Imagine walking into an appointment, meeting the prospects, and within a manner of minutes - using only the power of words, the power of language - having so completely mesmerizing the prospects that they are virtually helpless against you and your persuasion skills.
Imagine your prospects becoming putty in your hands. Led at will, step by step, through your presentation until they commit without a peep of resistance.
Wouldn’t that be nice?
Well, it won’t happen. At least not consistently. But you can develop your presentation skills to such a point that you greatly increase your chances.
How? By learning one of the best kept secrets of the superstars - the effective use of conversational hypnosis techniques to build instant rapport, defuse objections, and lead the prospect into making a decision that is good for them and their situation.
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There are mountains of proof, years of research, tons of published reports and plenty of indisputable facts which all point to the same conclusions: Top sales people use the power of conversational hypnosis extensively - often without knowing it.
Your success will ultimately depend on your ability to persuade. And that’s where conversational hypnosis skills come into play.
Conversational Hypnosis?
One the reasons you may not have heard too much about conversational hypnosis is it hasn’t been until fairly recently that the actual process, the actual stuff that makes it work has been broken down into a form in which it could be taught.
In fact, many of the super elite salespeople that have been studied over the years didn’t know how to explain how to do what they do - it seemed to be something that just came natural to them, and in some cases, that was true - they had basically stumbled upon a few techniques that worked miracles for them so they continued to practice them and use them. Still, they were at a lose to explain the process or the structure of what it is that they did.
Today all that has all changed.
Today we know highly successful salespeople use communication techniques which are nearly identical in structure to the communication techniques used by world renowned hypnotists and psychologists. Knowing this, it also means we now have the means to actually learn these techniques and incorporate them as our own.
The state of hypnosis is a state of increased suggestibility.
Nothing more. Nothing less.
For instance, right now, take a moment and notice the tension in your jaw. Are you biting down and flexing your jaw muscles or are they relaxed? Is your tongue situated on the roof of your mouth, pressing against the back of your teeth, or is it simply lying down, relaxed?
Chances are, until I mentioned your jaw and its state of tension - it never even occurred to you, that is, it wasn’t within your realm of existence at the time.
Now, due to the power of words, due to the power of conversational hypnosis, you became aware of another state of being if you will - your state of suggestibility was increased to include yet another aspect that was previously hidden from your consciousness.
You, my friend, were temporarily in a state of hypnosis - a state of increased suggestibility.
Hypnosis is a part of everyday life.
Light levels of hypnosis are those in which your body is relaxed and you tend to “daydream.” This is a wonderful state of altered awareness in which you can “program” yourself to higher levels of energy, success, motivation, or whatever.
Medium-level hypnosis is often discerned by someone having a “far away look” in their eyes, a rather glazed-over look. You’ve seen it. You’ve been there. You simply “drifted off” into the ozone somewhere. Physically you never left - mentally, well, you were outta there.
Deep hypnosis is often associated with the theater and the stage. It is also the level of hypnosis that is used to block pain during a root canal or an amputation. This is also the level of hypnosis that is known for producing “amnesia” - you know, “when I count to three you will wake up and never remember anything that took place in the last few minutes.”
Deep hypnosis is pretty common
Have you ever had the experience of talking to a friend or an associate, the phone rings or a door slams or some other distraction takes place, and when you resume your conversation you experience “amnesia”, that is, you don’t remember what it was that you were just talking about?
Or how about a time when you were doggedly looking for something like your keys or your beeper and you simply could not find the item. You search until you are frustrated enough to solicit help and there…right in front of your nose all along…worse, the item was discovered in your hand.
That’s hypnosis. Nothing more than an altered state.
Hypnosis does not conflict or diminish one’s ability to reason.
Rest assured that we are not talking about covertly placing one of our customers in a frame of mind and state of being wherein their powers of reason and logic are overruled. It really cannot be done even if we were to attempt to do it. That is a misconception about the powers of hypnosis that is advocated in the movies - however, it has no place in reality.
Hypnosis may heighten the powers of one’s imagination but it will never diminish their ability to reason and stay highly rational. You cannot hypnotize someone and ask them to commit murder or invest in a product or home that they really don’t want or need. It simply won’t happen. They won’t buy it.
Besides, that would be unethical, wouldn’t it? However, if someone does want and need your services - using the powers of conversational hypnosis will give you an extra edge in persuading them of the benefits of using your services simply because when you communicate a message hypnotically - that message is more likely to bypass the person’s conscious defenses.
