In our previous post from 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.
The Competition Poison Pattern.
For the your customer is talking about working with someone else. The nerve?!?
Let’s say you are talking to a customer, and she says, “Well, there are things that I like about the competition’s product.”
The first thing you do is to agree with whatever she says. You will notice the “of course they were” response. It doesn’t make sense, exactly, and it’s even ungrammatical, and that induces trance.
It also refers to the past tense, assuming that the things the po potential customer liked are in the past. Then you go on to future pace a time in which she is already agreed with you, and bought your product, and is feeling good about it because she can think of bad things about the competing product and she imagines getting congratulated by her coworkers and her boss.
Potential customer: “There are things that I like about the competition’s product.”
You: “Of course they were. I know that there is a part of you that liked the fact that this product does <this> or <that.> On the other hand, there will probably also be a time after your research when you hear of all the people who had trouble with this competing product and who had to pay for the competing product and then pay for ours, because you want something that works and satisfies your needs, so they really had to pay for it twice, and all of the things that you like, that this competing product doesn’t fit in with, things that you like that this com petting product goes against, and thinking that you did a good job in bringing in a purchase that satisfied you and made everyone in your company happy with you. Maybe you can notice the things that have driven away so many of their customers. And when I say it like that, doesn’t it just makes sense that you can think about all the good things that would come from having bought your product?”
For example, selling credit repair against a company that rhymes with “Flexington Law.” I might say, “Yeah, I know they are all over the internet and their monthly fee is a little less than ours. And if those things are super important to you, I get it.
Though, if you ask around and check on them I’m sure you will be happy you did the searching. We have had a lot of clients do our service after like a year with them. Most of them have told us that they sure wished they had gotten our warranty when the credit didn’t get much better and definitely like our service levels better.”
“Yeah, you definitely see a lot of expensive ad on tv for Rocket Mortgage. Quicken a huge company and they advertise everywhere. So yeah, their advertising is better than ours.
I’m not real sure how that translates into customer service though. I’m sure that, if you think back on how stressful buying a house is, once you are moved into the house you will look back and be happy you decided to work someone who isn’t in a call center than you can get help from any time.”
Or some version of
“yes that agent has been around forever and has a ton of clients and a big team. So if you are happy with working with the lower assistant of a big name that’s cool. HHHHooowweeevveeerrr, I like having a personal relationship customers and put my priority on finding 2 perfect homes a month vs getting 7 “sales”.”