27 OF THE BEST HEALTH “TIPS”

1. How to fight aging

Did you know that just walking for 30 minutes, 3 or 4 times a week is enough to combat aging?

According to researchers at the University of California, one of the principle causes of deterioration of the human organism’s physical faculties is its diminished ability to metabolize glucose. And they showed that even leisurely exercise, like taking a walk, plays an important role in keeping glucose metabolism functioning smoothly.

Do you spend the whole day sitting at your desk or in front of a computer screen? Why not get up occasionally and do a few minutes of physical exercise? Don’t worry about what other people think. In some Japanese companies, it is even become a collective habit. Every twenty minutes a bell sounds, and everybody gets up to do some stretching exercises, after which they sit down again as if nothing had happened. Japanese managers are convinced that their employees are more productive when they are relaxed.

2. Are you anxious?

Is worrying one of your characteristics? Well, stop! It is okay to worry, but at the right time.

Psychologists at the University of Pennsylvania tell patients who suffer from anxiety to regularly do a daily twenty minute “worry session,” always at the same time and in the same place. Collect your head full of worries during the day (don’t suppress them!) and then pour them out during your daily worry session. Exaggerate your worries to the point of absurdity - knit your brows, make faces, let the sweat flow, shake and cower as much as you like. In other words, make a caricature of the part of yourself that is always worried, and in so doing exorcise it.

Eliminating worry will help prevent numerous psychosomatic illnesses, which result from living in a state of permanent anxiety.

3. Care for your heart while you sleep

In which position do you sleep? If you sleep on your stomach or on your left side, you are putting pressure on your heart with the extra body weight, while the heart has to continue pumping blood as usual. This additional burden wears the heart out more quickly. Think about it - you spend more than one third of your life sleeping! To reduce the strain on your heart, sleep on your right side, or on your back. This simple technique will add years to your life.

4. How to avoid cancer caused by smoking

If you smoke, you can greatly reduce the risk of contracting cancer by drinking carrot juice. This according to the German Doctor Hans Nieper, founder of Eumatabolic Medicine, a new alternative mode of treatment which has become very popular in Germany. The carotene found especially in carrots prevents and can even cure cancer.

Dr. Nieper states, “If you smoke 60 cigarettes a day but drink 4 glasses of carrot juice, you will still be less prone to contract cancer than someone who doesn’t smoke but who doesn’t drink carrot juice.” Of course, if you don’t smoke and do drink carrot juice all the better!

5. Avoid eye problems caused by T.V. and monitors

The eye was not made to be constantly focused on close objects. If your work requires that you stare at a computer screen all day long or if you watch a lot of television, stop from time to time to do a few eye exercises. For example, roll your eyes in large circles in both directions; look over to each side as far as possible and then go from up to down; or scan an imaginary text on the wall from left to right; or look out the window as far as you can following the horizon then return to a point right in front of you and begin again. In this way, you will avoid long term eye problems, you will enlarge your inner space, and relax both your eyes and your mind.

6. How to beat asthma

Asthma partially obstructs the bronchial tubes, making breathing difficult. The cause of asthma is still not known. But if you are an asthma sufferer, you can, through natural means, considerably reduce the number of asthma attacks you get.

A placebo study has shown that asthmatics who consume 1 gram of vitamin C per day had 4 times fewer attacks. When they stopped taking vitamin C, the attacks resumed with the same frequency as before (Trop. and Geog. Med., Vol. 32, Mo. 2, 1980).

As for magnesium, it also works wonders! Dr. Zack H. Haddad of the Faculty of Medicine at the University of Southern California conducted a study on thirty children suffering from asthma associated with allergies. Twenty of them drank a daily amount of mineral water rich in magnesium, while the others received no magnesium supplement.

After three months, the first group had a higher level of magnesium in their blood, and they were able to breathe more easily. So taking vitamin C and magnesium is an excellent way to prevent asthma attacks. But what can you do to breathe more easily during an attack? Simply drink 2 or 3 cups of strong coffee. By activating blood circulation, it eases respiratory blockage.

In addition, the American Lung Association recommends the following exercise:

l. While standing, contract all your muscles. Keep them contracted for a few seconds.

2. Release the muscles, like letting the air out of a balloon. Relax all your muscles completely until you feel like a limp cloth.

3. Let yourself fall to the floor, and stretch out. Close your eyes and relax your face and your feet.

4. Imagine that you are floating on water. Concentrate on the effect the earth’s gravity has on your muscles and on the pleasant feeling of being completely relaxed.

5. Breathe gently and quietly, as if you were about to fall asleep.

6. Open your eyes.

Practising this exercise when you feel an attack coming on, or once it is already started, will help you overcome your asthma condition.

7. Losing weight: The Pakistani method

Pakistani women have an amazing trick they use to stay slim: they keep a string permanently tied around their forearms. According to Dr. Drupas, a gentle but constant pressure on the nerves in the forearm stimulates certain glands, particularly those involved in weight control (thyroid, suprarenals). Why don’t you try it? Find two ordinary rubber bands and place them around your right forearm, one third of the way up between your wrist and elbow. The rubber bands should exert noticeable pressure without cutting off blood circulation and should not slip or slide when you move your arm. This is not a tourniquet! For best results, you have to wear the rubber bands constantly, even at night when you sleep. It is also recommended not to wear any other jewelry on the right arm.

8. What to do when you get something in your eye

Got some dust in your eye? Or some other irritant like an eyelash or cigarette ash? You can use the following technique to help others as well as yourself. Before doing anything, make sure you don’t do what you absolutely shouldn’t: rub or press the eye, lift the eyelid, or remove contact lenses without washing your hands.

How to proceed?

· Examine your eye. Is it red? Swollen? Is it tearing? What do you feel? Does it itch? Burn? Is your vision blurred?

· Let nature do its work - it is usually effective. Tears and natural eye movements will usually get rid of the irritation.

