What are covert hypnosis techniques? These are techniques that allow the sales person to mesmerize their clients while talking to them in order to close a deal.
NLP stands for Neurolinguistic Programming and is being used more everyday in sales training. It is a system of strategies to connect to a person's wishes and desires and connect with the particular person on a deep and more influential level. Using NLP in sales training can help sales people understand the importance of rapport.
Rapport is the connection people have between one another, and it is very important in sales. When doing sales training, rapport building can be taught and modeled.
It begins with connecting with the person where they are. This is done by what is referred to as mirroring.
This is when a sales person begins noticing things about the person they are talking to: such as breathing, body positioning and even the way they talk. Pitch and rhythm of speech are important attributes for a sales person to pay close attention to.
Once the salesperson has observed these attributes in the potential client, they then begin to mirror them. In sales training, it is important to emphasize to sales people using these techniques that they should be subtle, not overt gestures that might attract attention.
The point is to make the customer feel comfortable and that the person they are talking and dealing with is just like them. This puts everyone in a more relaxed and suggestive state.
After they have mirrored the subject for a time, the sales person should then pay attention to how the subject talks. In sale training this can be demonstrated, as the salesperson pays attention to certain phrases or words the person uses.
The salesperson then will begin to use these phrases as well. This continues to build the rapport with the potential client. Until this point no hard sales pitch is made, and with practice a sales person will be able to pick up on the mannerisms quickly and begin to mirror them naturally.
The next step once they matched their language is to match the customer's mood. If the potential client is excited, then the salesperson is to be excited.
If the potential client is soft spoken and mellow, then the salesperson must subtly match the potential client's mood. This deepens the rapport. Now the potential client is open, receptive and ready to hear about what the sales person has to offer. All of these techniques can be taught and practiced in sales training.
In covert hypnosis, the potential is influenced by the power of suggestion. These techniques can also be taught in sales training sessions. Most of the techniques involve getting the customer to imagine what you are talking about in their own mind.
Everyone goes into simple hypnotic states multiple times in a day. It is the act of looking inward, sometimes referred to as day dreaming. In the case of covert hypnosis, the potential client is intentionally brought into this state through the suggestion of the sales person.
Once the potential client is in this state they are much more suggestible, meaning that they are agreeable to the suggestions that the sales person is offering.
Here are examples of covert hypnosis that can be taught in sales training:
A salesperson asks a potential client to imagine a time in their future in which they would use a particular product. This is done in a way that does not create a formal trance state. The customer replies by saying they can see it. This is a simple example of covert hypnosis.
Another part of covert hypnosis telling a customer something and them not questioning what it is you are suggesting. This is similar to a parent telling her children to keep away from a busy road and suggesting they will get hurt.
The child stays away from the road without question because a suggestion was made to stay away from the highway without the child significantly questioning the message is using covert hypnosis.
Covert hypnosis is often employed in television and radio. This occurs when a commercial occurs, making very large claims and the person listening agrees that they must have the product without even questioning it.
This is because there are messages that are being sent to the subconscious mind and by passing the conscious mind. The subconscious mind is much more suggestible.
The same type of covert hypnosis can be used in print through newspaper, magazine and Internet advertisements. The claims are extremely high, yet those reading them do not seem to question them.
Preacher's use covert hypnosis all the time, by having those listening agree with their message without question.
All of these examples of covert hypnosis are used as sales techniques every day and can be taught in sales training sessions.
Obviously having read this article you naturally realize you want to learn even more about these techniques
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