Secrets of Hypnotic Influence and Persuasion Virtual Classroom Series

So how was your homework assignment? What did you come up with in terms of being able to sell the Ritz Carlton hotel to man who wants to be Spartacus? And during the conversations that you have been having, how have you been doing at eliciting the floodgate experience and getting to people’s compelling emotional outcomes?

What I want to do in this particular classroom session is, answer one of the bigger concerns that I frequently get from salespeople in live events when I’m teaching this material. And make you aware of one of the most common mistakes that people make when they are going through this particular process. A pothole if you will to make sure that you don’t step in it! So a common comment or concern and in fact a frequent e-mail that we get with this particular part of the material easily disbelief or a concern as to whether or not it is really possible on a regular basis to have conversations that are this deep. Some people feel it is a little bit too touchy-feely for their particular style, other people are disbelieving as to whether or not clients will actually allow you to take the conversation that deep. Still others say, “I have never had a conversation that has gone that deep.” Therefore, in their minds, their map of the world, they are wondering if it is really possible for this to take place. And if it is, why isn’t it happening to them?

So let’s address each one of those:

1. Is it to touchy-feely? My answer there would be that depends on your prospect! One of the things I would be careful as they persuader in thinking about is do you feel like it’s too touchy-feely for you? If you do, then that tells me we are bumping up against the edge of your map of the world and you probably are not as flexible in your persuasion as you want to be. If you just have one style and you don’t have the ability to adjust the way you are communicating to your prospect then you are lacking flexibility in your presentations, therefore limiting the amount of people that you are going to be able to do business with.
2. Is it too touchy-feely for your clients? Well, it could be! In which case again you are going to want to adjust your style to fit with their style that is most comfortable to your prospects. I will give you an example of that Gulf War one back in 1991 and 1992, I was a financial adviser practicing in Tampa Florida. Setcom where all of the war planning was done, the central can manage was based out of Medill Air Force Base in Tampa, Florida. And after the war was over there was a lot of people who elected to take an early retirement or figured their time was up and we ended up, a lot of them settled in the Tampa bay area. So we ended up having a lot of prospects that were retired military guys, colonels, generals, admirals that what all retiring to the Tampa Bay area.So if you are a militarily high-ranking commander with 25 years or 35 years in the army, the air force, the marines or the Navy this touchy-feely style may not be part of your natural communication style. So how could we change it for a retired general, to make him feel comfortable and not have it be too touchy-feely? So it might go something like this, ” General might guess is you are the type of guy who likes to have a plan, he likes to know if he is on track or not, he likes to have that plan executed with excellence and you don’t like to have your time wasted. So let me ask you this question.If we were sitting here a year from now reviewing the success of the accounts, what would have had to have happened for you to look back and say we are completely on track, I am exactly where I want to be, and we are executing with excellence on my most important financial plans? So there is the exact it question but delivered in a way that it is going to be heard more easily by somebody who is a driver or a director type personality.
3. Will clients allow you to take the conversation is deep? There is a couple of things there

• You have got to have rapport. We are going to be talking about getting rapport in the very next classroom
• You have to have that set as an outcome in a strategy to the to get that. You able to do this the first time every time with every prospect that you sit down with? Of course not.

And in the master key system which is our full-blown home study course we teaches seven different ways to elicit a floodlit experience and get a People’s compelling emotional outcomes. In the jumpstart program we teach you four. In those four you will be to get to that level more than 80% of the time. My advice is set that as one of your essential outcomes to the interaction.Meaning if you don’t get their compelling emotional outcome, don’t move forward with the conversation. If you have a state as an outcome that you want to achieve if you have got rapport, with your clients and if you have got a number of different strategies to enable you to achieve the outcome. Then you can have that happening on a very regular basis.

4. For those people who think to themselves, “I have never had a conversation that has gone this deep.” What I would say to you is you have an enormous amount of upside potential to deepen their relationship that you have had with your clients. And deepen the effectiveness that you are having in your persuasion career. Because if you are not going this deep, if you are staying more shallow in the conversation. You are going into the conversation with only one or two bullets, and odds of you having the right bullets to be or to create a presentation that is irresistible in their mind is diminished significantly.

So here is the pothole that I want to leave you with.

Our goal, as I have mentioned in previous classrooms, is to get people actually be bathing in this emotional pool. Get them in the experience and then give us the buzzwords or buzzwords that they use to describe what it is that they are feeling. So we want them to be in the moment and then tell us they feel like Spartacus!

Many people have learned a very bad habit from traditional sales training type program, where they will ask a question, if you had that, how would that make you feel? When we are asking that question we are actually asking them to step outside of that emotional pool and intellectually with their conscious mind analyze what they are feeling like. Instead we want them in the pool and we want to understand what they are feeling right now.

So if you have got your sensory acuity working well, you may notice some physical changes, some shifts in the example of the invincibility she may stand a little bit taller. She may get an eye of the Tiger type look, which you could point out to them. You could say, “you know I can see a physical shift in your body right now. You are experiencing what that feels like aren’t you?” And get them to say, “Yes I am!” And then say, “As you are in that moment right now tell me what you are feeling.” From the point of view of the prospects, those are two very different questions!

And we want to get in touch with those compelling promotional outcomes, because when we do that we are increasing their sense of urgency, the desire to experience those particular feelings. And then by asking them what they are experiencing in a moment, we are getting an actual running commentary that is going to be a lot more valuable to us when we go to build presentation.

So hopefully that will add a bit of an effectiveness layer onto your efforts that you are using as you go out and eliciting there is a compelling emotional outcomes, and getting the building blocks that you need to build back ultimate presentation that is irresistible in the only place it really matters, a mind of your client and prospect!