"Did I hear her name?. . . Hell no, I couldn't get past her eyes!" Ever wonder why when introduced to a stranger you will more likely than not immediately forget their name. They said it out loud, all right, but it just didn't stick. What happened? Stress blocked the name from recording. " Stress?"  You bet. Most people are very stressed when being introduced to a stranger and if the stranger is attractive, the stress level produced can be downright debilitating. Good listening is susceptible to blockage by stress. If stress blocks hearing and listening is vital for persuasion, then stress must be reduced wherever possible. What reduces stress? Physical and mental preparedness for some action or situation. Including ready strategies for dealing with vital exchanges like first meetings. There are sound psychological reasons why the old saw, "first impression is a lasting impression" has survived through the years. This critical exchange is so charged with you dwelling on how you are coming across that not hearing the subject's first name is expected with any untrained persuader. Here's a secret for remembering names under stress. Mentally repeat the name in a little sentence six times. It only takes a few seconds when done quickly. " His name is George.  Hi, George.  Your name is George.  He looks like a George.  Like George Washington.  I like George." Test yourself for the number of repetitions you personally need to memorize a first name under stress because as an active listener you automatically become more persuasive. Big Secret You don't talk people into anything, you listen them in! "Above all, listen" Listening skills are vital for persuasion, but you must do more than just listen intently, you must also show people that you are listening to them and that what you are hearing is both important and absolutely correct for the situation. We suggest going so far as to ask permission to write down what they are saying for later reference. " Do you mind if I take some notes?" (Nobody says no.) Psychological reciprocity will later demand that your subject listen as carefully to you as you did to him when it is time for you to suggest that your product or service will solve their problem and that "Based on what he's told you, you simply must advise that this action be taken for his own good." Use feedback like, "I hear you.  What you're saying makes a lot of sense.  Slow down, I'm writing.  That's interesting, tell me more." Among things to listen for are buying questions such as, "Can this be delivered to my office?"  Can I get terms for this if I want it?  Is delivery included?"  Back to the Syllabus