DJ Traffic

Among the various successful sales techniques used daily, conversational hypnosis is definitely one of the most interesting. Exactly what is “conversational hypnosis”? And, how can it be used to significantly boost sales for your business?

Conversational hypnosis, also known as covert hypnosis, is a communication style used by many people for various reasons in everyday life and in the work place. In some instances, it is used by people who don’t even realize they’re using it. And in other instances, it’s used as a highly effective sales tool for sales executives, who purposely use it to motivate their clients to be agreeable and cooperative.

In order for conversational hypnosis to be effective, you have to build rapport with the client. You must converse in a way that causes the client to identify with you and want to build a relationship with you. At that point, you can begin to implement carefully chosen words or specific body language to slightly influence the client’s actions.

A key element in using conversational hypnosis is to be able to influence people without the use of words. For an example, an air conditioner salesperson may want a customer to know how hot the outside temperature is. Rather than say the obvious, he can simply make a point of looking at the thermometer on the wall. Most likely, when the salesman looks at the thermometer, the customer will too. The salesman has told the customer how hot it is (and how much he needs an air conditioner) without saying a word.

Another approach, which is more verbal and direct, is to tell someone not to do something or think of something. As you may know, this automatically makes you do or think of what was spoken of. This approach is often referred to as reverse psychology. You may have heard parents talk about using reverse psychology to get their children to do what they want them to do, but reverse psychology is an important factor in conversational hypnosis. Reverse psychology can be effective because when a particular phrase is used, the mind has to process the phrase by using some point of reference.

A salesperson may choose to simply plant a thought directly in the mind of the customer, by making an outright positive statement about his product: “Your floor would really shine with just one fast and easy application of this superior wax.” The customer begins to consider what the salesman has said and begins to think favorably about the product. The customer has been influenced by the salesman’s words and is now leaning toward purchasing the wax that could easily provide him with a shiny floor.

Can you think of times when you’ve been susceptible to conversational hypnosis? Perhaps your son or daughter has unknowingly used conversational hypnosis techniques to persuade you to buy them a new video game, or new clothes. At other times you may have been susceptible to conversational hypnosis methods used by TV advertising, ads on the internet, or when speaking to telemarketers on the phone.

One thing that can’t be overlooked about conversational hypnosis is the role it plays in the increase of sales. Many sales executives have proven it is an effective method for convincing customers to see things from the salesman perspective, rather than their initial perspective. Once the technique is mastered so it is undetectable to the customer, conversational hypnosis will help you seal more sales for you and your company.

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This entry was posted on Sunday, May 25th, 2008 at 7:30 am and is filed under Marketing. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.