Unlock Anyone's Decision-Making Style With This Hidden Conversation Pattern
Have you ever wondered why some people instantly buy what you're selling, while others need to "think it over" no matter how compelling your offer?
Or why your perfect pitch works brilliantly on one prospect but falls completely flat with another?
I'm about to show you something that will forever change how you influence others in everyday conversations.
It's not about speaking faster, being more charismatic, or memorizing clever closes.
It's about understanding their hidden decision pattern.
The "Relationship Question" That Reveals How People Process Change
Here's something fascinating I've discovered after years of studying persuasion:
Everyone falls into one of four distinct categories when it comes to how they process change and make decisions.
And you can identify which type someone is with a single, innocent-sounding question:
"What's the relationship between what you're doing this year and what you did last year?"
That's it. This simple question reveals their fundamental perception pattern - how they see themselves in relation to time and change.
Let me break down the four response types you'll hear:
1. SAMENESS
"It's pretty much the same thing. We're still in the same building with the same sales force. Our marketing is doing the same thing it did before."
These people value stability, consistency, and predictability. They see continuity where others might see difference.
2. SAMENESS WITH EXCEPTION
"Things are better this year. We've implemented a stronger marketing plan than we had last year. We're getting ahead, although we're not near our potential yet."
These folks notice improvements and incremental changes. They use comparative language ("better," "stronger," "more") but within a framework of sameness.
3. DIFFERENCE
"There is no relationship. Everything's different. I don't know where to begin - whole new operation, almost."
Difference people emphasize complete change. They naturally focus on what's new, different, and transformed.
4. DIFFERENCE WITH EXCEPTION
"It's totally different. It's not at all the same... well, I mean, we're still in the same business, but everything about how we approach it has changed significantly."
These rare individuals see fundamental differences but acknowledge threads of continuity.