The document discusses how putting ideas or suggestions into "imagination land" by using hypothetical language can help get others to be more receptive. It explains that asking people to imagine hypothetical scenarios reduces fears of rejection and helps them visualize possibilities without pressure. Specifically, it notes salespeople have success by getting customers to imagine already having the product and enjoying it in the future.

2. One great way to get somebody to
accept your ideas is to put them in
imagination land.

3. Now, this doesn't mean slipping them
some peyote and taking them out to
the desert for one of those vision
quests.

4. Just get them thinking in terms of
"what if..."

5. One of the biggest fears of making any
suggestion is getting rejected.

6. Since most of us are absolutely
terrified of rejection on a very deep
level, we're a bit on the shy side when
asking for things.

7. Even if it's something simple like
asking for somebody to pass the salt,
most normal people need to muster
up a tiny bit of courage when eating
with important strangers (your
girlfriend or boyfriend's parents, your
boss's family, etc.)

8. That's why it's automatic in certain
situations to put even suggestions like
this into "imagination land."

9. We don't say, "pass the salt, please,"
because that just sounds rude.

10. We say much more "polite" things like,
"Would you pass the salt?"

11. Without going too far down the
grammar rabbit hole, the use of the
word "would" indicates what's called
the "second conditional."

12. The first conditional (if-then
statements) are used when something
is likely to happen.

13. If it rains, I'll get wet.

14. If I eat pizza, I'll get sleepy.

15. But second conditionals use the word
"would" or "could," and are only used
when something is ONLY in
imagination land.

16. If I saw a UFO, I WOULD take a picture.
(but it's not going to happen, just
pretending...)

17. If I grew to 3 meters tall, I COULD play
for the NBA (but it's not going to
happen, just pretending...)

18. The reason we use "would" in polite
sentences is so we don't put anybody
on the spot (nobody likes taking
orders) AND there's no fear of
rejection, since we're only talking
hypothetically (imagine-land speak).

19. Luckily, when we shift our listeners
and readers into imagine-land, the
normal objections vanish.

20. They get to imagine what it would be
like to get something, without all the
fears that go along with it.

21. For example, savvy salespeople know
that the best way to get a customer
salivating over any product is to simply
imagine they already have it, in the
future, and that they are enjoying it.

22. Then the salesperson gets the client to
describe that "perfect" scenario.

23. This, of course, increases their "buying
temperature" significantly.

24. Guys who are good at picking up girls
also do this (and girls can use this as
well).

25. Just get your "target" to imagine (and
describe) the perfect boyfriend or
girlfriend, or the perfect relationship.

26. Then they'll start to see YOU through
that "imaginary" lens that is between
you.

27. There are plenty of ways to do this,
and plenty of opportunities.

28. What would you do if you could learn
all these patterns, and get all those
things that you wanted?

29. mindpersuasion.com