· Try rinsing your eye with some warm water, or with drops. You can pull on the skin around the eyes, but don’t touch the eyelid.

· If this doesn’t work, wash your hands, and then lift both the upper and lower eyelids to locate the irritant. Is it on the inside of one of the eyelids, or is it stuck to the eyeball itself? Pour some sterilized, warm water on your eye to flush the irritant out.

· If you can’t locate the irritant or if the discomfort persists after you have removed the particle, you would better consult a doctor.

9. A few tricks for treating insect bites

You don’t have to sit back and just passively put up with insects, especially those that like to bite (mosquitoes, wasps etc.). Eat asparagus and your sweat will develop an odor that repels insects. Or apply lemon oil to your skin.

If you are bitten, there are natural substances to soothe the irritation. Aloe vera has extraordinary powers of soothing skin disorders. It is available in forms for both internal and external application in most health and beauty stores. If you have one of these amazing plants growing at home, cut the tip off one of the leaves (the leaf will heal itself). Apply the pulp and juice to the itching or swollen area.

Lightly boiled cabbage or leek makes an excellent analgesic poultice. Of course, if you are hiking in the woods, you might have a little trouble finding cabbage! Plantain also works well. Cut it and rub it to get to the juice then apply it to the affected area.

10. How to get rid of liver spots

If you have liver spots, it is up to you to get rid of them. May be you took too much sun, without using the proper precautions like sunscreen, gradual exposure, etc. If you continue ignoring your skin in this way, you might end up looking like a lizard! Liver spots can also result from a thyroid deficiency. The thyroid gland must therefore be stimulated through a variety of means. For example, brown seaweed tablets: take one a day every morning, for fifteen days a month.

Or apply a cream composed of 1 teaspoon oxygenated water and 4 1/2 tablespoons lanovaseline every morning and night. Aloe vera (see previous chapter) is very effective in treating skin disorders. Daily application of aloe vera over a period of time can eliminate liver spots completely. Also take a look at your nutrition: the real problem might lie in what you do or don’t eat, like a diet too high in fat.

11. Treat diarrhea without medication

If you have ever been to a tropical country, you have probably experienced diarrhea: frequent and uncontrolled evacuation of liquid stool caused by bacteria in local water, milk or food.

Diarrhea can also be caused at home by excesses in diet (a diet that is too rich) or an allergic reaction to certain foods or medication or even by stress.

To treat diarrhea, avoid all solid food on the first day. Drink liquids like water, apple juice, meat or vegetable boullion and tea. These will compensate for your loss of water - dehydration being one of the main dangers of diarrhea - and will give your intestines a period of rest.

If you have stomach cramps, rub your hands together for about a minute. Then place both palms on your abdominal region. The heat will soothe the pain. On the second day, eat small quantities of solid food. Among the least irritating are cooked cereals (especially rice), biscuits and soft boiled eggs. You can also try charcoal. It comes in tablet or capsule form (you can also get it off burnt toast!) Chinese medicine has always considered ginger one of the best remedies for diarrhea. Dilute a tablespoon in hot water and add honey.

12. Use seaweed to stimulate your immune system

Japanese seaweed possesses remarkable immunizing properties, especially in fighting cancer. Japanese researchers at the University of Kitasato have discovered 6 kinds of seaweed which inhibit the growth of colon cancer cells in rats, notably two types of Laminaria. Laminaria extract has proven 70% to 84% effective in suppressing intestinal tumors.

Wakame, another Japanese seaweed, is now familiar to many Westerners, thanks to the arrival in the west of Japanese macrobiotic cooking, which uses it a lot. Pharmacologists at the University of Hawaii injected rats with an extract of this substance. They found that the seaweed helped prevent and cure cancer. The researchers claim that Wakame fights cancer by

activating and strengthening the immune system. It can be found in most health food stores.

13. How to prevent motion sickness - naturally

Did you know that half a teaspoon of ground ginger is more effective than chemical medication in suppressing motion or sea sickness? And unlike most medication, it will not make you drowsy. Ginger has been used in the Orient for centuries to prevent sea sickness. Researchers asked subjects who were especially susceptible to motion sickness to sit in a reclining chair that spun around at high speed. All the subjects who ingested a well known medication or who took a placebo experienced violent nausea and/or vomiting.

On the other hand, six of the twelve subjects who took ginger twenty minutes before the test experienced no discomfort. They consumed only 840 milligrams of ground ginger, which is the equivalent of half a teaspoon. The Japanese have a very curious method of treating all kinds of

motion sickness. They use an adhesive plaster to fasten an “umeboshi” (a very salty fermented plum, available in most health food stores in the West) to their navel. The idea may seem a little strange, but what have you got to lose!

14. The anti-allergy vitamin

So much has been said in praise of Vitamin C. So it is not surprising that it is also effective in treating allergic reactions like hayfever. We recommend taking Vitamin C in the form of ascorbate rather then ascorbic acid. When taken in ascorbic acid form, it can cause gastro-intestinal disorders.

To fight an allergic reaction, you should consume up to 8 grams. 5 grams are necessary, on average. Start with a dose of 3 grams. Every three hours, take another 1 or 2 grams, until the symptoms disappear completely.

15. How to prevent Flatulence (Aerophagy)

Aerophagy results simply from “eating” air. The condition is not dramatically serious, but it does bloat the stomach and can prove embarrassing (stomach gurgles, etc.)

How to prevent it? Above all chew your food properly and savor it fully. Swallowing too much is a direct cause of aerophagy. So don’t swallow needlessly. Don’t drink a lot when you eat. Avoid tobacco and alcohol, cabbage, radishes, doughy bread, strong spices and bubbly drinks.

Don’t eat food that is too hot or too cold. And pay attention to the kinds of food you eat together: make a note of any combination that seems to provoke an attack and avoid it in future.

