Covert Hypnosis

When you’re creating sales presentations, it’s always a good idea to start with an outline. So in this article, we’ll cover the outline I’ve used to successfully hypnotize people effectively. Also, this same outline can be used in any social situation. Just tailor the concepts accordingly.

Here are the six questions:

1. How can I seem credible?

2. What’s the problem?

3. What must they be experiencing?

4. How can I relate?

5. What is different?

6. What should they do?

 

Once you have these six questions answered, selling becomes quite easy because you can then plug in your hypnotic devices like sneak phrases etc. So let’s look at each one individually:

1. How can I seem Credible?

This is a very important question. People aren’t going to buy from you if you don’t have any proof that what you’re selling works. When I sold vacuum cleaners door to door, I simply established credibility by talking about how our vacuum cleaners were used and trusted by museums, government agencies and hospitals.

Think about it:

Museums have priceless artifacts. Dust, dirt and mold can damage them. But, they use and trust our cleaners before any other brand. Government agencies are considered “authority” and looked up to by many people. So if our leaders are using them, then it would be a good choice for them to use it as well. Hospitals need to be kept cleaned and sanitized at all times. If they use our vacuums, they MUST be good. Now, do you think I’d have to go on to explain these things to a person? Not usually. They’d simply process what I’ve described above themselves; just by saying they’ve used them.

It doesn’t hurt, however, to explain it. It only further emphasizes your credibility. But notice how by me just mentioning these things it builds trust and credibility. That’s a BIG part of selling.

Here are some more examples of how to use credibility:

•   Testimonials – it’s always good to show other people that what you’re selling is being used successfully by other people, and sharing those stories with them! Of course, if you don’t have any, get some as soon as possible. Maybe ethically “bribe” them by giving them a free valuable product for their story, an offer to experience a few moments of fame on TV, or whatever you can think of.

•   Tell your own story – worst case scenario, tell your own story! Stories are powerful hypnotic tools, and will do if you don’t have anybody to back your claims. Describe how your life was before and after using the product or service you’re selling. Dramatize it a bit. Be inspirational.

•   Offer a free sample! The proof is in the pudding! If you sell a book, offer a couple of free articles. If they like it, they’ll buy more. Of you sell golf balls, give “public demonstrations” and allow people to physically try them out themselves.

A dear friend of mine improved the credibility of his business by offering a free sample of hydroseeding to your lawn. He’d go to your place, spray this “magic lawn stuff” on a small portion of your lawn to see how effectively it worked. Acouple of weeks later, his phones rang off the hook with people begging him to come do the rest of their lawn because “the area you did makes the rest of our lawn look like crap! Come fix it!” Clever? Not really. Just credibility. Notice how it unconsciously communicates to a person without even using the slip of the tongue.

2. What is the problem?

You need to know this answer. If you don’t know the person’s problem as to why they would need your product or service, you’re going to lose a lot of sales. You see, you have to focus on the problem at some point. You need to bring it into a person’s awareness. Poke at it. Punch those hot buttons. You have to have them feel the pain – only for a short while. You do this not because you *want* them to feel bad, but because of the simple… FACT: people don’t like to feel bad. And once you successfully bring into their awareness of what it’s like to not feel good, you can then show them how they don’t have to feel pain anymore.

But let’s not get ahead of ourselves. When there’s a problem, there’s usually pain associated with it. Knowing this, you can find out the problem, bring out the pain, and focus on the solution. ere’s how I like to do it. I’ll ask things like: “So what brought you here today?”

“Yeah? What about buying x is most important to you?”

“Of course, I agree, if you had that you wouldn’t have (explain problems)”

If you listen carefully, they’ll reveal to you their problem by asking these kinds of questions.

Even if the person says something like “Well, I like fast cars.”

What could they be secretly telling you? Here are some ideas:

•   I have a fast car, but I want a faster one.

•   My friend has a faster car than I do

•   My car is slower than molasses

•   People make fun of how slow my car is

Although we’re only making assumptions up to this point, you can then ask “yeah? What about having a faster car do you find most important to you?” And listen! They’ll give you one of the assumptions you’ve made more often than not. Then, you poke at that problem and invoke the pain… not too harshly, just enough so they’re aware of it. Suppose they respond “Well, I’m not sure. I guess I’m sick of my friends making fun of my slow car because they all have fast ones.”

Now, notice here they’re revealing to you *two* pains. One is: they’re sick of being made fun of. Who could blame them? Nobody likes that. But the second one is: Their friends have fast cars and this person doesn’t!

So sum it up. They want to be treated with respect, and they want social approval. Now here comes the fun part. Talk about those two subjects! You can go on to explain how a past customer commented on how all their neighbors were jealous. You could talk about how people treated your boss differently just because he drove this car. You could talk about a variety of things that appeal to your customers needs but most of all – wants! You see, a common mistake I see time and time again being made by salesman is they don’t try to determine the problem the customer is having.

Now, when you’re prodding for the problem, you have in the back of your mind that you’re going to use it as a tool to use unconscious communication. But to the customer, they begin to trust you, like you, and even at times admire you for the simple fact that you’re taking the time to express that you care!

Even though you’re just using proven tools to cinch the deal, the customer is thinking about how refreshing it is that you’re a salesman who wants to help. Here are some extremely powerful questions to ask to find out problems:

•   What is it about x that you find most important?

•   What is it about x that you find most fulfilling?

•   What is it about x that you appreciate most?

•   What are you looking for most in x?

Then, listen to them! It’s simply a matter of talking about how your product or service appeals to those wants! You see, when people are looking to purchase something, they already have in their mind they want it. People however, are all different. One may want to buy your product or service because they don’t want to experience anymore pain. Others may want to buy it because they would like to experience a pleasure, or a combination of both. Then, some people may just want to buy it because they just have the money to spend! It’s your job to find out the reason. Then, work it over and over again until the customer gives in.