When we talk about marketing most us assume it is to sell a product or service to others in order to make a profit for ourselves. In this article we are going to look at what can profit you BEFORE you attempt at gaining the same from others.

These are known as MACRO-OBSERVATIONS; they happen so fast and for the most part go unnoticed. Apart from NLP and hypnosis I perform as a psychic entertainer. No I do not claim psychic powers but I do claim to be able to read a person based on many aspects of non-verbal communication.

What I want to share with you today is just one of the areas that go under the radar of most people. Practice the contents of this article and I promise you that your inner-speak will improve, your clients attitude towards you will be vastly improved and if your in businessincrease your value to customers and make more profit for yourself.

This is NOT about energy it is about how you communicate your inner thoughts through the shape of SUBTLE body. Oh and before you say its about body languageNO not that Let me explain what I mean

Much of what is written about body language points towards the observation of others during your communication with them. Very few make a point of explaining YOURE subtle body movements that will and most often limits yourself.

Ever noticed that when you are being negative or your talking to someone who is being negative exactly where their center of gravity is? Where is yours? No I guess not why would you? Ever noticed where the center of gravity is when youre feeling good, talking positive? Again I dont think many people would notice or bother to observe in this fast-paced world.

My point is that next time you observe a person communicating, dont pay all your attention on his or her body-language in the traditional sense. Take a closer look at where the body weight is on key points in their conversation.

Good points for a right handed person will normally bring the body weight over to the right. Bad points would be seen to be leaning to the left. The reverse is true of left handed people. If you doubt this take a closer look at yourself or others for a while, its subtle but here.

For those of you who are familiar with eye accessing cues think of this as Central Nervous System Accessing Cues (CNSAC). Believe it or not we all have a body shape that is driven by our mood. We all have CNSAC built-in that has evolved over our own personal lifetimeIt gets better!

If you know what the shape of someone is while talking about a good thing, or bad, it matters not. Then you already know how to make changes to the CNSACsHow?

There are two main areas of improvement that can be unutilized by being aware of this in yourself and others. For reasons of space and time I will focus on the CNSACs that will have the greatest bearings on your success. To make changes in self or others here is what you need to do

First notice what it is you or they do when being positive and negative (this is easier if they or you are standing). This also includes the whole body shape, where the arms go, if the head tilts to one side, hands open or closed, in fact every detail. You may think this all sounds a little too much to observe at once and I would agree. However there is a simple way around this.

Next time youre talking and you spot a shift or movement at the peak of a positive or negative conversation simply say Freeze! Thats right, just like they do in police moviesFREEZE!

Now you have a snapshot, get them to take note (as well as you) of every detail. Then have them shake it out, turn around jump up and down. What ever it take to re-boot the CNSAC.

Now continue with the conversation, if the last freeze was in the middle of a negative recall then pick another negative just to verify that the first observations are generally accurate.

Now continue the conversation bringing in positive memories and reactions. For instance you may ask about a great holiday, good movie, first time they met their loved one, anything to get a positive response. Then at the peak of that recall freeze them again. Take note of the differences; take note of the body weight shift (there will be one). Confirm this again with other positive recalls.

Now all the above is a classic CNSAC calibration, just like any other type of evaluation you must first know what parameters your dealing with. Now you have two extremes of the same person and knowing this should allow you to make some wonderful changes.

HOW TO MAKE THOSE CHANGES

There is enough to write a book on all the details of the changes you can make but for the purposes of this short article I will stick to the basic principals. If you want a more detailed approach then email me at the site below.

In order to reverse the negative CNSAC you need to give the following instructions, if done correctly it WILL work.

1. Compound the positive at least three times, more if needed.

2. Get them to shake it out then proceed with the negative recall.

3. Instruct them (or yourself) that at the very moment the body starts to drift towards the familiar CNSAC FORCE it over to the positive then freeze.

4. Hold it for 5 seconds and allow the positive feelings to rise

5. Shake it out and repeat point three and four above for three more rounds.

6. Now ask them to try and recall the negative but (and this is important) agree that it is easy to recall the memory but what you want them to do is try and see if the emotional (feelings) of the event, habit or inner-speak is as troubling as it was.

You will notice that the above (point 6) contains italics this is because these words are important. They are embedded suggestions and are used here to infer a deliberate difficulty. The word was is used and emphasized to place the previous negative trait into the pastit is important to do this.