16. How to put an end to heartburn

Heartburn usually results from excess acidity in the stomach, or from improper functioning of your digestive system. At the point where the esophagus and stomach join, a special muscle opens and closes the esophagus. When we swallow food this muscle relaxes to let the food pass into the stomach after which it closes again.

But it can happen that the muscle malfunctions. The contents of the stomach then rise back up the esophagus, irritating the area. And this results in the infamous feeling of heartburn.

How to stop it? Avoid acidic foods (lemons, etc.), alcohol, fat or fried food, food that is overcooked, coffee, juice, tomato base products and chocolate. But don’t deprive yourself too much. Rather, observe which foods bring on heartburn and avoid them. Also, don’t go to sleep right after eating (you should eat supper around 7 o’clock) and don’t smoke, especially after meals.

17. A miracle remedy

If we offered you a miracle remedy that prevents cardiac disease, certain types of cancer, diabetes, obesity, tooth decay and varicose veins, would you buy it? Certainly you would. There is such a product. But it is not a recent discovery and you won’t find it in a pharmacy but at the grocery store. We are talking about fiber.

A study conducted in Holland on 871 men, over a period of ten years, showed that subjects who had a low fiber diet were three times more susceptible to mortal disease - causes notwithstanding - than those who ate a lot of fiber (Future Youth). This said, it cannot be confirmed at present that fiber prevents the above mentioned diseases in all cases. But there is conclusive proof that they occur more frequently in populations with low fiber diets which is precisely the case in the west.

According to The Lancet (the British Medical Journal) a diet which contains at least 37 grams of fiber per day (the equivalent of one cup of bran, one apple, one potato and a half cup of cooked

spinach) can effectively protect the organism against chronic illnesses common to western society. So fiber is useful in combatting many disorders besides constipation.

LOW FIBER FOODS:

Notably white bread (since fiber is removed in white flour), beef, pork, chicken, milk, butter, cheese, sugar, processed meats, desserts, fish, seafood and noodles.

GOOD SOURCES OF FIBER:

·         Fruits: especially apples and prunes.  Vegetables: potatoes with their peel, spinach, artichokes, cabbage, peas.

·         Whole grains: barley, whole wheat (you should eat whole wheat bread because of the bran it contains), oats, corn.

·         Nuts: peanuts and almonds. Dried fruit: apricots, plums, figs, dates.

·         Legumes: soy beans, lima beans, lentils, chick peas.

Note that there are numerous types of fiber, and that you should alternate between them. For example, the fiber contained in apples and the fiber in cereals are both essential, since they don’t have the same digestive function.

18. Reducing your cholesterol

To reduce cholesterol:

· First cut down on saturated fats. To do this:

· Eat lean meat. Select lean cuts and ask your butcher to cut off the fat.

· Drink skim milk instead of whole milk.

Do the same for all dairy products. Note that vegetarians have a much lower cholesterol level (almost twice as low as average) which is perfectly understandable, since cholesterol is only found in products derived from animals.

· Alcohol - in moderation. Not more than two glasses a day.

However, it does appear that drinking a moderate amount of alcohol raises the number of HDL lipids (the good ones!), which break down cholesterol. (Moderation = two 4 oz. glasses of wine or two 12 oz. beers.)

· Do regular exercise, for example walking.

· Take Vitamin E. It reduces the risk of coronary disease.

· Calcium brewer’s yeast, Vitamin C and Vitamin B-6 also combat the accumulation of cholesterol. And don’t forget lecithin, which helps fight excess cholesterol, arteriosclerosis, hypertension and angina (as well as psoriasis, anxiety and diabetes - and reduces the likelihood of contracting cancer). Losing weight is a good way to raise your HDL level.

· Use poly-unsaturated, non-hydrogenated, cold pressed oil: corn oil, sunflower seed oil, soy, flax etc. A mono-unsaturated oil like olive oil can even raise your HDL level.

· Daily consumption of fish would be ideal for preventing cardio-vascular problems, as demonstrated conclusively in a number of studies on fish-eating populations (Eskimos for example). Ideally, you would eat fish twice a day. And as strange as this sounds, you should select the fattest kinds: mackerel, sardines, herring, salmon etc.

As for the oil in the fish, it is used to treat arterial disorders. Its effects can be felt in about six weeks. Fish oil contains two poly-unsaturated fatty acids which are very beneficial for the arteries.

19. Digest better

There is a plant for each type of digestion problem.

· AIGREMOINE is useful when the stomach problem is accompanied by enteritis, diarrhea and/or chronic liver infection. It helps tone a lazy digestive system. And it also helps regularize acidity and soothe ulcers by improving metabolism. 3 or 4 cups a day. 3 1/2 to 4 tablespoons per quart of water.

· ANGELICA is a digestive, an aperitif, a stimulant, a tonic. It decongests and soothes stomach pains and swelling. Prepare an infusion (tea) preferably using the fresh plant: 3 ½ tablespoons of roots per quart of water. If your stomach is very swollen, prepare and drink 3 cups per day made of 5 tablespoons of seeds per quart of water.

· ANISE is a soothing digestive. It aids digestion and the elimination of intestinal gas, it soothes stomach cramps, aerophagy, dyspepsia (contractions of the digestive organs, dizziness and a heavy feeling after eating). 2 or 3 cups per day, after meals: 2 tablespoons of seeds per quartof water.

· CAMOMILE: a digestive, sedative, anti-inflammation agent and tonic. It helps painful or difficult digestion, stomach cramps, gastro-intestinal spasms, loss of appetite, and it helps expulsion of gas (carminative). Particularly recommended for persons who suffer from stomach cramps (and/or who are irritable, temperamental, angry etc.) One cup of infusion, a half hour before meals, or one hour after. To prepare the infusion, add 5 1/2 tablespoons to a quart of boiling water and let stand for five minutes.

· CHERVIL: digestive, depurative and diuretic. It also acts as a stimulant. For difficult digestion, drink 2 or 3 cups per day. Prepare an infusion with one teaspoon of dried leaves per cup of water, and let stand for 10 minutes.

