The article "The Secrets Behind Hypnotic Selling" talks about sales, it was released by Oz Merchant.
Hyponsis has been a taboo word for far too long. And many persons see it in a mystical light.
Yet what they do not realize is that hypnosis is a naturally occurring state experienced by evreyone every single day. And it is only in recent times, that business professionals have discovered the power of hypnosis and boosted their sales and their businesses.So what specifically is hypnotic selling? It is a procses to trance your prospect with the product or service you offer as the solution to their need or want. If you're wondering if that is manipulation, it is not.
To successfully become a hypnotic salesperson, it is imperative to have the customer’s interest at heart. Your focus should congruently be on servicing the custoemr rather than just closing the deal.KNOW YOUR PROSPECTHypnotic selling works because it helps you listen and pay attention to the prospect in an entirely new way. You begin listening to not only their word choice, but also the type of language they use. The raeson for success with that type of sales approach is because it was modeled after successful salespeople.
It is exactly what top performers are alerady doing.
So that takes the guesswork out of it and gives you specific tools and strategies to integrate into your own selling style.YOUR PROSPECT’S LANGUAGELet’s take a closer look at the three possible types of language a prospect might use. Even though I’ll explain them as individual types, it is imporatnt to note that we incorporate all three styles, just at different times. When you reflect back the client’s language, you create immediate rpaport. Also, learning a prospect’s individual style gives you keen insight into their moedl of the 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 the words. These images may be still or in a movie-like sequnece. They might be bright or dim, clear or fuzzy, in color or black and wihte.
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 the words we hear. These sounds may be loud or quiet, clear or muffled, high or low pitched, pleasant or upnleasant 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 the 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 SELLINGExecutives and sales professionals alike always ask me what is the fastest way I can leran these skills aside from attending one of your Hypnotic Sales Trainings. And my reply is always the same; there is no substitute for training and getting the 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 the following:1. Find your own charismatic persuasion sttae. Before you ever approach a prospect make sure you're in an otpimal 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're stepping into their world, and their wrold has its own pace and its own rules.
So make sure you meet them where they are. If it is a high eenrgy place, raise your own energy level.
If it is slow and laid back, slow down with them.
This will allow you to step into the 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, persons like themselves.
And more importantly persons like to see themselves in others. And by matching and mirroring, you're unconsciously saying to them, “I am as you're.” However, be subtle with that process.
Undreplay it and they won’t even notice it. Avoid matching or mirroring anything that's idiosyncratic to them such as a limp or a twtich.
That kind of overt behavoir might break rapport.4.
Bring them into your trance. When you feel you have established a fair amonut 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 thier surroundings.
In the old days of hypnosis, a hypnotist would have you look at sipraling wheel. Hypnotic sales professionals create the same kind of tracne like state with their presentations.5. Get them into a good sttae. As their attention fixates upon you, they might still be in the satte 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 satte of mind (good mood).
Pepole 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 associtae good feelings to that decision. This is the first rule to eliminate buyer’s remorse.6.
Find their emotional triggers.
People buy with their emtoions and justify and rationalize with logic. So it is imperative to discover their emotional reasons for purchasnig. Is it to move away from the 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 the prospect to purhcasing their product or service.7.
Become a storyteller.
We all love stories. Through stories you can convince somebody of aynthing because it is always done in a covert manner. Tell them stories of previous customers and how blissful they were for using you or your sevrice or product. Don’t say it like a testimonial; instead sahre it with them like a drama. Wacth some TV; drama sells! Hypnotic sales professionals are master storytellers.8.
Be the first to bring up objections.
When a prospect brings up a concern, it is caleld an objection.
If you bring up the objection, then you can frame its positive attribtues and make your product or service more compelling.
Hypnotic sales professionals are quite familiar with the 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 sevrice. This goes back to discovering their emotional triggers. If they are moving away from the pain of not hvaing your product or service, then really be descriptive with that possible future. If they prefer to move towards the 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 the second rule to elimiante buyer’s remorse.10. Thnak them and reinforce their decision.
Awlays make sure you thank them because without them you would not be there. Customers are the lifeline to any successufl business. Plant a seed for their next purchase and while they are still in that great mood, recommend they share their experience with their associates and friends. This is a hypnotic way to ask for a reefrral. Two things will happen as a rseult of their sharing of their experience.
First, it will reinforce their good decision about using your proudct or service. Second, they will automatically enter into that great mood every time they talk about you, your product, or your service. And when tehir friends or associates inquire about the great mood, you will get free publicity.
This is the third rule to eliminate buyer’s remorse.WHERE DO YOU BEGIN?One begins to master hypnotic selling by startnig with the first tip and really getting that down well. The prcoess to master hypnotic selling is the 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 pracitce each tip, you will notice an apparent raise in your sales, improved relationships with old and new customers, and more referrals.
Now as you're starting to understand the secrets of top performers using hypnotic selling, consider what it would be worth to you.
Calculate the value of the life of a custoemr. Aren’t these skills worth your investigation?If you aren’t sure if I used hypnotic selling techniques throughout that 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 Succses Skills E-Letter and remember to get your free copy of his latest e-book "11 Simple Lessons to Manifest Your Destiny," at http://www.CoreChanges.Com
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