That Word that you just Heard can Never Be Unheard

In our previous post:  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. 

A “pattern” is a word, phrase, or sentence that is used to convey an unconscious message we want to make.

If you’re just starting out in this, memorization helps. If you’re using the Interspersal Technique, memorizing some phrases or sentences with the embedded words in them is the usual way most people do it. But I’m not impressed with the way most people give a set, memorized speech. It just doesn’t sound natural, and saying something that sounds unnatural breaks rapport.

With that in mind, and with the admonition that this should be a theme to use in speaking, not a set memorized elocution exercise, I will give you an example of how you can use what we have just learned to make a connection with a customer.

Here is a short version: “I think there is a good feeling when you can make a connection with a person, and build a satisfying relationship that will help your business for years to come.”

As you give the embedded command make a connection, you can put your hand on your chest or otherwise subtly point to yourself.

“A long term business relationship is like picking up an ally in a business war. I think that when you can make a connection with someone, especially if you can grow to like this person, you are able to trust what is in us. My father says that there are some things he can only really share with some of his war buddies, some things only they would understand, and you can make that connection especially when you’re having to handle things in a conflict together.

My father and his war buddies say that maybe you didn’t even know this person before you were thrown into a conflict together, but you instantly have a deep bond that can last a lifetime. My mother has a friend, they were girls together, and they’re still friends after all these years, still close. When you make that connection with this person, you know things about them, you know what is in their heart.

It’s like, when you go home, and your spouse, or your Significant Other, or someone whom you love is there, and you greet them, and they are happy to see you, but you just instantly know something is wrong, because you’re so close to them and you have this connection, so that what happens to this person, in a way, happens to you, and finally they tell you that they’ve had some conflict in the day. So if we can make that connection, and when you have made that connection with my company and me, we can work together to bring success in these business dealings.”

This is great for a lot of reasons.   First you are leading them to think about the emotions of a relationship that already means something to them – then aligning those emotions to you.   The 2nd tool used there is the introduction of your Father to say something.   Notice – you aren’t saying IT.   Your veteran dad is.   Very few people are going to call your Veteran Dad a liar.  So they are going to listen accept what HE just said.   And remember:

That Word that you just Heard can Never Be Unheard