HypnoSale

25 Hacks from NLP and Hypnosis to increase your Sales-Success

Stefan F.M. Dittrich

• Publisher: Books on Demand
• Year: 2017
• Print ISBN:
  9783743179028
• Edition: 1
• eBook ISBN:
  9783743132542
• Topic: Business
• Subtopic: Advertising
• Index: Business

This book is about your success in sales by using techniques and strategies from NLP and hypnosis. You will learn basic methods as well as sneaky, nifty tricks for experts. The 25 mental hacks herein will increase your skills and, even more important, your sales. And yes, sometimes the advance you will take from this book may be unfair but I'm pretty sure you deserved it, right?Sure, by learning all the techniques herein, you might be more manipulative. But maybe you gonna use the knowledge to create a win-win-situation with benefits for everyone. Only this way you can ensure a long and prosper customer-relationship.In this book we will combine hypnosis and NLP to give you 25 techniques and strategies to improve your sales skills. That will not make you dispense with the basic skills in sales but giving you additional tools and methods.If you want to know more about NLP and/or hypnosis, just visit our website www.nlp-lanka.com!You can find this program as a video-course on UDEMY.COM as well...

Hack no. 1: Rapport

The first thing we need to talk about is “Rapport”.

Maybe you heard about “Rapport” before in a training or in a book, but Rapport is more than just mirroring the gestures.

Rapport means a trustfully, empathic connection between two or more people.

And yes, if you are having good rapport with a person, it’s very likely that your mimics and gestures will match, even though it is only a little fragment of rapport.

If there is a positive, strong rapport between two interlocutors, there will be sympathy and an win-win-ambition.

Sure, by learning all the techniques herein, you might be more manipulative. But maybe you gonna use the knowledge to create a win-win-situation with benefits for everyone. Only this way you can ensure a long and prosper customer-relationship.

But let’s spend a second more to talk about the seemingly “bad bad manipulation”!

When I have a knife, I can use it to stab someone. But I can use the knife to prepare some food as well. So it’s not about the knife.

With fire I can warn a a freezing child. But I also can throw the child into the fire and burn it. So it’s not about the fire as well.

I can drink water when I’m thirsty. But if someone made me angry, I can fill up the bathtub and drown him in it. So as you can see it’s not about the water, too.

It’s only about our intention and the way we use the things and techniques available. it’s about how you use the things around you, not about the things itself.

Use the mental hacks herein in this sense! And when creating rapport, you never should try to hard. When you see like someone who desperately tries to mirror the gestures of the interlocutors, people will have a scummy and funky feeling about you. Try to be open, try to feel the others and with creating rapport your intention should be to get an idea about the world what your prospect customer lives in, not about your personal advantage!

3 ways to create rapport:

There are many ways to create good and strong rapport. Increasing the sympathy your interlocutor will feel for you can lead you to a winning situation for both of you.

Here are three of the most common techniques to build rapport:

Physiognomy

To build rapport on a physical base, first of all we use the “Mirroring-Technique” in NLP. That means we are using the same gestures like our partner and we try to reflect the same physiognomy.

Since this can look some kind of weird when the gestures of the interlocutor are to unique, we can use “Cross mirroring”. That means we take one specific phenomenon of one channel and reflect it by another one.

By using this cross mirroring we can avoid an uncomfortable feeling caused by a to obvious imitation.

For example we don’t want to imitate the nervous clicking with a pen. But we can swing softly with our feet in the same rhythm like our interlocutor is clicking.

Another highly effective way to create rapport on a physical base is the breathing rhythm. When we are breathing in the same depth, rhythm and either in the breast or abdomen, rapport will be created automatically.

Heres another trick: Drink whenever your interlocutor is raising his or her glass! This is a very good technique to strengthen the rapport.

VAKOG

Everyone is looking at the world wit different eyes. And one kind of percipience of the world is not the preferred sensual modality of percipience of someone else. That means one person is seeing the world while another person is feeling what happens. Just because of we can see something clearly doesn’t mean somebody else has to hear what you say.

When you hear the words people are saying, you will hear what is their actual preferred channel. They will use different words either they prefer to see what you are talking about, hear what you mean or need to feel that you are right.

These are the different sensual modalities of perception:

• Visual (“See”, “It looks like”, “a clear vision”…)
• Auditory (“Listen”, “It sounds like”, “a strong voice”...)
• Kinesthetic (“I feel like”, “warm person”, “deeply touched”...)
• Olfactory (“It smells to heaven”, “have a good nose”...)
• Gustatory (“It’s bitter”, “You’re sweet”...)

Listen to your interlocutors and reflect their sensual modalities! When you hear a prospect customer say: “That looks good to me.”, you know that it’s time to answer: “May I show you the color variations?”. When she says: “I would have a bad feeling spending so much money...”, you will answer: “You should wear the necklace to feel how good it feels!”. And “He already told me the facts” will automatically provoke a “Well, then let me say...”.

Meta-Programs

A third way to build strong and stable rapport is by reflecting the “Meta-Programs”. This is something you can’t learn in many books or courses. This is something from the NLP-Master-Program and maybe unique to this book.

Meta-Programs are special modes we use in thinking, perception and communication. We have different motivations, previous experiences and habits, and so we think and act in different ways. In NLP we use about 30 different Meta-Programs but for this book I took the most important for your use in sales.

Look at your prospect customer and reflect their Meta-Programs to create good rapport!

The most useful Meta-Programs in sales:

• Towards vs. Away
  There are people who need to know what they can get out of a business or an investment. They are interested of what is in for them. Others need to know what pain they can avoid by using the product or becoming a costumer. So some people are doing things to become lucky, others are avoiding things to not become unhappy. Both intentions can result to the same outcome.
• Feeling vs. Thinking
  Some people need heuristic arguments and rational answers, others need to get a feeling of what you are talking about and want to actually experience what you have for them.
• Self vs. Others
  Some customers are only interested on whats in for them. Others are more empathic in the wealth of everyone and are interested in the benefits for anyone in long term.
• Internal vs. External
  Some prospects need to be convinced on their own to be fully committed. Others need an external “go!” (maybe the wife, the boss or someone else).
• Detail vs. Global
  Some Interlocutors are interested in details, others want to have a clear picture about the global plan. Cope their level of interests in details but don’t bore them!
• Sameness vs. Difference
  Some people do things because others do. But there are people as well who want to be different in any way. You need to handle if they are interested in important brand ambassadors but you should talk about the unique position if they are more interested in being the only one who knows about this spec...

Table of contents

• About the Author
• Table of Contents
• Hello and welcome to HypnoSale!
• Hack no. 1: Rapport
• Hack no. 2: The “like-me-Drug”
• Hack no. 3: Fake options
• Hack no. 4: Yes-Setting
• Hack no. 5: Mirror neurons
• Hack no. 6: Positive and negative statements
• Hack no. 7: Presuppositions
• Hack no. 8: Look into the eyes!
• Hack no. 9: As-if-frame
• Hack no. 10: Confirming words
• Hack no. 11: The echo-technique
• Hack no. 12: Paraphrasing
• Hack no. 13: Barnum statements
• Hack no. 14: Because…
• Hack no. 15: And then…
• Hack no. 16: Nationalizations
• Hack no. 17: Put your preferred option to the end!
• Hack no. 18: The test drive effect
• Hack no. 19: Priming
• Hack no. 20: Pleasure in advance
• Hack no. 21: Understand their motivation!
• Hack no. 22: Urgency and shortage
• Hack no. 23: The lesser of two options
• Hack no. 24: Constancy
• Hack no. 25: Just ask, please!
• Conclusion
• Copyright