Here I’ll explain how to offer your plan in a way that will attack the customers subconscious subliminally. If you haven’t already read Closing Techniques Part 1 and Part 2. Otherwise you will be completely confused. You may also be interested in my articles on Indirect Hypnosis?
As you sit comfortably and read these words you may notice you are salivating in your mouth. You may also notice that you have a growing need to swallow. Did you swallow yet?
How did I do that? You now feel the need to smile. Come on you know you want to.
All I did was suggest that you do something, that you can easily do. Some where on your body you also have a need to scratch. Go ahead scratch it. It will feel much better then.
Once you get someone to obey one suggestion, it becomes increasingly easy to get them to perform more elaborate acts.
It’s Impossible to Not Think
As I’ve explained in many of my diet articles, it is impossible for our minds to process a negative thought. Right now I want you to absolutely not think about pizza. Don’t think about eating it either. Don’t imagine what it looks like.
See your mind has to think about anything that you tell it not to think about. That’s why people that tell themselves to not think about food, spend all day thinking about food. You can use this principle to get people to imagine owning your products.
Now think about how sales people misuse suggestions. They normally tell customers to not worry about this problem or that. What is the customer now thinking about?
I was in a major car accident a while back, but wasn’t hurt. I immediately called my wife and said, “No matter what you hear I’m perfectly fine and I’m not hurt in anyway, but I was in an accident.” I could have instead called and said, “Don’t panic or be upset, but…” Which phrase would leave here in the best condition to act?
Never tell your customer to not worry about anything! In fact, never bring up anything negative ever.
Embedding Suggestions with Conjunctions
Here are a list of conjunctions you could use to embed a suggestion with a truism or current event:
Embedding Suggestions with Assumption’s
You can also convince people by assuming they will do or think about that which you want them to do. Joe Girard, the world’s greatest salesman, stated that most sales are lost because the salesman hesitated rather than assuming the sale.
Here are some power phrases you can use, if you don’t hesitate in your assumptions:
Examples Using Indirect Hypnosis
Now it’s your job to make some phrases that apply to what you sell. If you need help leave a comment below and I’ll provide answers.
Indirect Hypnosis & Double Bind’s
A double bind is an either or clause in which you win either way. Here are some examples:
Analogies and Metaphors
You can use metaphors or analogies to slip in a multitude of suggestions. Here is an example:
“Most people just walk in and buy the first television they see. I can see that you are here to look them all over, weigh the benefits of each, make sure they are just right and then make a purchase. Right?”
When used correctly, you will tap directly into the customer’s imagination and subconscious. This will make the whole sale’s experience unthreatening and instead enjoyable for your customer’s.
Think about how you can use analogies to make your presentations more interesting and unthreatening? Here are more examples to help:
“Like you choose to spend a little more for a car that excited you behind the wheel. For a lot less, this new tv will excite you every moment your in your home!”
“Like you choose a neighborhood that is safe, with reliable neighbore’s and provided convenience. This car will keep your family safe, it will remain reliable for year’s and it’s great fuel economy will keep you from losing money at the pump!”
“As a home buyer, you already know how important it is to weigh your options as you make an important decision. I’m here to make sure this important decision is handled with care. Then you’ll know you made the right purchase, because an expert took the time to help.”
Embedding Suggestions in Storys
This is really higher end selling that deserves an entire article or two. You also have to make these storys:
I’ll briefly give you my personal story.
Here are the specifics:
No trickery needed! I then often go on to give specific client success stories. If you don’t sell the best product available, quit and then sell the best. True stories will sell better than anything else. Embedded suggestion’s are just the icing on the cake.
A true story interlaced with many metaphors, analogies, assumptions and conjunctions will really sell though!
That’s All Folks
If you have any question’s leave them in the comment box below.
Here to Serve