I’m not a fan of conspiracy theories or whatever you want to call the hidden actions of powerful people behind the curtain. At the same time, you know by now that I’m not someone who takes things at their face value either.
What I think is important is that you need to determine your own reality. A reality in which you can explain most of the things that happen in the universe because otherwise you’ll go crazy. It doesn’t matter if that reality always coincides with the definite truth because there is no definite truth. A lot of people resort to religion to explain the inexplicable but that’s a topic for another day…
There is your story, there is my story and then there is the truth.
In business, you have to identify the reality of the person you are trying to make a deal with. Everybody’s reality and values are different and the closer you can get to someone’s reality, the closer you get to what makes them tick. You have to be a bit of a chameleon… You have read the person you have in front of you and use what you see to your advantage. The art of it is, not to let them notice it.
The cheap car salesman will try to do just that by trying to pick up your preferences and then mimicking them. Trying to speak like you and follow your statements and opinions. That’s what I call a slime ball and I don’t want you to be like that – just the opposite. You have to play it smart and be clever in order to catch the big fish.
Never be to eager, always be cool and sooner or later you will land that big deal. Its hard to identify other people’s realities but if you do, you will win – every single time.
It may seem strange to you at first but as you practice you become better and at some point it becomes a reflex.
Please share or comment your experience if you ever decide to try this approach – I’d be happy to hear about it.