There are a lot of sales techniques and one of them is indirect hypnosis.
Indirect hypnosis is when you give commands to others without them knowing.
This form of hypnosis doesn’t put people to sleep, it’s about using words effectively to become more persuasive.
Whether you’re in sales or just trying to persuade your friend to do something for you, these techniques will help:
2-The Yes Set
Questions to ask: How you are doing today, pretty good? Can you please sit down here? Is the temperature in the room comfortable?
I see you looking at the…
There are some specific words which can influence his decision.
The goal is to get people to imagine the outcome you want, which is owning the product or enjoying your service.
You can also embed suggestions by using assumptions.
Assumptions are very effective sentences to persuade others.
“Before you work on this article, let’s grab a quick bite to eat, okay?”
It presupposes that the person will finish the article.
Did you notice the word okay? It is a leading technique and while using it, raise your tone of voice a little and nod your head down.
Other hypnotic phrases
“You might want to buy this amazing car now”. (You don’t have to, but you just might!)
“You don’t have to decide now”
“I don’t know if signing up now is what you want to do”. (Actually, I do know, but I am being gentle)
“Would you like to have our top brokers be always there for you?”
“Some people are investing a great deal of money with us right now”.
“Would you be surprised if I told you that our clients get 20% of their investing”.
“Are you interested in making more money short term or long term”.
“If I could show you a way to make more money, would you invest with us?” (You wouldn’t ask it unless you could show him, so now you get the “yes” response, and then you close him.)
“If I could show you a way to lose 20 kg in three months, would you do it?”
“What would it be like if you had a body that people would be magnetized to?”.
“What it would be like if you had an extra $1000 per month?” (Imagine that…)
“Can I show you how to (use this product) in such a way that it will help you become…”
“Don’t you feel that you are happier when you have someone to do the hard work for you?”.
It doesn’t mean that using these phrases will always make people do what you want. There are a lot of factors that matter such as tonality, vocal pacing, and content.
Try to practice these phrases as much as possible in different situations. You’ll see improvement in your persuading skills.
What is vocal tonality? It is the vocal inflexion you give to certain words.
You may have noticed when someone is giving a speech, it reads the words at a different pace. It gives more power to some words while for others it lowers the tone.
The way you say things has a big impact on communication.
When my mother called me “Edison” (In a calm voice) I would also feel calm, but when she called with an angry voice “Edi-son!” (oh, no that’s not good).
It is the same word but the tone of voice transmits a different message.
The 3 Tonal Patterns
You show that your product is limited in availability. “This is the last week it’s going to be in the market” (With a soft tone like you’re telling a secret)
You talk like you’re 100% sure that your product is right for them. “This product is a perfect fit for you”.
No big deal
After you show certainty, you lower your tone of voice and close the sale.
4 Techniques to master the tonality
When you give the emphasis to one word over the other words.
Example: “The real secret to success is…” “The real secret to success is…”
Words to consider to emphasize include: Absolutely, amazing, best-selling, buy, now, plus, real, etc.
2. A slower tone
When you enunciate a word slower than other words to give a dramatic effect. Usually, it’s used to phrases that show benefits and action words (really, definitely, specifically).
“Hi, I’m Edison from X company, How are you doing today?” In an enthusiastic tone of voice. Then, you lower the volume “Now, the reason for the call is…”
The idea behind this is that you have to say something really important and he better listens.
4. The strategic pause
It’s simple pausing for 1 or 2 seconds. But, when to pause? After using the word, “Right?”, or “Deal?” (Something that requires a split-second agreement). Or, after making a very important statement.
5-Implanting suggestions with analogies
Make the customer feel as if the product belongs to them.
6-Influence through questions
Source: Covert Persuasion by Kevin Hogan