Hypnotic Selling Techniques Nov 2009


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Hypnotic Selling Techniques Nov 2009

  1. 1. Hypnotic Selling Techniques Paul Archer www.paularcher.com
  2. 2. Hypnotic Selling
  3. 3. Hypnotic Selling
  4. 4. Hypnotic Selling
  5. 5. Hypnotic Trance
  6. 6. Sales Hypnosis Information into conscious mind Suggestions into subconscious
  7. 8. Hypnotic Language <ul><li>That’s right </li></ul><ul><ul><li>“ We’re just down the road, that’s right” </li></ul></ul><ul><li>Imagine </li></ul><ul><ul><li>“ Imagine sitting comfortably…” </li></ul></ul><ul><li>Because </li></ul><ul><li>Now </li></ul><ul><ul><li>“ Let’s begin now the paperwork </li></ul></ul>
  8. 9. Guide them
  9. 10. Ask permission <ul><li>“ Can I sit down?” </li></ul><ul><li>“ Is it OK for me to speak with you for 10 minutes?” </li></ul><ul><li>“ Is it OK for me to run through this with you now?” </li></ul>
  10. 11. Spatial Anchoring
  11. 12. Backs to the Wall
  12. 13. Anchoring <ul><li>Move backwards </li></ul><ul><li>Sway your body </li></ul><ul><li>Use your hands </li></ul><ul><li>The Cooperative Angle </li></ul>
  13. 14. Touch <ul><li>Survey in US Shopping Mall found that if shoppers touched on upper arm: </li></ul><ul><ul><li>63% shopped more </li></ul></ul><ul><ul><li>23% spent more money </li></ul></ul><ul><li>Right place to touch </li></ul>
  14. 15. Bill Clinton Handshake or Obama’s
  15. 17. Hypnotic Rapport Building
  16. 19. Tainted Words <ul><li>Signature </li></ul><ul><li>Problems </li></ul><ul><li>Price </li></ul><ul><li>Hesitate </li></ul><ul><li>Honest – “ To be honest with you ” </li></ul><ul><li>Frankly – “ Frankly that’s the best deal” </li></ul>
  17. 20. Remove “Don’ts” <ul><li>“ Don’t worry about the premium” </li></ul><ul><li>“ We’ll talk about the underwriting later, you don’t need to worry about that yet” </li></ul><ul><li>With our product, you won’t ever need to compare with our competitor’s products” </li></ul>
  18. 21. Make “Don’t” an advantage <ul><li>“ Don’t think for a moment you need to make a decision right now to buy this product” </li></ul><ul><li>“ I’ll not be asking for the order today” </li></ul>
  19. 22. Embedded Suggestions <ul><li>“ I, like most people , want continuous good service”?” </li></ul><ul><li>“ You, like me , enjoy getting value for money” </li></ul><ul><li>“ Buy the way , let’s quickly summarise the benefits of our product” </li></ul><ul><li>“ When, now , might you be able to make a decision?” </li></ul>
  20. 23. Embedded Suggestions <ul><li>“ I, like many other people , enjoy driving” </li></ul><ul><li>“ Buy now , Mr Smith, you’re wondering what benefits this product gives you…” </li></ul><ul><li>“ You, like me , enjoy getting value for your money” </li></ul><ul><li>“ I’m hoping you’ll want to place an order right now , but before you do…” </li></ul>
  21. 24. Soften your Commands <ul><li>No one wants to be commanded </li></ul><ul><li>Use language to soften </li></ul><ul><li>Might, maybe, could, wouldn’t </li></ul><ul><ul><li>“ You might want to consider…” </li></ul></ul><ul><ul><li>“ I wouldn’t tell you this is perfect but…” </li></ul></ul>
  22. 25. 3 Part Convincer Truth Truth Suggestion
  23. 26. Truth Truth Suggestion “ Your family is a real priority for you aren’t they?” “ From the information on the form you obviously keep yourselves fit and healthy” “ So this policy will be just right for you then?
  24. 27. Truth Truth Suggestion “ The Package certainly protects you from all the issues we spoke about” “ And it’s certainly within the budget you gave me” “ Shall we get the paperwork underway then?”
  25. 28. Yes Tags <ul><li>“… haven't you?” </li></ul><ul><li>“… aren't you?” </li></ul><ul><li>“… don't you?” </li></ul><ul><li>“… isn't it?” </li></ul><ul><li>“… won't you?” </li></ul><ul><li>“… don’t you think?” </li></ul>
  26. 29. Yes Tags <ul><li>Make a suggestion or statement about your product. </li></ul><ul><ul><li>“ It’s very flexible” </li></ul></ul><ul><ul><li>“ Good service is important to you” </li></ul></ul><ul><ul><li>“ You’d like to be able to budget for this” </li></ul></ul><ul><ul><li>“ This is a great deal” </li></ul></ul><ul><li>Then add a yes tag… </li></ul>
  27. 30. Yes Tags <ul><li>“ It’s very flexible, isn’t it” </li></ul><ul><li>“ Good service is important to you would you say ?” </li></ul><ul><li>“ You’d like to be able to budget for this wouldn’t you ?” </li></ul><ul><li>“ This is a great deal, don’t you think ?” </li></ul>
  28. 31. Yes Tags <ul><li>“ You’re looking for the best Protection, aren't you ?” </li></ul><ul><li>“ The mortgage sounds great, doesn’t it ?” </li></ul><ul><li>“ The product is really clear, isn't it ?” </li></ul><ul><li>“ You’ll remember me, won't you ?” </li></ul>
  29. 32. The Five Hot Buttons <ul><li>Security </li></ul><ul><li>Convenience </li></ul><ul><li>Power </li></ul><ul><li>Comfort </li></ul><ul><li>Peace </li></ul>
  30. 33. What’s important to you in the mortgage What do you look for in a Mortgage Adviser?
  31. 34. Joe Vitale’s Buying Trances
  32. 35. 5 Ultimate Persuasion Techniques <ul><li>Allay their fears </li></ul><ul><li>Help them throw rocks at their enemies </li></ul><ul><li>Confirm their suspicions </li></ul><ul><li>Encourage their dreams </li></ul><ul><li>Justify their failures </li></ul>
  33. 36. How Craft a Story <ul><li>Think problem, challenge of customer </li></ul><ul><li>Think of story with same problem </li></ul><ul><li>They’ll see parallel </li></ul><ul><li>Bring story to life </li></ul>
  34. 37. Story Structure <ul><li>Set scene </li></ul><ul><li>Characters </li></ul><ul><li>Journey </li></ul><ul><li>Obstacle </li></ul><ul><li>Phrase that pays </li></ul>
  35. 38. www.sellingprotection.com Sales eBooks MP3 Downloads Sales Tips Articles Online Sales Courses