Can Psychics’ Tricks Help Your Startup?

The Wizard

 

If you’ve never heard of it before, cold reading is the name of a technique used by many controversial ‘psychics’ and people claiming to be able to talk to the dead. The technique has nothing to do with supernatural abilities, but is rather a method psychics use to con their audience members into thinking they know more about them than they really do.

By using a number of psychological techniques and a lot of practice, these charlatans are able to convince anyone they meet that they must have some kind of psychic ability.

The canny founder out there is probably thinking that this sounds like a tool you could apply to your startup. Surely the ability to intuit lots of information about a person would enable you to be a better salesperson, to give better presentations, and to motivate your team more?

You’re right! Cold reading can be used effectively in business in a number of capacities.

How Cold Reading Works

The basic idea behind cold reading is simple. You talk quickly, make lots of statements, and pay careful attention to people’s body language. Then you can qualify your statements based on those reactions.

One of the methods used in cold reading is called ‘shotgunning.’ Here you make lots of quick statements that are generally quite vague and then look for responses from that person to decide which statements best describe them. Human nature works to your advantage here because the listener will only really remember the times that you got it right and will gloss over the times you got it wrong.

Another technique you can use is something called the ‘Barnum’ technique. Here you make statements that are generally true for everyone but that sound very intuitive and personal.

For example you might tell someone that they get nervous at extreme heights, that they keep lots of old photos of relatives, or that they sometimes feel insecure without really knowing why. These are universal experiences, but they sound intensely personal, and the listener will feel like you know them well.

In the ‘rainbow ruse’ you make a statement that can’t possibly be wrong because it actually describes two opposite situations. You might for instance say that someone is sometimes very angry but also very calm and placid. This is once again true of everyone and doesn’t really mean anything, but it’s not easy to completely deny.

When you combine the rainbow ruse and shotgunning, you can watch out for which statement the person reacts best to and start leaning your monologue in that direction. If they smile when you say ‘but also very calm and placid,’ you can then elaborate by saying, ‘In fact some of your friends would say you’re so laid back you’re horizontal!’ Naturally most people will believe the more positive statements about themselves

For a great example of cold reading, from someone who admits it’s just an act, check out Derren Brown. He also does a number of corporate events and has a brilliant live show.

How to Use it In Business

There are many ways this can apply to a business setting; you just need to use a little imagination.

  1. Use these techniques in sales by suggesting that you know the person well and understand what they need.
  2. Convince an investor that you’re the perfect company for their portfolio.
  3. Insinuate that a project is coming along well, without lying!

Use these techniques well, practice them hard, and you can end up being able to tell everyone precisely what they want to hear.

Evan Thomas is a carefree and enthusiastic businessman. He enjoys writing about his experiences and sharing useful information through his articles. Visit www.incorporator.com.au for interesting tips.

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