CIA’s Psychological Tricks to Make People Talk | Body Language Master Chase Hughes #shorts #podcast

[0:00]What is elicitation? It's a CIA technique, right? It is. It was originally came up with by this guy named John Nolan, but the book is called confidential. So, elicitation is about using statements instead of questions. And I'll give you an example. Let's say you and I walk into Whole Foods. Uh, let's say there's a young lady stocking produce. You get in there and I say, all right, Stephen, your goal is to go, figure out how much she makes in 60 seconds and you're not allowed to ask any questions. That's tough, right? It's really tough. If you went over to her and said, hey, I'm trying to find the baby carrots. And she walks you over there, but while you're walking, I just read this article online that says all Whole Foods employees just got bumped up to $26 an hour. That's fantastic. And she turns around and goes, what? No, I, I make 17. So now she doesn't feel like she's been pressed or questioned about how much she makes. She's correcting you. Or if you let's say you got into an Uber tonight and you said, I just read this article that Uber drivers were one of the topmost highly satisfied employees in the country. You're going to get a correction. And you're going to be like, what? Where did you read that? So triggering a need to correct the record is one of the easiest ways to use elicitation, but it's only one. Another one is just making a statement afterwards and saying, I bet you had some interesting experiences doing that. Or I can imagine that was challenging. Statements are always going to be better than asking pointed questions because a person feels like they're volunteering information. The third layer of that is disbelief. Let's say I wanted to ask if you just got back from vacation and I didn't want to use any questions. And I said, Steven, you look like you just got back from a vacation. That's a statement and you're like, no, actually, I've been doing this, this, this and this. So now you've, you've given me more than if I just asked if you were on vacation. Wow. And I said, wow, that had to be interesting. I can't imagine that. There's got to be a lot of stuff going on there and you start talking more and more and more. Like that sounds great. There was no challenges to that entire trip. I love when everything is 100% flawless. And you're like, now, actually, and then you start going into that. I'm like, no way. Then now we have disbelief that comes in and I haven't asked a single question yet. That's one thing that I challenge everybody that I train to get really good at is that elicitation piece. How many layers can I get into a person or a conversation just using these statements?