Hypnotic techniques fall into three types: specific words used, actions

                       or body language, and techniques that put you in control.

                       Words

                       1. Talk in word pictures

                       When you get clients to vividly picture an experience, they are in an

                       ideo-sensory trance. Use words that appeal to the senses of sight,

                       sound, feeling, etc.

                            Car dealer: "Smell the new car."

                            Realtor: "Imagine waking up and seeing the beautiful

                            view from your bedroom window."

                       2. Use power or action words

                       "Grab it," "Let's run with it," or "Just do it," to motivate clients to

                       action.

                       3. Take control with verbal commands

                            You need to buy today.

                            You must have one of these to be competitive.

                            You have to invest in this in order to have a secure future.

                            You need to live in this house.

                            Buy now!

                       4. Use hot, emotional words

                       Money, gain, new, you, loss, free, love, profit.

                       5. Use absolutes

                       Words like always and never show self-confidence and inspire

                       trust.

                       Examples:

                       "It is always better to join a well-established health club."

                       "You will never regret making this decision."

                       6. Voice inflection

                       Emphasize positive words and commands to make clients focus on

                       the positive benefits to them:

                       "You will love...."

                       "Buy now and save on the price."

                       7. Put spunk into your voice

                       Enthusiasm and energy sell.

                       8. Say, "How do you feel about that," not "What do you think

                       about that."

                       "Think" causes clients to think of objections. "Feel" causes them to

                       think of reasons to buy.

                       9. Start with higher price first

                       Then, when you show a lower-priced product or a bulk-buy, the

                       price looks good relative to the first price stated.

                       10. Don't say the word "dollars"

                       For example: $1,286. One thousand, two hundred eighty-six dollars

                       sounds like a lot of money. Twelve eighty-six does not sound that

                       expensive.

                       Actions Or Body Language

                       1. Touch the client between the wrist and elbow occasionally

                       This eliminates barriers and creates a bond of trust. Remember,

                       people buy from people they trust.

                       2. Use anchors to successfully close the sale

                       An anchor is a noise, gesture or touch that is given with a positive or

                       flattering statement to the prospect. The anchor is repeated later in

                       the presentation to associate these positive feelings with closing the

                       sale.

                       3. Nod your head "yes"

                       As you're talking or listening, nod your head whenever anything

                       positive is being said. This causes a feeling of positiveness to be

                       associated with what you are selling. Also, as you nod your head,

                       you will notice that the person you are talking to starts to move their

                       head yes, too. The nodding of their head sends a subliminal message

                       of agreement to their mind, which makes it easier for you to close the

                       sale.

                       4. Mirror the client:

                            People trust people like themselves.

                            Mimic the body language of the client.

                            When you and the client are in synch, switch over and see if

                            the client mimics you and your enthusiasm.

                       5. Smile naturally

                       It is proven that a smile fosters a positive reaction in a client. A client

                       gets a good feeling from a smile and associates it with you and your

                       product or service. People want to buy when they feel good.

                       6. Use facial expressions

                       Most charismatic people have rubbery faces. So, show emotions on

                       your face to connect with the client's emotions.

                       7. Walk briskly and with confidence

                       This implies you know what you are doing and that you can be

                       trusted. If you appear weak instead of confident, people will be

                       afraid to take your advice.

                       8. Have a firm handshake

                       People don't respect wimps. They don't trust or buy form people

                       they don't respect.

                       9. Don't wait to be seated -- take a seat

                       When two people meet, one person takes the dominant position and

                       the other person takes the submissive. Here, dominant position

                       doesn't refer to the aggressive position but rather the expert one.

                       10. Use open body language

                       Get excited when the client is interested. Relax if he starts to feel

                       pressured.

                       11. Have good eye contact

                       People only trust people with good eye contact.

                       Techniques That Put You In Control

                       Give the client post-hypnotic suggestions such as:

                            When you review this material after I leave, if any additional

                            questions arise, I want you to pick up the phone and call me.

                            Promise?

                            You will love the added security this insurance policy has built

                            into it.

                            After you have been on the radio for a few months, you will

                            notice that more people are responding to your newspaper

                            ads.

                            Think how excited you will be when you are driving your new

                            car.

                       2. Use "yes-yes" nail downs

                       It is important to get the client to say "yes" over and over because

                       this sets up a condition of agreement that makes it easier to close the

                       sale later.

                            "Do you want more profit?" -- "Yes."

                            "Do you need more money?" -- "Yes."

                            "It's a beautiful day, isn't it?" -- "Yes."

                       3. Find out their style of buying and adapt your presentation

                       accordingly

                       "How did you decide which house to buy when you bought last

                       time?"

                       When the client answers this question, he is telling you how to sell

                       him (with facts, emotion, ego, etc.).

                       4. Show empathy by repeating the client's statements, even if

                       you disagree

                       Client: Your product doesn't work.

                       Salesperson: You feel my product doesn't work.

                       5. Move into the future and show a need

                       "As your family grows, you'll need the extra space this house has to

                       offer."

                       6. Use "just suppose" to get around objections

                       Client: I'm not ready to buy.

                       Salesperson: Just suppose you were, what changed your mind?

                            Now the client has just told you how to sell him.

                       7. Take control by asking strong questions such as:

                       "What would it take to get you to buy today?" Or, "What is the main

                       concern you have left?" "Is there something you haven't told me?"

                       8. Make it fun

                       People hate to be sold, although they love to buy, and they buy from

                       people they like. Don't bore them. Talk to them as you would talk to

                       a friend at a party. This makes them want to see you and buy from

                       you.

                       9. Memorize answers to recurring objections

                       Top salespeople know what to say to 99% of all objections. Since

                       clients have learned ways to put you off, it makes sense that you

                       learn ways to counter their efforts. In order to stay in control, you

                       have to be able to effortlessly get around whatever stumbling block

                       the client brings up and continue selling until they buy.

                       10. Repeat the client's hot button several times

                       A famous saying in advertising is, "Nothing sells like repetition."

                       When a message is repeated over and over, it embeds itself in the

                       client's mind. We must hear something over and over before we act

                       on it. When you give a benefit that the client responds positively to,

                       repeat it often throughout your presentation. Each time you repeat it,

                       the client becomes more and more receptive to buying, so that when

                       you close, buying has become the right thing to do.

                       11. Use an assumptive attitude

                       Speak as if the client has already bought.

                       "When you buy this big screen television...." instead of, "If you buy

                       this big screen television...."

                       These hypnotic techniques can be learned by anyone. Practice them

                       until they are a natural part of your presentation and become

                       undetectable by the client. Hypnotic selling will close more sales and

                       make you more money with less work