Sales Executives Use Covert Hypnosis For High Closing Rates
Among the various successful sales techniques used daily, conversational hypnosis is definitely one of the most interesting. Exactly what is “conversational hypnosis”? And, how can it be used to significantly boost sales for your business?
Conversational hypnosis, otherwise known as covert hypnosis, is a communication style. You might already be using conversational hypnosis without even realizing it. While it comes naturally to some people, others intentionally learn and practice the style of communication to benefit a specific purpose. This is true of successful sales executives. Sales executives use covert hypnosis as a means of relating a clear message that engages their client and gains their cooperation and agreement.
Conversational hypnosis actually begins with the technique of starting a conversation that will cause the client to connect to you. This will be the starting point of building a relationship with the client. Once this is done, you can begin adding in some meaningful words or body language that can help direct the client’s actions.
A key element in using conversational hypnosis is to be able to influence people without the use of words. For an example, an air conditioner salesperson may want a customer to know how hot the outside temperature is. Rather than state the obvious, he has the ability to simply make a point of looking at the thermometer on the wall. Most likely, when the salesman looks at the thermometer, the customer will too. The salesman has told the customer how hot it is (and how much he needs an air conditioner) without saying a word.
Another approach, which is more verbal and direct, is to tell someone not to do something or think of something. As you may know, this automatically makes you do or think of what was spoken of. This approach is often referred to as reverse psychology. You may have heard parents talk about using reverse psychology to get their children to do what they want them to do, but reverse psychology is an important factor in conversational hypnosis. Reverse psychology can be effective because when a particular phrase is used, the mind has to process the phrase by using some point of reference.
Some salespersons prefer to use a straight-forward approach with some customers. They might state something such as “Think about how nice it would be to have clean, fresh, odor-free carpet.” They plant the idea in the customer’s mind that all the customer needs to do is purchase his carpet cleaner to get fresh, clean, odor-free carpet. All the customer can think about now is how nice that would be. The customer has been influenced by the salesperson’s words and thinks favorably about the product.
Can you think of times when you’ve been susceptible to conversational hypnosis? Perhaps your son or daughter has unknowingly used conversational hypnosis techniques to persuade you to purchase them a new video game, or new clothes. At other times you might have been susceptible to conversational hypnosis methods used by TV advertising, ads on the web, or when speaking to telemarketers on the phone.
If you’re serious about boosting sales figures, you should strongly consider learning and applying conversational hypnosis methods. The easy method of causing the customer to connect with you and see your perspective, rather than their preconceived notions, is very effective and, when mastered to the point of not being detected by customers, can significantly increase sales for you and your company.
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