· SAGE: The ancients had a saying - “Why die when your garden is full of sage!” It is a digestive, diuretic, antispasmodic and helps combat hypoglycemia. It stimulates the appetite, fortifies the stomach and aids digestion, especially when digestion is difficult. It is also a general tonic. 2 or 3

cups of infusion per day. 1 1/2 tablespoons of dried leaves per quart of water. (Practical Guide No. 6, Vol. II).

20. Menstrual cramps - suffer no more!

To reduce the intensity of menstrual symptoms, you can change your diet:

· Less sugar, and slightly more protein.

· Diuretic foods such as eggplant, cucumbers and parsley can help diminish water retention.

· Calcium supplements (1 gram per day) and magnesium (500 milligrams) can help reduce anxiety (always take both).

· Vitamin B-6 (not more than 50 milligrams per day) can alleviate symptoms of anxiety and tension.

· Vitamins E and C also help reduce the intensity of cramps.

· Aspirin has a mildly soothing effect.

· And once again you can turn to plants to relieve your pains:

* ANGELICA in infusion: 3 1/2 tablespoons of root per quart of water.

* MATRIX (derived from the Latin for womb): 2 teaspoons of flowers per quart of water.

* MILFOI OR YARROW which soothes and reduces overly abundant menstruation: about 5 1/2 tablespoons of flower tops per quart of water.

* SAGE in infusion: I 1/2 tablespoons of dried leaves per quart of water.

In extreme cases, ask your doctor for medication to alleviate pain.

21. Stop catching colds

As much as possible, avoid coming into close contact with infected persons, especially if they cough or sneeze. A person with a cold is extremely contagious: he or she fills the air with fine particles of saliva or mucous which transport the virus microbe. Even if the person is careful to wipe his nose with tissue or a handkerchief, the microbes will be transported to his hands.

And studies have shown that these viruses are transmitted through hand contact. So if you have to shake hands with someone who has a cold, you would better wash soon after!

What can you do if you do catch a cold? It is useless to take antibiotics: they have no effect on viruses.

However, there are certain substances found in alcohol which help decongest sinuses, that is why a good hot toddy can work wonders. But take care of your liver: a toddy is just as good with a little rum as with a lot. You don’t have to get drunk to get better. You don’t even have to

drink it - just sniff some strong alcohol like cognac or brandy and breathe in the fumes.

22. Use heat to cure

Everyone has heard about how good a sauna feels, and of the relaxing effect of a steam bath which bathes you in hot vapor. But there are other heat treatments which are equally beneficial. Heat relaxes the muscles and ligaments. When applied locally, for example, with hot towels, it can ease muscle spasms. It can also reduce arthritic pain. Heat dilates the blood vessels, which in turn activates circulation. Applied to a wound, it can prevent infection by helping white blood corpuscles and fresh oxygen surround the area more quickly.

23. How to combat fatigue

First make sure you are sleeping enough. Is your nutrition sufficient? In general women need at least 1200 calories per day and men 1500. Avoid monotony: a varied diet will be more likely to provide the nutritive elements you need to conserve your energy. The sensation of fatigue may be stress-related, especially when you experience emotional stress. Do you feel tense at work or at home? Lastly, don’t neglect physical exercise. Tired or not, get out in the fresh air every day. Walking is the minimum effort necessary for staying in shape.

24. Protect yourself against cancer

Radical liberals are not a political group, but a kind of very active molecule that is suspected of being one of the causes of cancer. How can you protect yourself? Diet plays an important role here, especially in the absorption of anti-oxidants. The strongest anti-oxidizing agent is Vitamin E, which is found in wheat germ oil and sunflower seeds.

Next comes Vitamin C (oranges, grapefruits, lemons, red peppers etc.).

Beta carotene also absorbs large amounts of radical liberals.

This substance seems to act as a protecting agent against most types of cancer.

Where do you find it? In red vegetables (like tomatoes), orange ones (carrots), yellow (squash), and dark green (broccoli). All these are rich in beta carotene. So make them a regular part of your menu!

25. Prevent high blood pressure

Research has shown that people whose diet is rich in potassium (vegetarians for example) are less likely than others to develop high blood pressure. Calcium is also beneficial. Fortunately, potassium and calcium are abundantly present in a large variety of foods. Fruits, vegetables, beans, fish, fowl and lean meats are full of potassium. Calcium is a little more restricted. Foods rich in calcium usually also contain large amounts of sodium and fat, which can increase blood pressure. However, moderate amounts of milk are recommended, as well as yogurt, almonds, bananas, grapes, broccoli, potatoes, beans, tofu and sardines.

26. Iron strong health

Without iron, there would be no hemoglobin in the blood. Hemoglobin gives red corpuscles their color. And it is the hemoglobin that carries oxygen to all parts of the body. If you lack iron, an insufficient supply of oxygen in your hemoglobin will produce sensations of fatigue, headaches and shortness of breath. Men don’t have to worry too much: most men have a reserve of iron stored in their body that could last 3 years !

But women, because of the menstrual cycle, need twice as much iron as men.

And the amount is even higher for pregnant women. Vitamin C doubles the amount of iron the body absorbs: so it is a good idea to add a glass of tomato or orange or grapefruit juice to every meal. On the other hand, tea reduces the amount of iron absorbed by 50% and coffee by about 39%.

27. Aging with a healthy body and mind

Did you know that sexual activity can keep you looking good as you age? Studies conducted in Sweden have shown that elderly people who have sexual partners have much more vitality and a better memory than those who do not. So don’t let your golden years deprive you of the pleasures of sex! Just forget about the obsession of having to “perform” - the final result is less important than the stimulation itself.

The Five Most Important Words in the Human Vocabulary

In the human vocabulary there are five most important words.

These words represent an ever-present disposition that dictate the way we behave the way we do. The words are:

What's In It For Me?

