The International Institute For  Self-Help Holistic Therapies Ltd.

Hypnotic Selling Techniques

There is a general misconception in the public mind about hypnosis, and many are afraid of it. Yet the modern understanding of hypnosis is far different from the mysterious explanations given at its beginning and the authoritarian way in which it was performed.

Now we think more of hypnosis as a state, a trance which is quite common and essential to mental balance.

Hypnosis is a part of everyday life. Daydreaming is a trance. Driving back home while being so absorbed in one’s thoughts that there is no notion of time and space, until the realization that one has reached home, is a trance - and the car was driven hypnotically. The hypnotic suggestion is so informal and conversational in nature that many people wouldn’t agree that “being under the charm” of an orator is akin to being hypnotized.

Neurolinguistic programming is widely accepted in the corporate world and would not exist without Dr Milton Erickson’s “permissive hypnosis” from which it derives. But who knows that the same observation, listening, pacing and language techniques are in no way different from those of the therapist in his cabinet?

Furthermore the strategies employed that are called “systemic” in therapy are used with similar goals in business.

Using hypnosis in sales is not to fool the client but to let him enjoy in advance the benefit of his buying. The buyer will never be transformed in a docile puppet; he will always be in command; and the aim is to secure a long-term relationship with satisfied customers.

This training course in hypnotic selling will teach you how to:

• Catch attention and build rapport instantly

• Learn from the other party and gather information

• Understand body attitudes and non-verbal language

• Master language patterns

• Use language that creates comfort

• Set up expectations

• Enhance motivation to buy and put your customer in a positive emotional state

• Travel back in the future

• Create compelling metaphors

• Project the customer in an identifying process using other people’s stories

• Use prescribed opposition to get positive answers

• Use bottom-line questions

• Handle opposition smoothly with language reframing

• Set an anchor for future sales

Tools employed

• Dr Milton Erickson’s hypnotic language patterns                                                                   
• Neurolingistic programming, conversational change, beliefs patterns and basic negotiation language techniques 
• Skills of the mouth language patterns