Secrets of Hypnotic Influence and Persuasion Virtual Classroom Series

In this lesson we are going to begin to turn our attention to actually making the presentation.

So here we are 11 lessons into the series and so far everything that we have been focusing on has been asking their questions, digging a lot deeper, getting to really understand what it is that the client is looking to achieve, getting that floodgate experience and ultimately getting them to share with us their campaign emotional outcomes.

Now there is a very good reason that we have been doing all of this. It is so that when we do make a presentation, we are able to make a presentation that is irresistible in the only place that it really matters, the mind of your prospect and client! But in order to be able to do that, we have got to get to that point where we can hypnotically see the world through their eyes, hear it through their ears, feel the feeling is that they are looking to experience and get them to dive down and take their bath in that emotional soup. And understand it is truly trying to experience. Then and only then are we in a position to make a recommendation and give a presentation.

This is very different;

In fact you could go as far as to say it is diametrically opposed to traditional sales training. Often-times people who have been through traditional sales training say, “My approach is I show up and throw up! I tell them everything there is about my particular product. Spray and pray! Tell them everything and hope some of it sticks! The more I tell the more I sell!” And our approach is the exact opposite, in fact our approach is the more we understand the better we are going to be positioned to make a recommendation that is absolutely spot-on for what our client is looking to achieve at this particular time. And rather than taking that the spray and pray approach, where we are taking all of the features am talking about the features and why that feature offers a particular advantage and ultimately what is the benefit to prospect. We want to be able to zero in on their compelling emotional outcome.

Those one, two or three things that they are really looking to achieve. Then our goal is going to be too intertwine, the enjoyment of those compelling emotional outcomes with the implementation of our recommendation. And even though we might not necessarily be the only vendor, the only salesperson, the only adviser who can satisfy those particular compelling emotional outcomes. We will in all likelihood be the one that can describe how we are going to do it as precisely as we are going to be able to do that.

So several lessons ago we talked about our car owner that had a couple of little twin girls, and if you remember correctly they think that they were looking for most in the car they had purchased. Was to be able to wrap the girls in a steel security blanket that would make them impervious to the driving habits of others around. And would basically give them a feeling of invincibility when they were driving down the road. So if I was selling an automobile, that would be the crescendo that I would be building to.

The very last thing that I would talk about is our best and perhaps our most unique safety feature which was going to give that person that ultimate feeling of invincibility. It’s the last thing that I talk to them about!

The next to the last thing that I’m going to talk about, is that feeling of being impervious to the bad driving habits of others. So that might have something to do with the brakes or handling or potentially even acceleration if that was something that I wanted to talk about. If this car had a steel cage that wrapped around the cabin I would be talking about that. If it had those curtain side airbags, I would be able to say something to the effect of, “this car is going to give you that feeling of that solid steel security blanket. But it’s also going to give you a cushion of air, and in the event anything ever happens blah, blah, blah, blah.” So that is my second to the last thing that I would talk about.

Now if they had other things that they were also looking to achieve but weren’t necessarily their compelling emotional outcomes. But other outcomes that were important to them, I would talk about them before I moved on to the crescendo. That is going to be the last thing that is going to be the fire works that are going to go off that is really going to close the deal. But if they were also looking to fuel economy or also looking for low cost of operation or also looking for great handling or luxury or whatever else other criteria that they may have mentioned along the way I am going to position those before I moved into my crescendo.

And those compete just little point that you touch on, and make sure that it is hitting the luxury that you are looking for, the fuel economy that you are looking for we have got all of that. But let me tell you what makes this car truly unique and why I feel very comfortable that this is the car that you want to be driving home and then boom, boom, boom, boom!

The security blanket made of steel! Followed by the imperviousness to other drivers on the road! Followed by as you are driving this car you are going to know you have got a sense of true invincibility! And I want to attach my best safety feature or a unique safety feature because I want to intertwine the achievement of those compelling emotional outcomes, with the implementation of the recommendation that I’ve just made my prospect.

The days of “show up and throw up” are very soon going to be over

Because you are going to be able to have precisely targeted reasons for making the recommendation that are geared specifically towards their compelling emotional outcome. And what that gives you the ability to do, is create a sales presentation that is absolutely irresistible in the only place that it really matters in mind of that particular prospect!

This is a little bit more advanced stuff, tough to do on a virtual classroom type of environment but we do have master classes and we do have lots of resources in the membership area to help you master this particular skill set. And when you do, you want to talk about a quantum change, there is going to be a quantum change in the income you are receiving from your career in sales.