Polo,  who is really the observer proxy for the audience.

If you can get past the language assumptions (some Italian guy is speaking fluently to a Mongol King in China) it’s pretty interesting how he chooses his words carefully when speaking to the “Great Khan.”

Since there’s all kinds of inter-family backstabbing and jockeying for power, Kahn uses Polo as a kind of “spy” to watch some of his family members and report what he sees.

From the beginning, Kahn decides to keep Polo because he describes things pretty well.

But most of his descriptions seem to “hide” certain truths, as he’s worried what will happen if the Great Kahn realizes what people REALLY think about him.

This is how most people use language. A great thinker once described language as a “tool to hide what’s really on our mind.”

Few people understand that’s only HALF of it’s power.

Most of us are pretty natural at using language to hide certain truths.

Somebody works for a boss and did an absolute crappy job, for example. Another manager calls the boss for a reference, and the boss says something like, “Well, he always showed up on time. And he never really used any swear words.”

Now that “sort of” sounds good, but in reality it’s clear that the boss didn’t think so, since had nothing to say about his work performance.

We do this all the time. We hear an idea that’s total crap, and we say, “Hmm, that’s interesting.”

But the real power of language is when you stop covertly hiding truths, and start to covertly expressing truths.

Truths about yourself, your ideas, your business. Anything.

And it has the incredible effect of letting your listener or reader “discover” the meaning on their own.

What ideas would you to covertly slip into the minds of others?

Covert Hypnosis

Meaning that unlike most every other job, the better you do, the more you’ll make.

Instantly. No need for waiting for a promotion every year.

And you don’t need any education, or technical training, other than knowledge about the product.

Which is why plenty of people with barely a high school diploma are easily making six figures in all kinds of sales.

On the other hand, it can be incredibly nerve racking. Because on the other of the coin is rejection, and poverty. Since most sales folks are paid on commission, if you don’t sell anything, you don’t get paid anything.

If you’ve ever had any kind of sales job, you may be under the impression (as most people are) that selling requires some kind of magical, high-energy charisma that mesmerizes the clients. Some sales people do seem to have that “in your face” quality.

But in reality, that’s the WORST way to sell things.

Why?

Because it ignored the REASONS the other people want to buy stuff.

Most people are taught to memorize a list of “features and benefits” of their product, and overwhelm the clients with all the amazingly fantastic things about the product.

Hopefully, if they do this with enough energy and enthusiasm, enough customers will buy.

But doing this just makes rejection hurt a lot worse. If you put in a HUGE amount of energy into your presentation, and they say “no thanks,” it’s VERY hard not to take it personally.

Which is why it’s much, much EASIER, more respectful, and at lot less stressful to simply to find out what they want.

The thing about human desires is once we get past the “surface structure,” our desires are pretty vague.

Which means you can take pretty much any reason somebody is shopping, find out what their REAL desires are, and link them up to quite a few products and services.

So long as they really WILL fulfill their needs, they’ll see the products (and you) as the luckiest thing that ever happened to them.

Obviously, this works just as well if you’re not selling anything, but doing ANY kind of persuasion or influence.

The basic strategy is to simply elicit their criteria, magnify it and then “hook it” to whatever you’d like them to do, using some powerful language patterns.

The BEST part is they’ll do what YOU want for THEIR reasons.

Zero “in your face” enthusiasm required.

Covert Hypnosis