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Technique #48
Anatomic ally Correc t Empathizers
What part of their anatomy are your associates talking
through? Their eyes? Their ears? Their gut?
For visual people, use visual empathizers to make
them think you see the world the way they do. For
auditory folks, use auditory empathizers to make them
think you hear them loud and clear. For kinesthetic
types, use kinesthetic empathizers to make them think
you feel the same way they do.
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By just eavesdropping for a few moments on any two people chat-
ting, you could tell a lot about their relationship. You could tell if
they were new acquaintances or old friends. You could tell whether
a man and a woman were strangers or a couple.
You wouldn’t even need to hear friends call each other “pal,”
“buddy,” or “mate.” You wouldn’t need to hear a man and a
woman whisper “dear,” “sweetheart,” or “turtle dove.” It wouldn’t
matter what they were discussing or even their tone of voice. You
could even be blindfolded and tell a lot about their relationship
because the technique I’m about to share has nothing to do with
body language.
How? A fascinating progression of conversation unfolds as
people become closer. Here’s how it develops:
Level One: Clichés
Two strangers talking together primarily toss clichés back and
forth. For instance, when chatting about the universally agreed-
upon world’s dullest subject—the weather—one stranger might
say to the other, “Beautiful sunny weather we’ve been having.” Or,
“Boy, some rain, huh?” That’s level one, clichés.
192
How to Make ’Em 
Think
We
(Instead of
You
vs.
Me
)
✰
49
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