A government employee spends hours sorting files to get his daily wage. A philanthropist donates huge sums to charity in order to get that "good-feeling." A missionary worker travels into jungles to achieve a

divine sense of fulfillment. A chief executive duels with tremendous pressure to acquire a fortune.

We do things because we have something to gain. Whatever this gain is, it is the reason we go through the trouble of stressful labor. The temptation of a reward spurs action. Understand now the prime importance of those five powerful words. If you can answer "What Is In It For Him." every time you enter a dialogue, you can win over anyone. To win a debate or argument or to gain concessions you must make the other person see that he has something to gain from doing as you ask. Speak of what you want in terms of what your prospect wants. Make him see that agreeing with you satisfies his self-interest. This principle can be restated in the Leverage

Formula:]

If B = N then P

Translated to English, the formula declares, "If the Benefits you offer (in exchange for his agreement to your idea or request) Equal his pressing Needs, then you can Persuade.

The Top Ten Human Needs –Satisfy Them to Gain Compliance

Human beings possess ten psychological needs. At specific times, some needs press more heavily than others. To persuade, first attempt to discern which general need preoccupies your prospect the most. Upon identifying the general need, discern the specific need spawned by the general need. When you discover the needs that press most strongly, word your request, proposal or idea in such a way that

agreement to your proposal will satisfy his needs. This is the second golden key of persuasion.

The general needs are:

Affection: a desire to belong

Excellence: the drive to win

Esteem: a passion to be admired

Security: a need for protection

Greed: a want for more than the right amount

Recognition: a need for personal worth

Power: a desire for supremacy

Privacy: an urge to protect personal space

Ego: a sense of pride

Liberty: a craving to control one's fate.

Feeding the Feeling of Importance

Of all the needs, one burns brightly almost all the time. Esteem. Should you fail to identify a specific need, work on the need for esteem. Feed your prospect's feeling of importance. You can get anyone to do virtually anything if it makes him feel important. Arrange matters such that someone can achieve that feeling only by acceding to a request you give.

The acronym PRiNCeS arms you with a toolbox to use whenever seeking to satisfy the Feeling of Importance. Feed this need for importance, and doors open to you.

Praise. Praise someone sincerely to boost his esteem. When requiring better work quality from a subordinate, announce that he works in a unique and efficient manner and say that you expect better output from his unique process. Stand back and watch him prove you right. Remember that praise works best only when complimenting a characteristic or trait that is not obvious. When praised, the target of your praise basks in the compliment and does everything in his power to live up to the praise, and to acquire more praise. Subconsciously, he fears doing something that will retract the praise. For you, the persuader, the implication is that your prospect will fulfill your requests or accede to your ideas simply to be worthy of the praise. If someone constantly criticizes your manner of dress, kill further criticism by praising his good style and taste. This paradoxical behavior has a 75% chance of killing any further reproach from him How can he criticize you for something you laude him for?

Reputation. Giving someone an alleged 'good' reputation to live up to is a powerful technique to gain concessions. A common example would involve a subordinate requesting for a raise. He may appeal to the boss's good nature by saying: "I've always known you to be a fair man and that you reward the diligence of your employees. Today, I would like to request for a salary increase because of the sudden bills that piled up." By declaring the boss to have a reputation of fairness, the subordinate boosted his chances of getting what he wanted. The boss would find it hard to turn down a just request when he realizes that he holds the distinction of being a rewarding and fair employer.

Need. We love to help when we feel needed. If we know that our personal actions contribute greatly to a cause or effort and are noticed by those we help, we are more than willing to give in to a request. When attempting persuasion, make your prospect feel that his help is very much desired; that his hand is vital to the success of our endeavors, that he contributes a great deal. Politicians understand this principle. During campaign runs, they visit each and every supporter and personally assure them that without their individual efforts - whether cutting posters, or organizing mass gatherings - the crusade would fail. This 'personal touch' increases the morale of even the lowliest supporter to give his all for a victorious election. Being needed is a wonderful thing.

Challenge. What's our reflex when someone doubts our ability to do something? Prove them otherwise! Throwing a Challenge is a manipulative tool whereby you politely voice doubt about someone's ability to accomplish a task. This doubt spurs zealous action to prove it false. To persuade a lagging supervisor to, say, whip his employees into shape, you might say: "I'm not sure you have the capacity to get those bums of yours to increase production, so I'm thinking of getting a consultant to do the job instead." Watch the recipient of this reverse psychology get right down to work! To prove his capabilities, your

unwitting supervisor will exhaust all resources on his own initiative.

Superiority. If you need someone's staunch support or competent help, acknowledge their superiority. For the moment, assume that you are running a production deadline. Your men are behind schedule and you badly require assistance from a think tank in another department. Inter-department rivalry normally hinders such cooperation so you attack the matter smartly. You approach an able and quick thinking candidate who may just solve the bottlenecks and say, "I've always admired your work; you're the best project manager this entire division has and no problem has ever stumped you. Right now, I need your expertise which I cannot get elsewhere. May I have a few hours of your time?" Play on someone's pride this way, and you're bound to reap bountiful concessions. When someone is acknowledged as superior, he'll go all the way to prove it.

As you read the previous paragraphs, and realize that man possesses certain innate psychological needs, you acquire mastery of the human driving force. Knowledge of how people think and act is important; more significant is knowing that people act to fulfill specific needs. This knowledge enables you to convince effectively. By knowing what others need and crave for, and by putting your position, or idea in a deftly worded request that compliments someone's needs, your chances for successful persuasion skyrockets. Remember this key always. Elicit the belief that your idea is to his or her benefit. Create this belief in his or her mind by feeding their feeling of importance: use praise, show that they are needed, acknowledge their superiority, give them a reputation to live up to, or give a challenge to prove their skills.

