Today’s question is:

How are you satisfying the critical mind of your clients and prospects, or asked another way how are you making sure that their sales shields are not on full stun?

Because think about it, if you were at a car dealer and the car sales man said to you, “Mr. Cobb let me ask you a question. Assuming to we could put together a very financially attractive offer, would there be any reason that you could not drive this car home today?”

Now what is your reaction when you hear a question like that? For a lot of people it immediately it is, “oh my gosh what is this guy talking about? Here we go! I guess we are getting into it at this particular point!” And the salespeople it is incumbent on us to make sure that, that critical mind is not standing guard at the gate for the unconscious mind.

So three techniques that I want to suggest that you make sure that your employee in your influence and persuasion, to keep the sales shields down to a minimum:

1. Separate yourself positively and powerfully from all of the other salespeople, persuasionists, advisors that are out there working with your clients and prospects. Because the moment that we start to sound like everybody else that is out there, we lump ourselves in with everybody else. So step number one step set an important outcome in your persuasion that you get to a clients compelling emotional outcomes, that they have a floodgate experience. And if you are not familiar with either of those phrases there is lots of articles on the website where you can learn a little bit more about what it is we are talking about here. But that is a very powerful way to separate yourself from everybody else that is doing what it is that you do.
2. Learn the art of the embedded command. The embedded command is a very cool, very powerful and very covert way and unconscious way bypass the critical mind and communicate directly with your client or prospects unconscious mind, and be able to slip those commands easily and effortlessly into your influence and persuasion.
3. Learn their strategic unconscious rapport formula. Inside the website, and inside specifically that particular program which we call SURF (strategic unconscious rapport formula). We teach to seven different ways to consciously and unconsciously gain a very deep level of rapport with your clients and prospects. Add that to the one you probably already know of talking to clients briefly about something that is going to be of interest to them. That gives you a total of eight different ways to develop the rapport with your clients.

So if you are developing deep rapport, if you are using embedded commands and if you are setting as one of your influence and persuasion outcomes having a deep and meaningful conversation about the things that they care about the most. Then you are going to be separating yourself powerfully and positively from everybody else in your industry who does what you do.