Hypnosis has been a taboo word for far too long. And many people see it in a mystical light. Yet what they do not realize is that hypnosis is a naturally occurring state experienced by everyone every single day. And it is only in recent times, that business professionals have discovered the power of hypnosis and boosted their sales and their businesses.
So what specifically is hypnotic selling? It is a process to trance your prospect with the product or service you offer as the solution to their need or want. If you are wondering if this is manipulation, it is not. To successfully become a hypnotic salesperson, it is imperative to have the customer's interest at heart. Your focus should congruently be on servicing the customer rather than just closing the deal.
KNOW YOUR PROSPECT
Hypnotic selling works because it helps you listen and pay attention to the prospect in an entirely new way. You begin listening to not only their word choice, but also the type of language they use. The reason for success with this type of sales approach is because it was modeled after successful salespeople. It is exactly what top performers are already doing. So this takes the guesswork out of it and gives you specific tools and strategies to integrate into your own selling style.
YOUR PROSPECT'S LANGUAGE
Let's take a closer look at the three possible types of language a prospect might use. Even though I'll explain them as individual types, it is important to note that we incorporate all three styles, just at different times. When you reflect back the client's language, you create immediate rapport. Also, learning a prospect's individual style gives you keen insight into their model of the world, which then allows you to tailor your presentation.
"The Visual Prospect"
When you hear words like "see, appears, looks," or phrases like "picture this, looks clear, bright future," these are all visual words. This means we are accessing images in our minds to make sense of the words. These images may be still or in a movie-like sequence. They might be bright or dim, clear or fuzzy, in color or black and white. This kind of prospect will probably will move and speak quite rapidly.
"The Auditory Prospect"
There may be times when hear words like "listen, sounds, clicks," or phrases like "sound okay, listen to this, rings a bell," these are all auditory words. Here we are accessing sounds to make meaning of the words we hear. These sounds may be loud or quiet, clear or muffled, high or low pitched, pleasant or unpleasant in tonality. This prospect will speak more melodically.
"The Kinesthetic Prospect"
Sometimes you may hear words like "feel, grasp, grip, hold," or phrases like "take hold of, heavy feeling, or gut response," these are all kinesthetic or feeling words. This means we are accessing our feelings to make sense of the words. These feelings may be heavy or light, cool or warm, pressured or tingling, moving or still. This kind of prospect will speak and move quite slowly as he or she feels each word.
TEN TIPS ON EFFECTIVE HYPNOTIC SELLING
Executives and sales professionals alike always ask me what is the fastest way I can learn these skills aside from attending one of your Hypnotic Sales Trainings. And my reply is always the same; there is no substitute for training and getting the experience under your belt. However if there were ten tips that I would want to impart to you at a training or otherwise, it would be the following:
1. Find your own charismatic persuasion state. Before you ever approach a prospect make sure you are in an optimal state of mind. A quick mental exercise you can do is think of times when you were humorous, highly influential, enthusiastic, and confident, along with times when you were communicating effectively and absolutely certain about yourself. Step into a combination of these states before you take one step towards your prospect.
2. Step into their trance. When you go into a company you are stepping into their world, and their world has its own pace and its own rules. So make sure you meet them where they are. If it is a high energy place, increase your own energy level. If it is slow and laid back, slow down with them. This will allow you to step into the rhythm of their environment.
3. Establish Rapport. Once you meet your prospect, get rapport with them. Match and mirror their movements. Sit like they sit. Speak only as fast they speak. Surprisingly, people like themselves. And more importantly people like to see themselves in others. And by matching and mirroring, you are unconsciously saying to them, "I am as you are." However, be subtle with this process. Underplay it and they won't even notice it. Avoid matching or mirroring anything that is idiosyncratic to them such as a limp or a twitch. That kind of overt behavior might break rapport.
4. Bring them into your trance. When you feel you have established a fair amount of rapport, then it is time to bring them into your world. Get them to focus in on you, so they are no longer distracted by their surroundings. In the old days of hypnosis, a hypnotist would have you look at spiraling wheel. Hypnotic sales professionals create the same kind of trance like state with their presentations.
5. Get them into a good state. As their attention fixates upon you, they might still be in the state of mind of their last activity. If it was a pleasant, that's fine, if not, then make sure you get them into a good state of mind (good mood). People make decisions inside of mental states. It is important to get your prospect into a great state of mind so when they decide to go with your product or service; they will always associate good feelings to that decision. This is the first rule to eliminate buyer's remorse.
6. Find their emotional triggers. People buy with their emotions and justify and rationalize with logic. So it is imperative to discover their emotional reasons for buying. Is it to move away from the pain of not having your product or service (perceived benefit) or pleasure of having it? Or perhaps a little bit of both. Once triggers or hot buttons are discovered, hypnotic sales professionals utilize them to persuade the prospect to buying their product or service.
7. Become a storyteller. We all love stories. Through stories you can convince someone of anything because it is always done in a covert manner. Tell them stories of previous customers and how happy they were for using you or your service or product. Don't say it like a testimonial; instead share it with them like a drama. Watch some TV; drama sells! Hypnotic sales professionals are master storytellers.
8. Be the first to bring up objections. When a prospect brings up a concern, it is called an objection. If you bring up the objection, then you can frame its positive attributes and make your product or service more compelling. Hypnotic sales professionals are quite familiar with the common objections associated with their industry, product, or service, and they prepare themselves ahead of time to inoculate their prospect from these objections.
9. Show them alternate futures. Use your stories to paint them a picture of what it would be like to not have your product or service. This goes back to discovering their emotional triggers. If they are moving away from the pain of not having your product or service, then really be descriptive with this possible future. If they prefer to move towards the pleasure of having your product or service; then paint them a picture of how great it will be when they are using your product or service. This is the second rule to eliminate buyer's remorse.
