He is in training for advanced certification and a trusted colleague who's childlike enthusiasm and selfless sharing is a blessing to all who attend the team analysis sessions. In anonymous author identification, he is invaluable.
This highlights a simple and effective application of Statement Analysis in everyday life.
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The Complete Statement Analysis Course is done at your home or office, and comes with 12 months of ongoing email support of your work. In addition, you will receive a free invitation to a 6 hour live team analysis training session. This allows you to put your knowledge to work while being guided by professional analysts and instructors.
The course should not be rushed, and much repetition involved.
The New Mattress
Thank goodness for Statement Analysis training and the ability to
overcome the dulled listening that allows deceptive people to
My wife, Barbara and I went shopping for a new mattress last week. We first went to a well-known national mattress chain who advertised Memorial Day sales. The salesman showed us the various name brand mattresses they carried. Then, without being asked, the salesman said some of the mattresses were closeouts or blemishes. This of course prompted the question from me:
Are these refurbished mattresses?
The salesman responded appropriately…at first, by telling me “no.” However, he then mitigated the “no” by telling me what they “can’t do,” which only showed sensitivity and raised my suspicion level:
“We can’t sell them as new if the packaging has been opened for any reason.”
He continued to dig the whole deeper by stating: “We aren’t like the 2nd hand company down the street that sells refurbished mattresses.”
I know he didn’t realize what he was doing, but he just compared himself with the company down the street that sells refurbished mattresses. By now I had no intention of buying his mattress, but as a Statement Analyst, I couldn’t wait to hear what came out of his mouth next.
Q: What tool was I going to use to elicit more sensitive information from him?
A: The exact same question that caused him psychological duress the first time around:
So, are these refurbished mattresses?
His response was priceless:
“No, they shouldn’t be. I mean we just can’t sell them as new if the package has been opened.”
He should have shut his mouth at the “no.” At the very least, he suspected they were refurbished. At the worst, he knew they were refurbished and was desperately trying to convince me otherwise. His problem was that his brain couldn’t contain the information he knew to be true, while formulating a deceptive and mis-leading statement.
I wanted to toy with him more, but my wife new what I was doing and gave me “the eye,” which told me it was time to leave the poor salesman alone.
Needless to say, we didn’t buy from his store. We did however, come away with a good laugh and a great lesson to pass on about the usefulness of Statement Analysis in everyday life.