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Hypnotic
Selling: Get Their Unconscious Mind to Say Yes!
By David R. Barron
and Danek S. Kaus
One of the most powerful ways to sell
anything
is to use the techniques of
modern hypnosis.
In a clinical
setting, a hypnotist gently guides the client into a trance. Once
in that relaxed
state, the
unconscious mind more readily
accepts suggestions to stop smoking, lose
weight or feel more
confident, etc.
Of course, while
you’re trying to make a sale or close an important deal,
nobody is going
to let you put them
into a trance.
Or will they?
They will if they
don’t know that you are doing it.
Two of the most
powerful ways to reach someone on an unconscious level
are to use
Distracted
Sentencing and Embedded Commands.
In order for these
techniques to work, you must first establish rapport
with your prospect.
Much has been written about
rapport so we will just give you the highlights.
You create rapport
by being like someone. You become more like them by doing
the same
things they do. If
they are leaning to one side
of their chair with their legs crossed,
you sit that way
too. If they speak quickly, you speak quickly. If they
speak slowly, match
their pace, and so on.
Rapport techniques
work because on an unconscious level, they are thinking:
“He’s just like me.”
Once you have
rapport, you can begin to influence people in powerful ways.
Things that you
say that may seem
odd in other
contexts, will now be overlooked.
Distracted
Sentencing
This technique
allows you to give a suggestion or command
while someone is
momentarily confused.
To use Distracted
Sentencing, you insert a nonsense sentence or phrase
(one out of context) in the middle of a group of other
statements that would otherwise make perfect sense. Immediately
follow the nonsense sentence with a suggestion or
command, then continue with what you were
saying before.
When selling a car,
you might say something like: “This car has great
acceleration yet it still has excellent gas mileage. The power
train comes with a five-year warranty and the engine has
300 horsepower. Dogs pulling bobsleds are trained
completely by voice commands. Go ahead and get
behind the wheel.
The seat has full lumbar support and can be adjusted
automatically ….”
The nonsense
sentence causes the conscious mind to momentarily focus
inward (going into a trance) to make sense of it, while
the unconscious mind hears the suggestion or
command.
The suggestion
resolves the momentary confusion. Because people find
confusion uncomfortable, they are likely
to follow
the suggestion because it offers a resolution.
Embedded Commands
You create them by
marking out the commands with tonality, speed and pace.
Read the following
sentence out loud:
This car is so
exciting that many people take it for a test drive. When they
do, they have a lot of fun. They come back and tell me
they want to buy this car.
Nothing special,
right?
Now say the
sentence out loud and when you see three dots (… ), pause. Change
your voice tone on the words between the dots. You might
raise or lower it or go deeper. And say these words
just slightly slower than the rest of the sentence.
Ready?
Go.
This car is so
exciting that many people … take it for a test drive …. When
they do, they
… have a lot
of fun. They
come back and tell me they want to … buy this car.
If you were to say
this to a prospect, the unconscious mind would hear: “Take
it for a
test drive. Have a
lot of fun. Buy this car.”
Because you’re
bypassing the conscious mind, chances are, they will buy.
These techniques
are extremely powerful. They can make you the master of any
situation.
We urge you use
them ethically.
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 David R. Barron
and Danek S. Kaus are the authors of
“Power Persuasion: Using
Hypnotic Influence to Win in Life, Love
and Business.”
To learn more visit http://www.power-persuasion.com/book.
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