Sales Executives Use Covert Hypnosis For High Closing Rates
Janie Samms
Sales Executives employ many successful sales techniques. One of the most interesting techniques is conversational hypnosis. So what is this technique and how can you use it to increase sales?
Conversational hypnosis, otherwise known as covert hypnosis, is a communication style. You may 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.
Developing somewhat of a relationship with the client is pertinent when using conversational hypnosis. A salesperson can begin the relationship by initiating a conversation that is sure to create a connection with the client. The salesperson chooses something that he obviously has in common with the client, or something that is universal. Once the client can identify with you, move on to using persuasive words and body language that can influence the client's actions.
Conversational hypnosis doesn't rely on words alone. Body language and movement play a part in the conversation as well. Perhaps the person you're speaking with has not noticed the beautiful vase of flowers on the table next to you. But if you glance over at the flowers, most likely the other person will notice, and will also look at the flowers. Without saying a word, you have caused them to notice the flowers. This use of subtle body language is very effective in influencing people to take a specific action, without ever actually asking them to do so.
Sometimes a more verbal and direct conversational hypnosis approach is used to influence the actions of other people. In this case, the sales executive may mention that he does not want the client to say or do something. In order for the client's mind to process the phrase, it needs a point of reference. The person will begin to think about what they have been asked not to think about. This has probably happened to you. You may have used this technique on people you know. This is sometimes referred to as reverse psychology, and plays a big role in conversational hypnosis.
Some salespersons prefer to use a straight-forward approach with some customers. They may say 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.
At one time or another, we have all been influenced by conversational hypnosis. Perhaps your teenager has used the technique to persuade you to buy him a new video game. Or maybe from time to time you've made purchases based on subliminal messages in TV ads or in ads you've seen on the internet. Often people are persuaded to purchase things from telemarketers on the phone.
If you're serious about boosting sales figures, you should strongly consider learning and applying conversational hypnosis methods. The simple 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.
About the Author:
|
