Sales Technique: Conversational Hypnosis

Most people’s idea of hypnosis is something they’ve seen at a county fair, a stage show, or in the movies. Contrary to popular belief, you’ve been hypnotized many times. Maybe not the deep trance that you’ve seen on TV, but definitely conversational hypnosis is real. Think back as a child, how many times you were held mesmerized by a good story. Think now of how you can still be completely absorbed by a good book or movie. Conversational hypnosis is the art of a good story. When you’re selling a product or service, the best way to melt away resistance is to have your prospect imagine owning or using your product or service.

Remember the last time you went to the movies. If it was a good movie, you were held captivated by the story. The reason the movie holds our attention so well is we actually experience the movie in our mind in the first person. That is, we imagine ourselves experiencing what is occurring on screen. The human mind works in metaphors or stories. While watching a good movie your conscious mind, the critical factor, temporarily shuts down. This allows you to suspend disbelief and take in all that is offered to you.

Remember the last time you went to the movies. I bet something happened in the movie that was absolutely not realistic. Yet still you played along and enjoyed the movie. Am I right? Well somebody out there, and you know who you are, the guy or gal who counts the number of shots being fired out of each type of gun. The wannabe physics expert who likes to tell you how that move somebody did just broke all the laws of Newtonian physics. Well these people, thankfully, are in the minority.

For sake of brevity, let me give you one other conversational hypnosis or NLP hypnosis technique. This is known as the command tonality. Now most people are aware that when a person raises their tonality (makes their voice higher) at the end of a sentence it makes it sound like a question. If you haven’t noticed this just pay attention to people speaking and you’ll notice it immediately. Conversely if a person lowers his or her tonality (makes their voice lower) at the end of a sentence this is a command. Just imagine your mom saying, “Go do the dishes, RIGHT NOW,” with a downturn of her voice on the “RIGHT NOW.”

What do you think happens when you ask a question, but don’t use the question tonality? Instead you happen to use the command tonality at the end of the question. That is where the magic occurs. Give it a try the next time you are closing a sale.

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