Validation Loops
The more you keep your prospect seeking your validation, the more you secure your higher status
It’s a sort of tension that whatever they say or do is “not exactly” correct or “enough”
It’s intriguing and will keep them on the Hamster Wheel
The more you keep your prospect seeking your validation, the more you secure your higher status
It’s a sort of tension that whatever they say or do is “not exactly” correct or “enough”
It’s intriguing and will keep them on the Hamster Wheel
You have to subtle and pepper it in through multiple interactions
But in general resist the urge to always appease your prospect in a sales call and learn to keep them guessing
- They laugh you stay silent
- They say “It’s normal for XYZ” you say “Eh depends”
But in general resist the urge to always appease your prospect in a sales call and learn to keep them guessing
- They laugh you stay silent
- They say “It’s normal for XYZ” you say “Eh depends”
And then throw them the occasional bone by being in agreement
- Laugh when they laugh “Ha totally!”
- Overt agreements like “Completely agree”
Even toss in some genuine gestures of appreciation but ONLY when you have Frame Control
- Laugh when they laugh “Ha totally!”
- Overt agreements like “Completely agree”
Even toss in some genuine gestures of appreciation but ONLY when you have Frame Control
It’s cool when you slightly appease when you are perceived to be higher status. It gives them validation
When you’re Low Status it comes off as a$$ kissing
Win the Frame Game first then be relatable, build rapport etc
When you’re Low Status it comes off as a$$ kissing
Win the Frame Game first then be relatable, build rapport etc
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