“Breaking the mirror” is a term used to describe how lawyers intentionally disrupt the psychological connection, or rapport, with a witness on the stand. That disconnect is also called antipathy. During questioning, attorneys may initially mirror the witness’s tone, energy, rate, and body language to connect and build trust but then strategically break that alignment to create discomfort. This shift is particularly effective in creating pressure and undermining a witness’s confidence.

Harvard Psychologist Ellen Langer Shows How Mental Attitude Can Potentially Reverse the Effects of Aging

Want to know when, where, and how to use antipathy or unrapport? I know that is not a word, but it fits the topic. Join me for this week’s podcast on Destroy Rapport, Break The Mirror, And Increase Influence. Discover ways to use this disconnect to influence those who are demanding, unwilling to cooperate, and with dishonest people.

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The importance of the RAS in persuasion extends to various fields, from marketing and advertising to public speaking and education. By leveraging the power of the RAS, persuaders can enhance their ability to keep their prospect’s attention and motivate them to action. Understanding and utilizing the RAS is critical to involvement and making a lasting impression in a world overflowing with information.

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Join me for this week’s podcast on The First Gatekeeper - The Reticular Activating System (RAS). I will take a deeper dive into the brain and how to leverage the RAS during persuasion and influence. Learn how to use the RAS to keep their attention and get them to focus on you and your product/service.

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Influencers use closing skills to guide potential customers in making a decision. Effective closing skills ensure both the salesperson and the customer feel confident about the purchase, minimize resistance, and create a smooth transition to get the YES. Closing skills also enable salespeople to address last-minute objections and encourage customers to commit to the solution.

Deal or No Deal - The Role of Emotions in Negotiating Offers

A little anger in negotiation pays

What do your prospect’s hate about your closing skills? What repels them? What helps them? Join me for this week’s podcast on What Are The Top 5 Complaints About Your Closing Skills - With Solutions. Discover the critical influence skills that will seal the deal.

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