The Secrets Behind Hypnotic SellingWritten by Oz Merchant, C.Ht., NLP Trainer & Coach
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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 old days of hypnosis, a hypnotist would have you look at spiraling wheel. Hypnotic sales professionals create 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 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 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 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 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 first to bring up objections. When a prospect brings up a concern, it is called an objection. If you bring up objection, then you can frame its positive attributes and make your product or service more compelling. Hypnotic sales professionals are quite familiar with 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 pain of not having your product or service, then really be descriptive with this possible future. If they prefer to move towards 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 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 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 great mood, you will get free publicity. This is third rule to eliminate buyer’s remorse. WHERE DO YOU BEGIN? One begins to master hypnotic selling by starting with first tip and really getting that down well. The process to master hypnotic selling is 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 secrets of top performers using hypnotic selling, consider what it would be worth to you. Calculate value of 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 www.corechanges.com
| | Assumptions – The Hidden Sales KillerWritten by Kelley Robertson
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Exactly three weeks later customer came back. He walked through front door and made a beeline for me. “I need more of them wool socks”, he said. “The boys at camp want to know where I got them and want some too. How many have you got?” I checked display area, stockroom, and our new stock shipment and told him I had 58 pair. He paid cash and bought them all. I never found out exactly how many people he worked with, but every three weeks he'd show up at store and ask what I had in way of tee-shirts, long johns, plaid wool shirts, work boots, gloves, caps, toques, coveralls, work jackets, etc., and each time he arrived, he'd walk right up to me for service and we'd both go to proper department and select what he needed for himself and for guys he worked with. He always paid cash and always thanked me for my help.” If Doug had made mistake of following his coworker’s footsteps and made same assumptions about customer, he would have lost thousands of dollars in sales. It is easy to make assumptions about our customers and prospects. A person’s appearance, age, gender, nationality, or role within company, often influences us. I have made this mistake when speaking to companies in past. Upon learning that they only had a few salespeople, I made assumptions they would not be willing to pay my standard fee. I later learned that this assumption was completely inaccurate and that they were fully prepared to invest in their teams’ development. As a consumer, I have often noticed that most sales people will approach well-dressed customers before they talk to people who are attired in jeans or casual clothing. Avoid this fatal mistake and go into every sales interaction with an open and clear mind. This will definitely have a positive impact on your sales. Copyright 2004 Kelley Robertson, all rights reserved.
Kelley Robertson, President of the Robertson Training Group, works with businesses to help them increase their sales and motivate their employees. He is also the author of “Stop, Ask & Listen – Proven sales techniques to turn browsers into buyers.” Visit his website at www.RobertsonTrainingGroup.com and receive a FREE copy of “100 Ways to Increase Your Sales” by subscribing to his 59-Second Tip, a free weekly e-zine.
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