In NLP, there are one technique that allow you to literally change the thinking and feeling of another person without saying a single word. This extremely useful technique is based on a conditioned response, and is very easy to set up.

The person who stumbled across the amazing discovery is the Russian Scientist Pavlog. He was doing experiments on the chemical makeup of dog saliva. He would bring the dogs their dinner, and he would ring a bell, and then he would collect their saliva for analysis. After that he experimented with only ringing the bell. Guess what? They salivated just as much as they did.

In the world of NLP and conversational hypnosis, this is called an “Anchor.” And once you set them, you can fire them off whenever you want, to create the desired response in your listener.
Some anchors are kinesthetic, that is, they depend on touch. When you conversation partner is happy and laughing, you reach over and touch them on the elbow.

If you don’t feel comfortable touching somebody, you can also use them spatially. Simply gesture a certain way when somebody is expressing an emotion that you’d like to save for future use. Then later in the conversation, the salesperson will use the same gesture when describing their own product. This is very powerful, very covert, and very easy.

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