Secrets of Hypnotic Influence and Persuasion Virtual Classroom Series

Today I want to talk to you about of one of the most important tools, in the hypnotic toolbox. And that is rapport! There is a lot of different ways to describe rapport, and many different ways to achieve rapport. And I want to talk little bit about each of those. The dictionary defines it as a close or harmonious relationship in which the groups or individuals understand each other’s ideas and communicate well. From the point of view of the persuader, two things that I want to add to that definition. One is from the standpoint of the prospects for clients, is a feeling of trust and confidence in the persuader. And from that point of view of the persuader, it is an ability to really see and understand what it is that your prospects or client is looking to achieve.

Now there are many different ways to gain rapport,

but I’m going to talk to briefly about five of them. The first two are the most common ways that most people get rapport. And that is temporally meaning over time or experientially, meaning that you have any shared experience with the prospect of client. Now I am not going to spend a lot of time on these, however these are the two most common ways to gain rapport. Overtime once you have known somebody for a very long period of time, you tend to gain rapport with that particular person.

If you have a client who have been working with for three or four years, odds are you’re going to have a pretty good relationship, at the level of trust and rapport that you have gotten over time. Second is experientially, and experientially is when you have eight shared, common experience. If you’re both Harley enthusiasts or you both love the fish we are both into mountain climbing or you both own private planes, those can be common bonds that can build rapport. Although it’s going to build narrow rapport and only in that context. It isn’t necessarily going to transfer over to the sale situation.

And I want to give your warning here, if you have a true, common bonds that you both share a very deep passion, by all means you want to use that!

But there is a problem with that; people often go searching for something that they can talk to the prospect about. In the old Dale Carnegie courses they used to teach, in fact they do teach for all I know, talked to people briefly about something that is going to be of interest to them. So if you go walking into somebody’s office and they have got a big fish on the wall, you can ask the story about how he caught back particular fish. But there is a problem with that; every salesman that goes walking into his office is talking to him about how he caught that fish.

So his experience has been, probably people aren’t really that interested they are just talking about the fish because they think that is going to be of interest to him. It is going to get the critical mind to put up the sales shields and say, “wait a second. Here we go again, every time someone starts talking about that dumb old fish I have got on my wall its not long before they are going to start trying to sell me something!” So you can inadvertently trigger a very negative response.

The last three much subtler, much more effective, much more unconscious and more hypnotic. I am going to work backwards through the list but these last three. Allegorically, that is when you give them the opportunity to share their story! When you elicit the floodgates experience from a client or prospect, they are sharing some of their deepest, most important, significance concerns.

That is going to do two things for you:

1. Its going to separate you from the crowd, because most people are not giving them the opportunity to share that experience
2. By peeling back those layers of the intimacy onion, you are giving them the opportunity to share some of their very deep concerns with you. You have got to have some rapport in order to be able to do that because they are not likely to share their stories with somebody that they don’t yet know and trust. But as you go through that process, using the skills that we have taught all the way through the virtual classroom, you are accelerating and deepening the rapport that you have already got.
3. Conversationally. And my conversationally I mean specifically joining the conversation that is already going on in the head of your prospect. As you get better at eliciting their map of the world and really understanding what it is they are trying to accomplish, and expanding their frame, their prism that they are looking at through the world. You are going to find yourself being able to establish rapport very, very quickly. A good example of that is if you have ever called up a technical service website and got somebody who was extremely gifted at solving the problems that you had. And without even having to look at the screen, knowing exactly the problem that you are up against, exactly the problems you are facing and exactly how to solve that particular problem. For example I use a lot of Apple products, these particular virtual classrooms are being recorded on garageband and not too long ago I added a new program on my system that interfered with garageband and I was getting a fatal error every time I tried to open up Garageband, called the 1800 number. Started to explain what was going on and they said, “have you added any programs recently?” And I gave them a couple of the programs that I had run and he said, “that is your problem.” And he said, “no problem I know exactly how to fix it.” And he immediately began to describe what it was I was going though. He said, “So you are getting this problem, you are getting this error. If you try to uninstall and reinstall this is what it’s telling you.” And I’m like, “yeah yeah yeah!” and he said, “no problem I know exactly how to do that.” And he took me through about an eight step process, but immediately as soon as he again to describe the problems that I was facing, even before I had described them to them, I immediately thought to myself, “thank goodness! I have finally found somebody who knows exactly how to solve this particular problem!” And as you continue to develop your expertise and work on a very, very narrow niche with what you are persuading and broaden your persuasive skills and your conversational skills you will find that you can deepen the rapport and accelerate the rapport you have got with clients very easily and very effortlessly by joining the conversation that is going on in the head of your client.

I’m going to give you one final way that you can begin using today. This is an unconscious rapport technique called ‘ matching’ or in some studies but they have done unless it’s actually also called ‘mimicry’. Matching is physically pacing and entraining or coming in harmony with everything that your prospect is doing. So their way of communicating, their preferred sensory input, their physical actions, you can match or mirror their physical actions and output and communicate with their unconscious mind that you are like them. Therefore you can be trusted!

Now we have a complete class on what we call surfing the strategic unconscious rapport formula, that talks to you about all of these different ways to gain a very powerful and very deep level of rapport with your prospect, that you can get access to in products section of the membership site. I will give you a hint you can buy it retail or the better strategy is during this site, become a member and you will be able to purchase the product at a significant discount over the traditional retail price.

That program has got over six hours of training to teach you virtually everything that you need to know about being able to develop a very deep level of trust and rapport with clients and prospects, literally from the first moment is that you meet somebody! If that is not a subject that you are already familiar with, I can think of no quicker results accelerate that you can learn that can completely add an effectiveness layer to the results that you are getting today.

So you definitely want to check that out in the resource section of the membership part of the website.