It is this ability that makes the master communicator so powerful and persuasive. Sometimes a person’s worse enemy is their conscious mind and the erroneous conclusions offered by it - if we can somehow get past these defenses, you will find yourself in a much better position to be able to help them solve their problems.
Some actual techniques
There are four primary ways to send practically irresistible suggestions.
1. Verbal suggestions - This is the most common form of offering suggestion. It is rather direct and is not the most powerful form of offering suggestion.
The idea is to set up a sense of expectation. For example, “You are going to be very excited with the view this home has to offer.” - or - “You are going to just love all the cabinet space in this home…”
Verbal suggestions work because they set the stage for people. People have a tendency to get what they think they are going to get out of an experience. If you think you will like the taste of something, you often will. If you decide ahead of time that you will not enjoy a particular event - chances are good you won’t.
Verbal suggestion gives you the power to literally control how your customer will think. You set the stage for a self-fulfilling prophecy. You set the stage for them to conclude: “I like this. I think I will buy this.” Rather than: “You want me to like this so that you can sell it to me.”
Big difference.
The reason these verbal suggestions aren’t tremendously powerful is because the content of your statements and suggestions are easily recognizable, that is, they are often noticed on a conscious level.
You might suggest that I will be tremendously pleased with the large master suite - I accept you statement perhaps, but I accept it tentatively - I might response to your verbal suggestion silently in my own head with something like, “Yeah, I hope so but we’ll just have to see.”
It’s a conscious process so it loses a lot of its power. Still, verbal suggestions are one of the greatest tools at your disposal. Use them and use them a lot.
2. Non-verbal suggestions - Non-verbal suggestion is a wonderfully powerful way to induce feelings of deep rapport. Raised eyebrows, a wave of the hand, a deep sigh - all of these are forms of non-verbal communication add emphasis and impact to our verbal communication.
Smiles are great. Smile non-verbally communicate: “I like you. I am easy and comfortable in your presence. Let’s be friends. I accept you as you are.” A sharp glance or intake of breath. A frown. A perplexed look. A nod of the head. A tapping foot.
3. Intra-verbal suggestions - These suggestions are offered by voice inflections and tonality. Your words are given extra power depending on how you say them.
One of the easiest happy to apply this technique is to add emphasis to your verbal suggestions. For instance instead of merely saying “think of how excited you will be with the panoramic view”… add intra-verbal power to the statement and turn it into a powerful command to feel excited, say” “Think how eexxccittted you will be…”
This extra emphasis can actually trigger that specific emotion in your customer. And if your customers somehow find themselves in an excited state - it should be too awfully hard to get them to carry that excitement right into listing or buying with you.
4. Extra-verbal suggestions - Now these are powerful. Extraverbal suggestion derive their power from being, for the most part invisible to the conscious mind - slips right by directly to the unconscious.
For example, if I were wanting you to stand up I could give you a simple verbal suggestion or command: “Stand up” or “Why don’t you stand up now.”
Or, I could offer an extraverbal suggestion: “Aren’t you getting a little tired of sitting down?” Without realizing why or how or whatever, you might find yourself suddenly standing - without ever realizing that you were led into that behavior.
Extraverbal suggestions are extremely powerful when properly executed by a master communicator for the simple reason that the listen will think that all of the suggestions are coming from within themselves - that it is totally and wholly their ideas. He or she acts or behaves in a certain manner because they feel that the thought to act in such a manner began in their own minds and in their own convictions and since they thought of it then they will want to act on it.
Heavy, heavy stuff here.
Are you about ready for a break? I am…
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You are probably still battling with whether or not to get up and take a break.
Go ahead. I’ll wait for you…
Now, be honest. Whether or not you actually got up and took a break isn’t really the issue - the point is, didn’t the thought cross your mind and you seriously had to consider the issue internally for a moment or two?
Or maybe you did get up and take a break! Pretty amazing!
I believe it was Napoleon that said, “We rule men by words.” And if you are like me, you are beginning to come into the realization that this is, indeed, true.
History has proved it. Look at Hitler and Stalin. Great orators. Most of our presidents and other great leaders like Winston Churchill - great orators. In the contemporary arena we have Anthony Robbins - a great orator. Rev. Jesse Jackson - another great orator.
“We rule men by words.”
Come back for more…..
Happy Selling!
Brandon Patrick
Dean of Students
Real Estate Toolbox University
