A super-cool hypnotic sales technique and a confession
Last night I had an excellent eleven-course dinner with a wine pairing at L’Auberge in Carmel. The service and food were impeccable. Your fearless leader had a great time and mucho vino.
As a result of this indulgence, I’m feeling a bit lazy today – heck, I am on vacation. So, I’m sending you a previously written article for your reading pleasure.
Remember: One great presentation is all it takes!
Kick butt, make mucho DEEnero!
Dave “I Love Tasting Menus” Dee
*How To Precondition Your Prospect To Agree With You*
A good stage hypnotist preconditions his audience to believe that he has the power to put people under hypnosis.
By preconditioning the audience, it’s much easier for the hypnotist to hypnotize people during the show. As a salesperson, you also want to precondition your prospect to say “yes” and agree with you before you even start your presentation.
You do that by asking “yes set” questions. These are a series of 5 to 10 questions that your prospect has to answer “yes. “The beautiful thing about this, as with all hypnotic language patterns, is that your prospect doesn’t even really realize that you’re doing anything. It’s very, very natural.
By getting your prospect to say, “Yes to a series of questions before you start your main presentation, you’re pre-conditioning your prospect to agree with you.
Here’s an example of how you can to this:
Let’s say, your prospect’s name is Ms. Johnson, and she has an appointment at two o’clock. When she comes into your office, you would say: “Hello. You must be Ms. Johnson.”
She has to answer “yes” to that. You then ask,”We have an appointment at two o’clock, don’t we?” And she will also answer, “Yes.” You could then ask, “Sure is a sunny day, isn’t it?” And of course, she will have to say, “Yes.”
So again, by asking 5-10 basic questions that get an immediate response of “yes,” you put your prospect into an agreement frame of mind and precondition her to say “yes” to you. Pretty strong stuff, wouldn’t you agree?