Secrets of Hypnotic Influence and Persuasion Virtual Classroom Series

Today I want to talk about positioning your clients’ future sales.

One challenge that the good hypnotherapists often has its when their clients coming to meet with their therapist that very often, the result happens so quickly that sometimes the client doesn’t feel comfortable paying a big fee, if that was the arrangement that there therapists worked out what the client. Stop smoking for example; very often the hypnotherapist is able to achieve that in just one meeting. And they may have quoted them 500 or $900 for their stop smoking program.

But if they achieve the results in a 30 or 45-minute session, sometimes the client is going to be a little bit more reluctant to pay that for an hourly fee. The other thing is if they are not positioning them for the next sale in the process, so to speak they often find themselves in a situation where they are constantly out looking for new clients. The client will come in for one presenting problem, the hypnotherapist will take care of that and the client will go away, unless we have opened up some additional loops with that prospect.

And if you don’t have a strategy for positioning your clients and prospects, positioning them to the next sale, opening loops in their mind you may find yourself in a similar situation that you are able to persuade them to take action that is in their best interest and in line with their goals and objectives. And do that so quickly and in a way that feels so natural to them, that they may not necessarily feel like they have got as deep of a relationship with you as they might otherwise have.

Because through the process that we have been talking about in this virtual classroom, we are going to have clients naturally coming to the conclusions that we want them to come to, but we are not going to be pushing them or twisting their arms or logically proving to them. It is going to be a much easier and much more effortless type of a conversation and a transaction, that it happened so quickly and so effortlessly that it may not seem as big as an event that some of the transactions to them has in the past.

So one of the rules that I suggest you adopt as you continue to master the skills of hypnotic influence and persuasion is the never leave the site of a sale without planting the seeds for future sales and/or future referrals. And one of the ways you can do that is by opening new loops in your prospects mind. One of the things you may have noticed as you have gone through these virtual classes, is that I have very often been future pacing things that we are going to be talking about in next class or the class after that or several classes on down the road. I have been foreshadowing things that were going to be talking about.

I have also made reference to additional resources and products from time to time, planting the seeds that as you continue to master the material and as you study it, and you want to learn more and more that we are providing the resources for you and their next step for you to follow along your path of mastery.

Here is one thing that you need to realize:

The one thing you need to realize is the human mind is a goal seeking mechanism. As we talked about earlier those hyper open-ended questions, as soon as we reached one goal it naturally begins to reset itself to figure out what is next? As soon as you climb one mountain you can look out and see those vistas and see other mountains that you naturally want to climb as well. So if you are not opening new loops, if you are not giving your clients and natural step, you are literally breaking rapport with them and providing a dis-service. So two ways that you can do this.

Number One:

Have a ladder that your clients can climb. Have a path laid out for them where you have got the next logical step set in place that once they have accomplished step number one they are going to want to move on to step number two, step number three and so on.

Number Two:

Another analogy that you can use that this is, the karate school where you go and test and you earn your white belt, then your yellow, then your Orange, then you green, then your blue and brown all of the different colors along the way.

There is a ladder you can climb and a specific path that people are going to be able to follow in order to get to the higher heights. If what you sell doesn’t necessarily lend itself to a establishing a structured hierarchy for the clients to become deeper and deeper involved with, find out from them what is the next goal they want to achieve? In the work that I do with the financial advisers one of the things that I teach them to do is pace where they are today, so as they are putting a plan in place to hit one particular goal or objective. Whatever might have been the presenting problem that the prospect came to the financial adviser looking to solve.

Once they have got a plan in place to get that there, the question they can then ask them is, “now we have a plan in place to help make sure that in retirement your money is going to last as long as you do. What else in your life do you want your money to do for you that you haven’t addressed yet or haven’t addressed completely?” There is an example of hyper open-ended question, like we talked about many, many classrooms before that is presuming that there is a gap between where the prospect or client is today and where they would like to be.

This is not “the end” but a New Beginning

So as we reach the end our virtual classrooms, this is the last of these regular communications that you will be receiving from me in the virtual classroom mode. That won’t be the last time you hear from me. But it is the last of this particular series that you will be receiving. I have a question for you:

If you had a realistic magic wand and could change one thing nearly immediately about your persuasion skills. Add something to your toolbox to increase your effectiveness what would that be? If you had a realistic magic wand and I could download, like in the matrix, a certain skill set that you could begin to go about. We have talked about a lot of different things in these classrooms. What would be the one thing that you would really like to add? Maybe see you its two or three? And if you found yourself 30 or 60 or 90 days from now having completely mastered that skill set, what would that mean to you? How would your life be different or be better?

And as you think about those changes that you could make in your life, what is important about those to you? And why is that important?

And as you think about the more complete, more effective you who has now fully integrated that skill set into in your neurology, into your daily interactions with clients and prospects and friends and relatives ultimately what does having that skill set mean to you?

And the final message I want to leave you with is those dreams and whatever they mean to you are alive and well! And they are being lived by people who are in your profession, doing what you do on a daily basis. And the good news is you’re at a website where we specialize in delivering those skills, these skills that we have been talking to you about for the past five or six weeks. And a better news is you’ll be following in the footsteps of some of my very best coaching clients. Some of the highest paid salespeople on the planet! And the best news of all is they have already filled in all of the potholes, cleared out all of the vines and killed all of this snakes!

We have reminded you a couple of times in these virtual classrooms that everything that we sell is completely 100% money back guaranteed. We have taken all of the risk out of it for you. So for your sake, my hope is that our paths will cross again very soon and very often.

I hope to hear you on a coaching call in the not too distant future or maybe I’ll be able to shake your hand at a live event.