If you’re a dedicated skeptic like I am, you probably know the way a psychic’s cold read works. Start by asking a broad question that fits almost anyone — like, “Have you lost someone you love?” Allow the mark to fill in the blanks, and then ask further leading questions based on information fed to you until the mark thinks you’re actually communicating with a dead relative. Salespersons play a more ethical version of the same game to learn about the people they sell to. They may walk into an office and, in a glance, learn about a potential customer’s interests, family and more.
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Social Savvy Beats Cold Read for Warming Up to Customers
Posted by: Christopher J. Bucholtz April 30, 2013 05:00 AMIf you’re a dedicated skeptic like I am, you probably know the way a psychic’s cold read works. Start by asking a broad question that fits almost anyone — like, “Have you lost someone you love?” Allow the mark to fill in the blanks, and then ask further leading questions based on information fed to you until the mark thinks you’re actually communicating with a dead relative. Salespersons play a more ethical version of the same game to learn about the people they sell to. They may walk into an office and, in a glance, learn about a potential customer’s interests, family and more.