Words of Wisdom
How to Open Seated Sets
Upon first opening a seated set, everything seems fine. The venusian artist stands near the set running material that is apparently well-received. But as time passes, he begins to lose their attention. Where did he go wrong?
In standing, while the rest of the set is seated, he has less physical comfort than they do. This betrays a subtext that the set is more important to him than he is to them. Thus, as time passes they will perceive him as having lower and lower value. A high-value male doesn't put himself in uncomfortable situations so that he can seek rapport with others.
The problem is, you cannot simply approach a seated set and join them at their table. To do so would be try-hard. So what is a field-tested method for opening a seated set?
1) Open the set with an opinion opener (as you would for a standing set.)
2) Part of the way into the opener, use a false time constraint
3) Continue the opener as you grab a chair and sit down with the set. It's important to be talking at the same time that you sit down.
4) Run another false time constraint and then go into another routine.
5) Continue the set as normal.
Keep in mind that simply knowing the steps is not enough. It takes repetitive practice in the field to tighten up your calibration. Often it isn't the techniques themselves, but the natural manner in which they are executed that gets the results.
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