10. Thank them and reinforce their decision. Always make sure you thank them because without them you would not be there. Customers are the lifeline to any successful business. Plant a seed for their next purchase and while they are still in that great mood, suggest they share their experience with their associates and friends. This is a hypnotic way to ask for a referral. Two things will happen as a result of their sharing of their experience. First, it will reinforce their good decision about using your product or service. Second, they will automatically enter into this great mood every time they talk about you, your product, or your service. And when their friends or associates inquire about the great mood, you will get free publicity. This is the third rule to eliminate buyer's remorse.
WHERE DO YOU BEGIN?
One begins to master hypnotic selling by starting with the first tip and really getting that down well. The process to master hypnotic selling is the same way you would eat a watermelon; one bite at a time. The key here is to integrate it into your own style, not to become a robot. Add your own flair once you have mastered each skill set.
After you practice each tip, you will notice an apparent increase in your sales, improved relationships with old and new customers, and more referrals. Now as you are starting to understand the secrets of top performers using hypnotic selling, consider what it would be worth to you. Calculate the value of the life of a customer. Aren't these skills worth your investigation?
If you aren't sure if I used hypnotic selling techniques throughout this article you may want to read it again!
As the director of the CORE Changes Institute, Oz Merchant, trains and coaches individuals for personal and professional excellence utilizing cutting-edge transformation technologies such as NLP, Hypnosis, TFT, and EFT to name a few. Get access to the Success Skills E-Letter and remember to get your free copy of his latest e-book "11 Simple Lessons to Manifest Your Destiny," at http://www.CoreChanges.com
![]() |
|
![]() |
|
![]() |
|
![]() |
There are thousands of books and seminars on how to... Read More
Yesterday I received a call from a financial planner named... Read More
The formula for defining a "profession" is similar throughout many... Read More
At-ti-tude, n.One of Webster's dictionaries describes the word attitude as:a... Read More
Alexander Graham Bell once said, "When one door closes another... Read More
If you were selling a mansion, and you were selling... Read More
How do you get people's attention and build their interest... Read More
Recently, I wrote about about creating specific, compelling goals that... Read More
Many mannequin manufacturers sell their mannequins in wholesale. This means... Read More
The traditional "Quotation" was originally devised during the Industrial Revolution... Read More
Benefits are what motivate people to purchase from you, right?... Read More
How many of you have a corporate web site? Everybody... Read More
What do you think it is? Many experts insist it's... Read More
Here are four simple things you can do to take... Read More
Linda felt like she had reached a plateau in her... Read More
For centuries ? at least since the serpent convinced Eve... Read More
Selling your services to corporations is an attractive proposition. The... Read More
Part I of this article explored how strategies of Neuro-Linguistic... Read More
Sales letters, sent via e-mail or snail mail, are an... Read More
Growing up in the South, I used the phrase "big... Read More
An attractive woman has a decided advantage as sales representative... Read More
I am often reminded of the following true story whenever... Read More
Speak to almost any self employed professional and most of... Read More
You have all seen them,the sales letters that never ends.... Read More
Whenever I speak with new salesreps and entrepreneurs, I hear... Read More
The Importance of setting appointments is crucial to running a... Read More
Would you like an easy way to track the performance... Read More
Can you close a sale in just seven seconds? If... Read More
Many times in the process of making a sales presentation... Read More
Back in the days when I sold for CTV and... Read More
Successful salespeople have the ability to turn the customers they... Read More
I wonder when we decided to become a sales person.... Read More
Selling a service isn't the same as selling a product.... Read More
If you need to hold a fundraiser and don't know... Read More
Could casual Friday be undermining your leadership ability?One of the... Read More
First, recognize that motivation is an inside job. The word... Read More
For technology companies, service after the sale has emerged on... Read More
The above quote, "Eighty percent of success is showing up."... Read More
A lot of effort is put into getting new clients.... Read More
It is vital that insurance salespeople have a steady stream... Read More
It is fairly common for real estate companies and mortgage... Read More
1. Mail to your customers more often. If you are... Read More
Whenever I speak with new salesreps and entrepreneurs, I hear... Read More
American consumers have spoken and have done so loudly registering... Read More
The headline that appears over the salutation in a fundraising... Read More
Sales information resource Just Sell, calls caring "sales love". Here's... Read More
"Accepting the consequences, good or bad, will free you; take... Read More
Selling "-abilities": Reliability (Part 1 of 4) Most salespeople... Read More
Having good telephone skills is crucial as the call may... Read More
"Open-source" is typically found in the Information Technology area as... Read More
Hi, I'd like to discuss the most powerful words you... Read More
Always give a reason for the sale for credibility. 1.... Read More
A few weekends back, the Brobdingnagian Bards performed at the... Read More
So the other day I'm watching the movie The Matrix,... Read More
One of the top brewing companies in America is a... Read More
How do you respond when an absolute stranger calls, at... Read More
Testimonials are all-important to sell anything. You may already have... Read More
When it comes to effective selling, one simple fact never... Read More
No matter how big or small your business is and... Read More
Now business owners and sales professionals can develop a Faster... Read More
Being a good listener requires more than just keeping quiet... Read More
"If you do anything foolish or try to get out... Read More
Do you have 5, 10, or 20 years of sales... Read More
Selling your products at shows can be difficult when you... Read More
As I prepare this issue of this Newsletter, at 37,000... Read More
Any selling approach that lacks a proven strategy, a practiced... Read More
Sales |