Many people consider hypnotic language patterns and subliminal suggestions to be some of the most powerful and fascinating strategies I teach. I think you’ll agree after you finish reading this lesson.
Hypnotic language bypasses conscious thought and goes directly into the subconscious mind of your prospect. Your prospect will have absolutely no conscious awareness that you’re trying to persuade or influence him.
A good hypnotist preconditions his subject to believe that he has the power to put people “under hypnosis.” By preconditioning the audience, it’s much easier for the hypnotist actually 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” to. 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 do 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, if it’s a sunny day, she will answer “yes.” I don’t recommend you use this question if it’s not a sunny day. 🙂
So again, by asking 5-10 straightforward 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.
Tomorrow, in our final lesson, I’m going to reveal how you can plant thoughts in your prospect’s mind.
Kick butt, make mucho “DEEnero!”
~Dave “Yes, Yes, Yes” Dee
P.S. In case, you missed it: