That Word that you just Heard can Never Be Unheard.
In our previous post of this series: we talked about Hypnotic Language Patterns. When you work in sales, your job is not just to relay information – it’s to relay and build emotions. People do not buy based on logic. They buy off emotions and use logic to justify it with reason. Hypnotic language helps you communicate on all levels more effectively. Today we are going to learn many great language patterns from “Unfair Secrets of Hypnotic Selling with NLP” by Franz Anton Mesmer II.
Metaphor: Tell a tale. Make up your own stories.
The unconscious thinks in symbols, and readily accepts metaphors. Old time country Sales Professionals used to tell stories to the customers.
That’s a metaphor. They often made the sale, too.
Lincoln used to tell stories.
That’s another metaphor.
Multiple Embedded Metaphors: You start one metaphor story, then halfway through, you start a second, and a third, which you tell all the way through, then you finish the second, and finally you finish the first.
The conscious mind becomes so occupied trying to sort it out, kind of like trying to keep track of the plot in Pulp Fiction, that it doesn’t quite have time to block the metaphors and the embedded commands.
By sitting down, in the chair that you have said is the Trance Chair, they have consciously agreed to be hypnotized. They laugh. They think you are being silly, and they are dead wrong. It is no laughing matter at all. The unconscious does not understand the jest. The unconscious takes everything literally. Remember that. The unconscious takes everything literally. When you have someone in a trance, be sure to speak in a way that what you literally say is what you want.
The unconscious will also recognize and respond to metaphor, but the words have to be on your side if taken literally. Do not, for instance, use sarcasm.
There is also an “as you” pattern: as you sit over there, you can begin to appreciate all the good things that will come to you when you use this product…because of all the reasons you can think of. This makes it even more powerful.