The Arsenal of Verbal Persuasion (Proven Verbal Magic to Charm, Wile and Beguile)The Arsenal of Verbal Persuasion (Proven Verbal Magic to Charm, Wile and Beguile)

The Verbal Toolbox of Persuasive Tactics

The proper mental disposition as well as the techniques for rapport composed the first golden keys for persuasion. To complete the persuasive arsenal requires knowing how to make the "sales pitch", so to

speak. These verbal techniques forge the last golden key to persuasion. The sales pitch is what you say to sway others to your idea. They consist of properly formulated phrases and sentences. Following powerful patterns geared to elicit belief, these formulas take off where rapport ends: it makes clear in the mind of your listeners what you want them to believe or to do.

In this book, many techniques await your deployment. The first deal with powerful phrases that in themselves, can be used to generate belief - sometimes irrational. The last discussed technique employs whole conversational tactics; paragraphs of carefully sequenced statements with the objective to firmly implant an idea. Each technique will be followed by a brief theory; some will have example applications.

The successful application of a technique depends on the situation. Some work better than others for a given scenario; your discretion for its deployment dictates its success or failure.

Time Distortion

Sometimes the best way to influence is to act as though what you want had already happened. This method, the simplest of all the persuasive techniques, consists of three steps.

· Presuppose that what you want has already been agreed upon, and that the outcome is good. Word your pitch using the past tense.

· Presuppose that your prospect has accepted the proposal.

· Presuppose that your prospect enjoyed the proposal.

An example can elaborate this technique. Assume that you want to ask someone out. To word your elevator speech using the three steps might go along the following lines:

"Won't it be great after we've had dinner at the Ritz? The dining would be superb, with the glimmer of candles, sparkling wine and soothing music. After dinner, you'd smile to yourself and think that this must be the highlight of your week. See! You're already thinking about how much fun we'll have. The more you try to think of reasons why you can't accept my offer, the more you realize how much you'd love to come."

This method energizes a powerful picture in your prospect's mind. Putting it in the past tense and in such glowing images make it hard to resist. By further presupposing that your prospect already accepted and enjoyed the idea makes the persuasive technique unbeatable. An ideal situation to apply this would be in business proposals. Businessmen enjoy dynamic, moving images painted in their minds.

The Principle of Reciprocity

Being human, we feel the need to repay favors given to us. It's our nature. A favor can trigger a feeling of indebtedness, and in effect, we develop a great need to relieve ourselves of the psychological burden of debt. To unload this burden, we become more than willing to return a favor almost larger than the one given us. The Principle of Reciprocity states that if someone grants us favors, invited or uninvited, an overpowering need to repay that favor immediately blooms within the recipient of that favor. This human trait transcends all cultures and races.

Consider the following example: A child you don't know walks up and hands you a flower. It would be considered impolite to reject such a thoughtful action, so you take it. Shortly after, the child asks if you would like to buy a cookie for her Girl Scout class. Because you just received a "favor" from the child, saying no to her request would have been tough because it would go against natural cultural forces favoring reciprocation arrangements. You buy a boxful of cookies.

Notice how when someone smiles, you smile in return, or when someone compliments a personal characteristic, you return in kind? This is the power of reciprocation. A favor granted must be repaid.

How often have we received small gifts through the mail: small keys, greeting cards, personalized address labels.... usually attached with a note requesting for funds to a popular charity? Big organizations have discovered that by giving a small favor or gift, the recipient of the gift develops a more pressing need to repay the favor. Repaying the favor entails complying with the request. The rule of the principle is simple:

Give a favor, expect a return-favor.

Business meetings tend to produce more favorable results if the project proponent treats the client to lunch. The lunch is a favor extended, and what is implicitly requested in return is a favorable contract.

To use this Principle, one simply extends a small favor or gives a small gift prior a negotiation. Gifts are usually accepted since cultural norms dictate that recipients accept out of courtesy. Once accepted, the

psychological need to repay the debt germinates. This raises the chances of later gaining what will be asked. The ethical overtones of using this principle, must be taken into proper perspective, however.

Favors can constitute anything given "out of good will":

·         Little material trinkets.

·         Compliments

·         Food

·         Promises

·         Smiles

·         Drinks

·         Physical labor

·         Concessions

Door-In-The-Face Method

Another way to use the Principle of Reciprocity is by deploying the Door-In-The-Face technique. More devastating than the straightforward approach of giving a gift and receiving a return favor, this technique takes a subtle approach. Supposing you want to make a request "B." One way to increase your chances of receiving compliance to that request "B" is to first make a much larger request "A." Request "A" is similar to request "B", except that because of its magnitude, compliance to it is almost impossible. This much larger request is expected to be rejected. After the rejection, you immediately retreat to your originally planned request "B". Statistically, the request "B" has an almost 95% chance of receiving compliance because of this linguistic framework.

This so effective because social norms dictate that a concession must be exchanged with a concession. By allowing your request "A" to be rejected, you gave a concession. Therefore the person you persuade

must respond with a concession.... that of complying with your allegedly smaller request "B"! Why does it work so well? Cultural norms tend to override even logic and inner resistance.

The Door-In-The-Face Method takes two steps:

First Step: Make a large request (this elicits a No!)

Second Step: Make the real, and smaller request: (this gets the Yes!)

Labor negotiators frequently deploy this tool. They begin with extreme demands expected to be turned down. Abruptly, they repeat to a series of smaller demands, or concessions which will then be more easily accepted. These smaller demands are the real target of the labor group. The larger requests were merely decoys meant to provide smokescreens. Children use this technique very well. Sometimes, a child may desire a small item like a cassette. To increase his chance of getting it, he makes huge requests, like a CD player or arcade game. The parents expectedly turn it down. What does the child do then? He retreats to his real request and says that if he can't get a CD, can he get a cassette tape instead? The response to such a comparatively trifling request is evident.

