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And AS you write, you are also asking yourself, "What is my reader thinking right now?" This is much like trying to handle objections in a traditional sales call. The difference is, you are doing this in writing. Your customer isn't standing in front of you. He or she may be thousands of miles away.
But that person is reading your words---voicing those words of yours in their head---and that person is asking him or herself questions. Anticipate them and answer them and you will up odds in creating a sales letter that easily persuades.
Let me explain this another way: Hypnotists know that you will obey their commands as long as you don't already have a counter-suggestion in you to contrary. They can tell you to "Go open window," and you will do just that UNLESS you have a counter-thought, such as, "But it's cold outside" or "I don't have a good reason to open window."
This same dynamic goes on inside your readers. You can tell them to "Send me money now for my new gizmo," and they will do exactly that UNLESS they have counter-thoughts (read objections) in them. As you probably know, most of your readers will have counter-thoughts. Your job is to anticipate them and answer them and THEN give your command.
I use this little known hypnotic skill in all my sales letters. I work hard to create a headline that relays a benefit in a curious way. I sweat to write an opening that yanks attention from wherever it was, to my words. And then I use this "hypnotic dialogue process" to write letter.
In other words, I write my letter while pretending to talk to one person about my product or service. In a real way, I'm talking to myself. As I "talk" on page, I imagine what my prospect will ask next. It's a dialogue in my mind. But truth is, that same dialogue will end up in my prospect's mind if I do this right. You've been doing it throughout this article. You've been reading my words and asking yourself questions. Right?
Throughout writing of this article, I kept asking myself, "What will he ask?" By anticipating your questions, I could handle them in a persuasive way. I could, in short, lead you to my way of thinking and to doing what I want.
For example, right after my opening paragraph, I wrote, "Sound hard to believe?" I placed question there because that's probably exactly where you ASKED question in your own mind. You read my opening lines---about my big promise to show you how to get people to send you money---and inside yourself you said something like, "That's pretty hard to believe. Prove it." And right there, right on cue, comes my question. I anticipated your thoughts and answered them by using dialogue process.
And what did I install in your mind while you were reading?
Go back through this article and see if you can find this "dialogue process" at work. And then notice what you do next, because that action will reflect command I secretly embedded in you. And now that your objections are handled, you have little choice but to act on it, or not.
Joe Vitale, regarded as one of the world's most powerful copywriters, is a best-selling author of numerous marketing books and courses. His tremendously successful "Hypnotic Writing" e-book is now succeeded by "Advanced Hypnotic Writing," a breakthrough book that reveals how to use the phenomenon of hypnotic suggestion to turn your words into cash. http://www.roibot.com/tk_adhyp.cgi?ahwyg5