Secrets of Hypnotic Influence and Persuasion Virtual Classroom Series

In our last class we talked about making sure when we get an objection, making sure we are getting the second half of the objection.

And one of the things I gave you as a homework assignment is going out and finding those particular objections.

1. That are commonplace
2. Make sure you are getting the second half of the objections when objections occur

And I am curious, did you happen to notice any commonalities having to do with the objections that you got:

1. Was there an objection that seems to be one that is presenting itself over and over again?
2. Did there seem to be some commonality on what the second half of the objections tended to be? In other words, what was causing them to have the feeling that they were having that was causing them to raise the objection.

It is generally going to fall into one of two categories. It is either going to be an external event or an external belief or something that is happening on the outside that they are observing. Or it’s going to be an internal state or an internal frame, something that they are feeling.

So we use the example of “your fees being too high,” or if you are selling a hard product, “your price is being too high!” And we gave several different examples of what may cause that. So it might be that its too expensive compared to other people that are out there in the world that I am able to observe, so that would be an external event or an external behavior that’s causing the opinion that you are too expensive. Or I don’t have that money in the budget, or I don’t feel like I can justify that costs, or that is just more than I wanted to pay, that’s an internal state.

So lets take a look at how we can handle each of those. In the case of the external event, they are making what in their mind is an apple to apples comparison. So we use an example of the travelling salesman used to paying $39.00 at the Motel 6, versus ten times that at the Ritz Carlton hotel. In his mind he is getting a king-size bed in a 400 square foot little room, with a hot shower and a cable TV in both places, why would I ever pay 10 times more for that in the other place? Now our first job is going to be mentally delink these two, so he is not making an apples to apples comparison, its apples to oranges. And the second thing would be to take some of those mental buzzwords, those compelling emotional outcomes, whatever it is that they are really looking to achieve on the ladder that we climbed as we were getting the answers behind the answers and show how the Ritz Carlton is going to be able to provide that for them so much more easily. So perhaps his hierarchy might be, “look I am just looking for a good place to rest!”

“Why is that important to you?”

“Well you know I am out having a hard day, I am on the road, this is going to kind of be my office. I want to unwind when I get home, a place that I can get good nights sleep. I can get up and out and back into the field tomorrow.”

“Well what is important about unwinding and getting a good nights sleep?”

” Well the next day I am going to go out and I am going to do battle with all of these prospects and key accounts and try to get them to up their orders. So it’s important that I am well rested!”

“And if you were well rested? What would that mean to you?”

“Well it would mean I am going to be significantly more effective tomorrow morning!”

“And as you think about yourself being more effective. At your most effective tomorrow morning, when you are at your very best. How would describe that?”

And he might say, “I feel like the king of the warriors, I feel like Spartacus!”

So here is your homework assignment. Imagine that it’s your job to sell the Ritz Carlton Hotel to this particular businessman. You know have a compelling emotional outcome, you have actually taken him 5 levels deep before you got him swimming in that emotional pool that was so difficult for him to describe he had to give it a buzz word. So your goal is to “de-link” the two hotels and show him he is not going to get what it is that he wants for staying at the Motel 6 or the Hilton Garden in but he will get it from staying at the Ritz? How do you take that compelling emotional outcome and use it to reframe what he is thinking today and to create a new more empowering frame? That leads him to conclude that doing business with you is the right him for him to do?

And as always if you want to dive more deeply into this material there are more resources in the membership area as well as in the JumpStart program.