The Principle of Commitment and Consistency

We all fool ourselves from time to time to keep our thoughts and beliefs consistent with what we have already done and decided. When we publicly take a stand on something, our subsequent actions must be in harmony with what we have previously made manifest. This quirk in human behavior is described by the Commitment and Consistency Principle. We commit to something that we willingly make known and then, we remain consistent in behavior to it. Inconsistent behavior produces psychological tension that must be avoided at all costs. The Foot in the Door technique applies this principle.

The Foot-In-The-Door Technique

To use this technique, you must first decide on an outcome you want (this is your major request). Upon deciding your outcome, you create a series of small, related requests that are easy to say yes to. After stating these two or three requests, you pop the big question. Because of the first "yes's" that were easily solicited, your prospect is mentally conditioned to say yes to the primary and real request. The small requests are created to elicit "commitment" to a certain related idea or request to be given in the end.

This technique works by conditioning the mind to be consistent with the previous stance of saying yes repeatedly. It's that simple. The series of small requests create commitments to a certain action. The final request requires an action of similar nature, and thus, to be consistent, compliance with the final request is necessary. First get someone to commit (say yes!) to a series of thoughts, ideas or actions. Your prospect will then automatically comply with any final thought, idea or action that is related, just to be consistent. The technique is simple:

1st Step: Make a very small request (Get an easy yes response and first commitment!)

2nd Step: Make another very small request (Get another easy yes response and the second commitment!)

3rd Step: Make your real request, a bigger one. (Get a yes response!)

The important step is to ensure that all the requests are related in nature. If the last request is environmentally themed, so should the previous two requests. This allows the Principle to be mustered effectively. Sometimes, prior to making the request, it is good to give an "enticing motivator" to set the stage. Car salesmen have been guilty of using this technique to sell cars. What they do is to advertise a car at a magnificently low price (the "enticing motivator") A buyer comes, drawn by the price. The salesmen and the buyer start discussing terms of payment, signing documents and filling forms. These acts of discussion and writing constitute the various "small commitments" leading to the act of closing the deal (the major request of the salesman). By discussing and writing for at least an hour before the end of the sale, the buyer is subconsciously committing to consummate the transaction. Before the consummation, the salesman disappears and comes back with news that there was an error in calculation. He reveals that the car had a price tag a few hundred dollars more. Despite the sudden price increase, and because of the various little commitments made, the buyer has no choice but to push forward with the deal.

Pacing and Leading Method of Persuasion (The Rhythm To Success)

The method of Pacing and Leading derives its power from the Principle of Consistency. Similar to the Foot-In-The-Door Technique, it follows a rhythmical pattern of pace and lead statements designed to create almost irrational beliefs in a proposed idea. Like the previous technique, the theory involves eliciting enough 'yes' during the course of the conversation so your prospect will automatically agree when you make the primary request/s.

Verbal pacing and leading sets up an unconscious yes-set which contribute to its effectiveness. By making a series of statements or questions that elicit a yes, you condition your prospect's mind to continue saying yes even up to the point of your real request or idea. It works even if the request is hard, or the idea is abhorrent.

The Pace-Lead Method associates things that are obviously and irrefutably true with what you'd like people to believe as true. When you use this technique you first create Pace Statements. These statements are statements or questions that can immediately be proven as true or are commonly accepted as true. You also create Lead Statements. Leads are statements or requests that you want your prospect to comply with.

Lead statements talk about things you want your prospect to believe in and that hasn't been commonly accepted as true. Once you arrive at the appropriate pace and lead statements, you link the pace statements to the lead statements in the following manner to generate belief and compliance:

Pace, Pace, Pace, Lead

Pace, Pace, Lead, Lead

Pace, Lead, Lead, Lead

Lead, Lead, Lead, Lead

By mixing the Pace statements with the Lead statements in this manner, you blur the distinction between what is obviously true and what is not really so true. This framework makes everything appear patently true. These are examples of Pace Statements:

Being healthy lets you enjoy life.

Safeguard your health with proper care of your body and you can live happy.

Food usually contains health robbing toxins.

Poisons harm us and lower resistance.

Lower resistance reduces health.

Note that these pace statements all need no verification. Common sense dictates these to be true.

Lead statements are different. They are not obviously true, and require hard evidence to prove its veracity. These are examples of leads. Leads are your requests.

Our product will ensure your health

By introducing a dietary supplement containing our patented formulation, you safeguard your resistance against disease. It really works!

These lead statements can be made more convincing if placed in the previously illustrated framework of pacing and leading. Using the formula, here is how it would come out:

(P)Your health allows you to enjoy your life.(P) Safeguard your health with proper care of your body and you can live happily! (P)Unfortunately, we know that our food usually contains toxins that rob us of health. (L)By introducing a dietary supplement containing our patented formulation, you safeguard your resistance against toxins. (P)Poisons harm us, and make us sick, right? (P)This lower resistance reduces our health. (L)Our product can ensure your health. (L)It really works!

Notice that in the pace-lead framework, belief in lead statement becomes easier because of its placement. Each time we hear a pace statements, we silently say, "yes" to ourselves. By the time we come to the leads, it's easier to say yes without noticing that the leads are no longer undeniably true.

Remember that you should not sound stilted or artificial. When speaking in this manner, make the conversation as spontaneous as can be. Ask for short responses from your prospect for your pace statements. Select pace statements that he or she is almost guaranteed to believe in.

Here's a final example. This time the pace statements utilize facts that are observable sensually (visual, auditory, kinesthetic). Hence they create a powerful influencing effect. (P)As you sit and (P)listen to me, you start to (P)wonder. (P)You think....

You (L)realize that what I say is very important and could be applied in real life. (P)And as you think about it some more, as (P)you lean forward and listen, (L)you realize that the knowledge of this lecture will definitely enrich your personal relationships and (L)make you a more competent person.

