In the magic/mentalism world there are a number videos about how to do “street hypnosis. This is where you walk up to people on the street and hypnotize them. Sounds like fun, right?
But even more fun is hacking into the mind of your prospect and discovering what they want, need and desire on the deepest levels possible. Doing so makes selling someone your product, service or idea infinitely easier because you not only know what they want but how to sell it in a way that is irresistible.
Now the morality police will say that this type of “head hacking” is manipulative and the truth is, they are right if and only if you are trying to sell something to someone that they don’t need or won’t help them achieve the outcome they desire. On the other hand, if what you have to offer is really going to help your prospect get what they desire, solve their problem or achieve a positive transformation, then it’s your obligation to close the sale.
Think about it this way: If you had a terminal disease and went to see the best doctor in the world, wouldn’t you want that doctor to do everything she could to persuade you to get the treatment that would help you even if it meant she had to use psychology strategies to do so? True, she might not to have to do too much persuading in this situation but I’m sure you get my point.
Remember as always that the difference between manipulation and persuasion is intent.
Okay, let’s talk about some techniques that will allow you to start the “head hacking” process with you are prospects. There are actually three phases:
Phase 1: Pre-meeting
Phase 2: During-meeting
Phase 3: Post meeting.
In this post, I’m going to discuss the phase 1 but let me briefly describe the other two phases.
Phase 2 occurs when you are in front of prospect or prospects. This is where you use different “psychic sales” strategies to really get into the head of your prospect and read him so you truly understand what is going on in his or her mind while you are with them.
Phase 3 occurs after the initial meeting with your prospect whether you made the sale or not. If you closed the sale, you then use head hacking procedures to eliminate buyers remorse and stimulate referrals and repeat sales. If you did not close, you use these strategies to continue the sales process along towards the close.
Phase 1 occurs before you ever get in front of your prospect(s). It is the preparation phase and is mission critical to your success. ALL top sales pros spend a lot of time on preparation. In fact, ALL pros in any area spend more time on preparation than they do on performing the actual event. Think about it.
A football player practices for hours during the week and spends a large amount of time looking at film of his upcoming opponent before he ever steps out onto the field. He prepares all week to play the actual game for less than an hour.
An actress spends hours and hours in many cases for months, before she ever steps out onto the stage before a live audience.
Is what you do any less any important than that of an athlete or performer?
The good news is that if you prepare adequately, you only have to do it once provided that you are selling to the same type of prospect. The reason is in the pre-preparation phase, you are creating an “avatar” of your typical prospect – detailed generalization of the type of person you are selling to.
I teach a multi-step process for doing this but let me give you one question that will get you started.
What keep your prospect lying in bed at night, staring at the ceiling, unable to fall asleep as it relates to what you are selling?
That question comes from my mentor Dan Kennedy and it is extremely powerful because it begins to get at the heart of what is bother someone and the pain they are in as it relates to the product, service or idea you want to sell.
For example, if you’re a preacher, your prospect might be worried about his sinful ways and going to hell. If you sell cars, your prospect might be worried about how he can afford a new car. If you’re a cosmetic dentist, your prospect might be concerned about how bad her teeth looks and how it’s hurting her attracting a man.
Do you see how the answer to that questions starts to get you “into the head” of your prospect? When you do this in detail, you will know more about your prospect than they even do on a conscious level. Naturally this gives you a tremendous selling advantage and all it takes is a little preparation time.
The bottom line: Start the head hacking process today and you will see your sales and profits soar.
Kick butt, make mucho DEEnero!
Dave “The Head Hacker” Dee
P.S. Get my 7-Figure Sales Presentation Template for FREE by clicking here.