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
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 product or service you offer as 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 customer’s interest at heart. Your focus should congruently be on servicing customer rather than just closing deal.
KNOW YOUR PROSPECT
Hypnotic selling works because it helps you listen and pay attention to prospect in an entirely new way. You begin listening to not only their word choice, but also 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 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 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 client’s language, you create immediate rapport. Also, learning a prospect’s individual style gives you keen insight into their model of 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 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 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 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 fastest way I can learn these skills aside from attending one of your Hypnotic Sales Trainings. And my reply is always same; there is no substitute for training and getting 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 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 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.