The Principle of Attribution (Giving Explanations to Invoke Sustained Behavior)

People frequently do something because they believe in a certain truth about themselves. An internal attribution about who they are causes certain types of behavior. If someone makes an internal attribution ("I will sign this petition because I am this kind of person") then he will most likely perform a future, related action because, "I am still that kind of person." A person who believes himself to be neat will pick up trash today, tomorrow and next month.

Additionally, he will do all kinds of orderly things. He does this to be consistent with the internal attribution he creates for himself. The Principle of Attribution allows us to modify people's behavior by

merely giving an attribution. If you want someone to do something, not just now, but always, proclaim to him a certain "perceived" attribution. He will come to see himself as that type of person and behave accordingly. To create an attribution, apply it in a situation where people are thinking about why things are happening. Second, give an explanation that is an internal attribution for the desired behavior. State that things are happening because "that person is like that." The Explanation you give is the attribution that will enforce the desired behavior from that moment on.

For instance, a teacher hopes to increase the grades of her students. After a successful quiz, she makes an attribution, saying, "My! These quizzes have been well answered! I wonder... I think you've all been

studying very hard and you've gotten brighter!" With this simple sentence, the teacher attributes the quiz scores to initiative and studying hard. The students realize this might be so, and regardless of whether they studied before or not, they do start studying to be consistent with the attribution. They think, "I got a good grade coz I study hard. Therefore, I must study hard for the next quiz."

A boss can also elicit greater productivity from his workers. He might say to an employee, "Mark, you've been at this desk for hours and I can see results. You must be a hardworking person with your sights on your goal! Keep up the good work." The boss attributes the good business results to hard work and prioritizing. Mark will subconsciously make the internal attribution that he is indeed hardworking and act consistently with this belief. A simple declaration yields a field of surprises.

The Charmer Method

This last technique, unlike the previous methods, does not rely on sleight of tongue or verbal acrobatics. It works because you openly offer concessions, manifest a willingness to listen, and validate your prospect's beliefs. Your prospect has a free choice to decide. You do not cloud his mind with verbal mists. Of all the techniques discussed, it is the most ethical. Additionally, it takes the longest to carry out, but it can produce lasting relationships. Like the previous systems, this method is also devastatingly effective. Mastery of this method can lead to satisfying friendships as well as giving you what you want.

The Charmer can be applied in four steps.

Step 1. Create the Initial Benefit Statement (The Initial Benefit Statement, or IBS consists of two parts).

First, you state an Opener which consists of a current need, problem or desire that your prospect would like to satisfy. Second, you close with a Benefit Statement that includes specific idea or solution (your request) that answers that need. Stating the IBS is done using the pace-lead rhythm previously discussed in order to maximize its effectiveness.

The IBS acts to whet the appetite of your prospect to listen and pay heed. When you formulate your IBS, you can use the following examples:

Openers:

"It is my understanding that you...."

"We've found that most people are looking for..."

"I hear you have a problem in the area of..."

"What most people want..."

"What if I could show you a way..."

"It's hard to be unproductive because...."

Benefit Statement:

"This is why many normally do this...."

"X works specially well in this scenario..."

"In such situations, x is the best possible solution..."

"In other words, what you're looking for is...."

When making the initial benefit statement, be certain to point out that your idea does solve his problem. If you can accomplish this, you have enticed your prospect. This would be a sample IBS using the Pace-Lead Rhythm.

"Mr. Richards, times have been bad and money doesn't flow so well anymore, specially for small firms such as yours. We know that your operations are no longer very efficient and it cuts back on your profits. We can provide you with the necessary computerized networking solution that can cut wastes 90% and boost profits 70%. How does that sound to you?

The IBS certainly grabbed his attention, didn't it? He saw that he had something to gain.

Step 2. Ask questions to elicit information on his needs which you seek to address.

No matter how well worded your IBS, your prospect holds many pressing needs begging to be filled. By careful questioning, you can get people to reveal their hidden needs and reconsider their position in light of what you have to offer. It is important that you choose your questions well. Raise questions that

will lead to revealing hidden needs which your idea, proposal or product can directly address. Raise questions that will direct you to proclaiming more of the benefits of your idea.

Step 3. Agree Agree Agree.

Whenever the other person responds in such a way that offers you an opening to reinforce your proposal's benefits, agree with his remarks, and develop his thought with the benefits that logically flows from his statement. Ensure that your benefits include feeling benefits, such as feelings of security, comfort, pride...etc. Benefits such as these persuade very strongly.

To illustrate Step 2 and Step 3, assume that you are selling brand new computers, so you ask a question that will lead to a specific benefit you offer.

You: "So Mr. Richards, I can see that you distrust computerization. Why is this the case?"

Richards: "I've tried it before and it was a nightmare. Something always broke down! Whenever we called technical support, they placed us on hold. We ended up with a white elephant."

You: "I agree with you. Computers do break down and most companies fail to respond to their customers. It's a big problem in the industry. We can guarantee you against this problem because we have over 350 technical staff on our roster working night and day. You'll never have a problem again.

The agreement with your prospect's statements clarify in his mind that you are considering his concerns very carefully. This heightens his receptivity to your proposals. Each time you agree with his concerns, and raise a benefit to absorb his anxiety, you edge a step closer to successful persuasion.

Step 4 Ask for what you want.

Finally, when you sense a good deal of rapport and agreement to your proposal, make the request. Close the deal. A positive mind set helps. Make the assumption that the deal has been accepted prior to asking. Behave in a confident manner.

First, summarize the benefits you offered.

Second, state the confident request using the following formula:

"Based on what you've told me... I'm going to suggest that the best course of action for us is...." Or

"I can see you've reached your decision... I guess what we should do now is....."

Take heed of the italicized words. Emphasize that the decision flows logically from his facts. Emphasize also the us/we involvement. The prospect will feel more at ease knowing that both you and he embark on that decision together.

From there, you can cap it all up with this standard close:

“We guarantee that you'll love the results. It's so easy. It's really works, its your best option not just now, but in the future.”