196 / INDEX The Daily Show (TV program), 119 deceit, 66­67 decision-making criteria matching, 41­42 Despair.com, 123 detail-oriented buyers, 33­35, 180 dialect matching, 37­39, 43, 101, 102­105 Discovery News, 122 discovery questions, 79, 82­83 Drucker, Peter, 172, 183 EARL chart of emotions, 58, 60­61 Ekman, Paul, 101 Emotion Annotation and Representation Language (EARL), 58, 60­61 emotions, 56­62 EARL chart, 58, 60­61 evoking, 56­58, 181, 186 listening and, 100, 101, 104 negative, 58, 61 positive, 58, 61 questions and, 58­60, 75, 76 in storytelling, 64­65, 70­71 energy management, 167­170 Erickson, Milton, 4 ethics, 66 euphemisms, 48­49, 181 external buyers, 24­27, 180, 187 Human Performance Institute (HPI), 156, 167­170 humor, 55, 116­128, 182 Humor Mall, 118 hypnosis, 67­68 I Am America (Colbert), 117, 119 "if," 47­48, 181 InfluenceWithVideos.com, 127 Instant Income (Switzer), 133 internal buyers, 24­27, 180, 187 International Special Events Society (ISES), 166­167 intestinal cleanse, 170 Jeary, Tony, 54, 135 joke books, 123­124 "just", as minimizer word, 46, 180 Karrass, Chester, 128 kinesthetic-style buyers, 38­39, 102­105 language elements, 44­55, 185, 191 "and," 46 breaking down language inside objections, 90­92 "but," 46, 181