Secrets of Hypnotic Influence and Persuasion Virtual Classroom Series

I am going to continue on today talking about creating an irresistible presentation. And one of the big key factors in creating an irresistible presentation isn’t necessarily intuitively the top thing that comes to mind when you think about what the ingredients are. But there are scientific studies that back this up. And there is one major key ingredient that prospects want to have answered that means almost as much to them as everything else combined. And that is they want to clearly understand the reason why you are making this specific recommendation.

And the more precise and pertinent the reason is the more powerful and profound it is going to be for your prospects.

Here is a study that they did at a big National University. During a particularly busy time of year when there are a lot of students at the library, and people were lining up to make copies of things that they needed for research reports that they were doing and various studying projects that they had. They would have other students go walking up to the second or third person in the line and ask, “Would you mind if I cut into line?” Except for when they met a very meek person, who I guess some day was going to be inheriting the Earth, normally the answer was, “yet I do mind a lot. I have waited in line you can wait in line as well!”

And in fact from that it was only about 15 or 16% of the time when they made the request were they allowed to cut into the line. Same study, same University, different subjects they went up to the second or third person in the line and said, “excuse me do you mind if I cut in line? I have got class that starts in 10 minutes and I just need to make two copies.” Now suddenly now they have got a very valid reason of making the request. And even though it doesn’t benefit the people that are waiting in line at all because there was a valid reason, there was a lot more compliance with the request. In fact about 67% of the people roughly 2 out of 3 that were asked allow the person to cut in line and be next to make photocopies.

This is also true with your prospects.

Think about the message that you are sending, if you are one of those salespeople who prospect comes walking in, gives you the presenting outcome only a, which in real estate will use the example of a small, easy to maintain home. In financial services we said some think that gives me a higher rate of return than CDs but is still safe. In automobiles it might be something that is economical or is very green or as a chick magnet and if we are to take the spray and pray approach, of all of a sudden launching into a presentation and then the prospect is to come back and say, “Why are you recommending this particular car to me?”

What is literally at this point the only answer that we can get back to them? “Well you said you were looking to something that was small and easy to maintain. You were looking to something that was economical, you were looking to something that was safe with a decent income.” What message are you now sending to your prospect? I don’t know about you, but if I was sitting in the prospects chair I would think to myself, “it doesn’t sound like a whole lot of thought went into this recommendation.”

As you delve into and unlock all of those answers behind the answers suddenly the reason to your recommendations are going to be a lot more precise.

And when they are a lot more precise, they are more powerful and more profound to your prospect. Now you’re going to find yourself in a position to say, “I suspect on some level you have already begun to realize that what they needs that you have you have come to the right place? And after listening to what it is that you are trying to achieve I have got four different things that would be a very good fit for you. But I actually have one that based on what you have told me, is a perfect fit.”

So now you’re going to find yourself as a sales person, as a persuader in a position where you are able to emphasize the particular features of your offering and what makes it unique. Combined with the reasons that this is the absolutely perfect, precise recommendation for the specific needs of this particular client. It is like they have given you their compelling emotional outcome and that is sitting there as the bull’s-eye and you are going after it with your double barrel machine gun. It will be virtually impossible for you not to hit the target dead on!

So your homework assignment here is to get into the habit of clearly understanding your target. And the target from two different points of view. One point of view is why this is an ideal fit for your client and why it is really the only recommendation that you can make. And this is where you can start to bring a little bit of the logic into the mix. You’re going to hit the emotion real hard as you intertwining the achievement of their compelling emotional outcome with the implementation of your recommendation. But now we are going to start to introduce a little bit of logic into the mix as the reason behind the recommendation.

And what we are going to be doing is smashing on the accelerator full boar and at the same time we are going to be letting off at off the brakes. That is what is going to make your offer truly compelling!

By now you are probably beginning to realize, not just on some level, probably actually on every level just how much more powerful you can be as a persuader as you begin to integrate these skills, this material into your daily persuasion.

And I want to invite you again to take advantage of the JumpStart program.

It is still available at a deeply discounted price of $97.00 but it is probably not going to be there for very much longer. You see we have been running some marketing tests and we have found the elasticity of that particular price is our sales don’t particularly drop even if we significantly increase that price. But we want to give you another shot to be able to get it at the $97.00 and really have the opportunity to dive into this material in a much, much deeper way.

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