In this episode of Med Device Unleashed, Jamie sits down with Dr. Jack Schafer, a retired FBI Special Agent who served as behavioral analyst assigned to FBI’s National Security Behavioral Analysis Program. He owns his own consulting company and has authored multiple books, including The Like Switch: An Ex-FBI Agent’s Guide to Influencing, Attracting, and Winning People Over (2018), which he and Jamie discuss at length in today’s show.

Listen in to hear how the same techniques employed by the FBI to gain the trust of terrorists and spies can be used to strengthen personal and professional relationships in your own life.

“If you want people to like you, you have to make them feel good about themselves.”

Top Takeaways:

·        The best way to sell your product or service is to have your potential customer sell themselves on it rather than you alone pitching it to them.·        Once you see your prospect exhibit negative body language, get them to change their mind before they have a chance to articulate their negative opinion; otherwise, it will become infinitely more difficult to reverse that opinion, even in the face of overwhelming evidence.·        What you do with your lips speaks louder than the actual words that come out of your mouth.·        Always activate the other person’s natural inclination for reciprocity as you build rapport with them. Human beings always want to do something in kind for someone who brings value to them. 

Episode’s Timeline:

·        [0:27] An introduction to Dr. Jack Schafer·        [04:54] Why the principles of communication and influence in The Like Switch is much more important than ever before in today’s digital world·        [07:04] How to get people to tell you what they’re thinking·        [11:55] Learn how to read people’s body language for positive and negative cues·        [20:14] How to test others for rapport and plant the seed of reciprocity·        [31:55] Selling to introverts versus extroverts·        [35:49] Dr. Jack on his new book, The Truth Detector: An Ex-FBI Agent’s Guide for Getting People to Reveal the Truth (2020)·        [39:30] How to test someone’s veracity by listening for one specific word·        [41:09] How to get someone to tell you their Social Security Number

See below for Links to Purchase Jack Schafer’s Books:

“The Like Switch”: https://www.amazon.com/Like-Switch-Influencing-Attracting-Winning/dp/1476754489/ref=sr_1_1dchild=1&keywords=jack+schafer&qid=1602101439&sr=8-1

“The Truth Detector” : https://www.amazon.com/Truth-Detector-Ex-FBI-Agents-Getting/dp/B084JCG5C4/ref=sr_1_2?dchild=1&keywords=jack+schafer&qid=1602101439&sr=8-2