That Word that you just Heard can Never Be Unheard.

In this series, we are going to look at simple ways you can use Hypnotic Language patters to communicate effectively with your customers.  Like a laser beam into their brains that makes sense, but also causes an emotional response that can release those “good feeling” chemicals.   From the book “Unfair Secrets of Hypnotic Selling with NLP” by Franz Anton Mesmer II. 

Eliciting Criteria and Values

This is a very powerful technique.

This is where you find out where somebody really lives, inside, what is important to them.

When you find out what is important to people, you not only build rapport, just by doing it; you also get the keys to what you have to do to make this person like you and do what you want.

Ask someone, “If I were to ask you what is important to you about…” Then listen to their answer. Try to get three things that are important to them. The “if I were to” phrase is a softener, so the customer doesn’t think this is an FBI interrogation.

For instance, if you’re dealing with a customer who is an auto mechanic, ask him, “What do you enjoy about being a mechanic?”

What is the most satisfying thing? Tell me what you think about at the end of the day, and say to yourself, “I enjoyed doing that.”

So, he says, “I like solving problems.” You say, “Solving problems is very important to me, too. But just so I understand, if I were to ask you what you like about solving problems, what would you say?” So he says, “It makes me feel smart.” You affirm what he says, again, whatever it is.  With a focus on their emotions, not the actions.    Emotions drive the actions.

Stop telling your customers stuff you like.  Start telling the customers stuff the customer likes.  And you find out what the customers likes when you talk to them about criteria.  You elicit the criteria and values, and you feed it back to them over and over and over until they give you an order.

As Zig Ziglar famously said:  I prefer to eat apple pie over worms.  However, regardless of that, when I go fishing I am going to bait my hooks with worms – not apple pie.

Bait your hooks with worms – not apple pie.

That Word that you just Heard can Never Be Unheard.