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 someone to do something for you, these techniques will help:
Mirroring is when you copy someone else behavior – the body posture, the tone of voice, or when you say specific words that they use.
When you are with someone you trust, you may not notice but you are naturally mirroring each other.
One example of mirroring is when couples complete each other’s sentences or when they look alike. They seem that they read each other thoughts.
It is essential that when you are mirroring someone, to stay outside of their perception.
Don’t make it too visible that you are imitating. Subtlety is key to making this technique work for you. I know it will take some time to master it, but once you do, building rapport will be so much faster.
2. The Yes Set
It is a process of asking questions that are guaranteed to get the other person to respond with yes.
If you get the other person to answer with a yes response to different topics, 7-8 times. Then you are almost guaranteed to get another yes.
Through this method, you can gain access to the fast part of the brain (unconscious mind).
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…
3. Hypnotic language
There are some specific words that 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 embed a suggestion through conjunctions:
-As you (an actual event), you (idea)
-Every time you (a real event), you (suggestion)
-(an actual event)…means…(suggestion)
-because (an actual event)…you can…(suggestion)
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 persuasive skills.
What is vocal tonality? It is the vocal inflection 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.
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 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 in phrases that show benefits and action words (really, definitely, specifically).
“Hi, I’m Bill 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 simply pausing for 1 or 2 seconds. But, when to pause?
You can 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
Example: If you want to sell a car.
“Like you chose a house safe for your family. This car will keep your family safe. Also, it is more fuel economy and will keep you from losing money at the pump “.
A true story with many metaphors, analogies, and assumptions will help you close the sale.
People come to your shop because they want to buy your product. If you sell over the phone and someone is listening then it may be interesting to buy.
Throughout the call, you should speak as if the person will buy. If you do this, they will start to assume that they will buy as well.
For example, “You can handle the payments on a 12% discount. Not you may wish to buy based on a 12 % discount “.
“I think you are smart to buy today before the price increase. Not “If you purchase today, you will avoid the price increase “.
Make the customer feel as if the product belongs to them.
Get them used to owning the product. Once people feel ownership, closing the sales becomes natural.
You can do this by using words such as When, instead of if. UsingWhen shows certainty that the customer will buy.
Also, use the words we and lets to give them the impression that they aren’t making the decision alone.
6. Influence through questions
Here’s one thing I know about you: If I make one question, any question, you’ll answer it.
Even if you do not answer it aloud, you’ll answer it in your head.
Fact: People will accept an idea that is the result of their thinking, not yours.
Persuasion is about helping the person develop his own idea which of course, is your idea.
You let him claim it, own it, and then he’ll act on it.
That’s why questions are an awesome tool for persuasion.
What do I mean by that?
If we’re in the middle of a conversation and someone comes out of the blue and asks you a question. You’ll answer, right?
We’re compelled to answer.
We don’t simply continue our conversation. We must answer this person. This is automatic-answer behavior.
We were told to be polite, and not answering a question is rude.
We also want to answer because we want everyone to have attention to us and to appear superior.
First, you should be aware of damaging questions you may be asking yourself.
Some of them are:
Why I can’t sell more?
How come everyone has an objection?
Why do they think our price is too high?
Why don’t people trust me?
Is it really such a great field?
These questions put you in a bad mental state.
You just need to ask better questions:
What do I want my target to feel?
What do I really want from this sale?
How much time will it last? What are the specifics? (dates, times, costs, etc.)
Who else do I need to involve? What don’t I know? What could go wrong?
What are some of the most common objections I will hear from my target?
The above questions are a great start for you. Focus on answering each one of them and the target can do nothing you didn’t predict.
Questions involve the target
Let’s say I ask you, “Excuse me, I need to catch a plane, can you tell me what time it is? “ For the next several seconds, I will successfully direct your thoughts on your watch.
By asking a simple question, I have taken control of your brain, even if only for a couple of seconds.
Here are some questions to prompt the thinking of your target:
Would you like to enjoy? (the benefit of your request) Have you wondered how to get it? (the outcome you believe they would desire)
Ask about the future
A powerful persuasion technique is presenting your product at a future pace.
This works by mentally walking your target into the future that is without the benefits you’re providing.
Help them to experience the pain associated with not choosing to do the right thing.
You may also want to add details about how other people he respects will view him in this pretended future.
7. Does fear persuade or paralyze?
Research has shown that inducing fear can persuade people to act.
This general rule has an exception:
You produce fear but you don’t show specific actions to reduce the danger.
Now, the person may be “blocking out” the message or denying it applies to them. Consequently, they will not act at all.
E.g. An Ad campaign informing about the risks of smoking should also give a step-by-step guide teaching how to quit.
Healthcare professionals should be aware of this trick.
Let’s say a physician is trying to persuade someone to lose weight.
They should start by pointing out that he/she is at risk of a particular disease followed by a specific plan to reduce weight.
Health organizations around the world put gruesome figures in cigarette packs. But, they don’t show you a detailed method you can follow to quit smoking.
Source: Covert Persuasion by Kevin Hogan