Now you may be wondering what this therapeutic approach has to do with the business of making a profit. If you find yourself feeling a lack of confidence on cold-calling or in fact any aspects of your working day then do all of the above on yourselfIT DOES WORK!

Secondly it can be transmitted to your workers or clients in the following manner

THE IN-HOUSE SALES MEETING

Its Monday morning, the staff are gathered and your about to give them a motivational talk in order to boost their efforts for the coming week (what do you mean you dont!)well start!

The sales team have had a heavy weekend and like all humans Mondays are a recovery period (like it or not). Apart from the areas you need to talk about such as sales figures, new clients, accolades for good sales from previous weeks and individuals that have shown exceptional forethought in the course of their duty try this little exercise

Im not sure if you remember the old game that requires the players to freeze so the person who is it does not see them move. There are many variations but this is going to be the essence of the following exercise. An important point to remember here is that you do not tell anyone what is coming next.

There are many reasons for doing what I am sharing with you here and many subtle psychological tools at work, I do not have the time to explain all the details as to why here but if you read the bio below you can email me.

Have them all stand up! Now ask all of them to recall a negative feeling/experience that drains their ability or confidence to perform their individual tasks perfectly. Dont ask them to verbalize it (most will not and why should you embarrass them anyway). Now get them to act as if they were telling their best friend (note that subtle suggestion here). Miming their concerns to each other as they inner-speak.

Halfway through all of this ask them to freeze it is important you wait for the right moment (when their guard is down). Do not move a muscle is your instruction to all of them. Now ask the partner (yes they should be in twos with you and a sales member up front demonstrating). To describe the others body shape and as this happens list all the common elements so everyone can see them on a white board.

You may want to use one of those wooden art-dolls that you can shape or several of them (one for each couple) to show the body shape.

You and they will all notice some interesting things that they had not before, some common to all, others very individual. Now the really fun part Shake it all outre-boot the CNSAC (as explained at the beginning of this article). Now repeat the same scenario only this time use a great and positive memory, one they can personally relate to, and one that makes the individual feel GREAT!

Then get them all to FREEZE again each person now has a previous reference (the wooden doll) or notes you had the partner make. Now show or write down those differences. In many cases it is almost a reflection of the previous body shape!

Once everyone has done this YOU go around and make some subtle adjustments, maybe a slightly higher hand on a few, maybe a more pronounced tilt on someones head. As I mentioned above there are reasons for doing all of this but I dont have the time to explain them here.

So now we have all your staff/sales team in the reflective position they started out with. Now ask them to repeat that internal conversation all over again. Your job here is to wait and observe.

If you notice the majority of your staff will have changed position, call out freeze again and point out to everyone the changes that have taken place. Now ask them all to go back to the positive reflective position and make some more slight adjustments to some individuals again. (This telegraphs to everyone that it is important, thats the only clue youre getting here about why you are making the detailed adjustments).

This time tell them to force themselves to keep that positive position while going through the inner negative conversation again. Now a sure sign of this beginning to work is laughter, yes laughter! Why? Ask me to demonstrate in your company and Ill explain the psychological details to you.

Now that you have created a different body shape to the one they normally use when being negative you have also made some profound changes to their mind. Mind and body are linked in ways we are only just beginning to understand and this exercise helps demonstrate that very well.

Laughter is also a sign of nervous or negative energy being transformed or transferred in the mind and body. It is a conversion indicator of one into another. You have also created a powerful set of anchors in terms of NLP that now overrides pervious negative experiences. There is much more at work here than you or I have time for. I hope that many of you will not write off this exercise as some sort of new-age hocus-pocus is far from that.

The attitudes of your staff will change for the better and if you present this correctly then you have successfully re-wired the front temporal lobes of your staff in record time! If you feel you or your company could do with this or similar approaches to motivation the details are belowend of sales pitch and hopefully for you this is the beginning of an astounding changes in your approach towards self and others in the sales and marketing world or wherever you happen to live and work day-to-day.

If youre a sports person you may want to try this after you have perfected your psychical game. The fact is after you have honed your body to get into shape it is that negative twitch that is so subtle traveling under the conscious radar that makes many a good golfer slice the ballwhat sport do you want to excel in?