Today’s question comes to us form Susan Moffett of Atlanta, Georgia. And Susan says,

I never really can get a good chance to have a good, deep, open dialogue with my clients.

And Susan if you know anything at all about MyMasterHypnotist, we believe that is one of the key differentiators of sales people today are the ones that are going in like robots, reading off a script, never really opening things up with their clients or prospects. Virus the true pros, the wizards of persuasion and those are the folks who are able to get their clients and prospects to open up and have a good, deep conversation.

A couple of strategies for that:

1. Set that as an outcome. One of the things that we teach in the MyMasterHypnotist website is what we call the Floodgate Experience. And the floodgate experience is the point at which the client basically pops, and suddenly they start to share their story, what it is they are concerned about. What it is they are looking to achieve, what they perceive their obstacles to be and really give you everything that you need to make an irresistible presentation in the only place that it really matter to them, their mind. So step number 1 is set that as one of your persuasion outcomes. Don’t plan to move forward with the presentation until you have had the floodgate experience and you have discovered their compelling emotional outcomes.
2. A second technique we teach you is a technique of using hyper open-ended questions. Now what are those, you have heard of open-ended questions. A closed ended question is a yes or no or one work answer. What color is your shirt? Its black! Open ended question typically starts with one of our 5 friends:

-       Who

-       What

-       When

-       Where

-       How

And they are used to open the conversation up. Hyper open-ended questions are a little bit different; they take into consideration the fact the truism that human beings are goal-seeking organisms. The moment we have climbed one mountain, all of a sudden from that peak we can look around and see other mountains all over the place and we immediately want to go after the bigger goal, do it faster, do it better, do it stronger than we did it the last time around. So a hyper open-ended question presumes in the question itself that there is a gap between where your client is and where they would like to be. Because we recognize that as soon as they hit one goal they are immediately going out and setting a new goal for themselves.

So inside the site there are tons of examples of hyper open-ended questions. But I will give you one that is simple and easy to use and that is what I call the magic wand type question, in financial services for example one of the questions I teach financial advisors to ask is:

If you had a realistic magic wand and could change one thing about your financial situation, what would you change? What would you improve, or get rid of or add to your overall situation.

And in that question we are basically communication with their unconscious mind and saying, “I know things aren’t perfect today. Lets talk about some things that aren’t quite where you would like them to be.

So if you are not getting as many of those conversations opened up there is two strategies for you to employ in your persuasion.

1. Set that as an outcome. Challenge yourself you are not going to go forward with the situation until you have had the floodgate experience.
2. Master as many hyper open ended questions as you can use to be dropping into the conversation to accelerate them from those maybe short one word answers where they are really not opening up for you. To where it is going to lend themselves to really dive in a little bit deeper and talk about those things they really care about most, their outcomes!

So thank you very much Susan for your question. I hope you found that helpful we will talk to you again on a future video!

Bye bye!