How To Prospect Using Hypnotic Techniques by David Baron
Sometimes you get lucky in life and just happen to be in the right place at the right time because God has chosen you for something great.
These are some of my most jealously guarded PROSPECTING SECRETS.
Certain good things happen in life and then nothing is the same ever again.
One new person or opportunity can change everything forever and suddenly life is a million times better.
ALWAYS LOOK AT THE FACES AND EYES, THEY DON’T LIE. . .
Why do you think these people were smiling?
I am here to tell you that it is because someone asked them to do something.
People are happy when you ask them to do things. People usually will want to try their best to please you.
PHYSIOLOGICAL ASPECTS OF INTERPERSONAL INTERACTION
What are these people thinking? More importantly, what is going on physiologically when they are asked to squat and then stand up. How does that change how they think, feel and act?
If you need someone to see things your way or needed them to do someting for you, should they be sitting, standing, squatting, kneeling?
What should you be doing? Mirroring, be higher than the person, lower than the person, leaning a little bit or standing up straight? How much distance should you keep between yourself and the other person? Is it better to have people sit for awhile before you ask them something?
If you do not know precisely the answer to any of these questions, you are at a distinct disadvantage if you deal with other people. Whether it is dealing with friends and family, or people in business, you need to undersand how people are going to think based on their physical actions and activities.
This article is to make you aware of the subject. Think about it. If you were a salesperson or a bachelor/bachelorette and you had to close a deal, would you do it on Facebook with them sitting down, on the telephone with them standing up, or on fly out to where they live and close them face-to-face in person over dinner and drinks? It could make a HUGE difference which modality you decide.
I have been studying psysiological aspects of interpersonal interaction since 1979. As a professional dog trainer, I have to get others to do the things they need to do to get their dog to listen to them. I cannot do this with people sitting when they should be standing and vice versa.
What do you think? Is it more important what you say, or what is going on biologically in the other person that most determines what others do and say?
Do you think she was thinking the same thing as I was?
First Rule of Prospecting is you want people to approach you and ask you, “Hey whats up? And them ask you what you are doing, not the other way around.
You want prospects to see you as the friends they wish they always had because you have something they want before you ever talk to them.
People who do the right thing and are honest always have a bright future and few worries. People will recognize it instantly when they meet you.
It is almost like others are magically drawn to you and want to hear what you have to say.
Again, it is not what you say particularly, but what’s going on inside of the other person that determines if the other person will talk to you and be receptive to what you have to offer.
What muscles the other person is using, what part of their body is stretching, how fast their heart is beating, how they are breathing, what their blood pressure is, ALL makes a difference.
PEOPLE WANT YOU TO TELL THEM WHAT TO DO
Most of our smiles are frowns turned up-side down because we are destined for greatness, but are having trouble being great because no one has ever told us how to do that exactly.
Most people are very shy and unsure of themselves. You need to tell them what is happening and what the course of events is going to be.
You can’t expect someone to just say yes to you or give you their phone number.
You need to tell the other person what you are doing, tell them their role in that plan and the course of events, and get them to do things for you over and over.
NEVER PRE-JUDGE PEOPLE BASED ON LOOKS
YOU NEVER KNOW WHO YOU ARE TALKING TO
Some of us are very successful and worth millions of dollars. Most don’t brag about it ever, don’t live in 25 million dollar homes, or drive half million dollar cars. You never know who you are talking to.
If you walk in a Porsche dealer, and even if you look like me, a dog trainer, they treat you really nice because “People walking onto car lots are looking to buy cars.” If ANYONE walks onto a car lot where they are selling $150,000 cars, the assumption is you must have the means to buy expensive German cars that go fast.
These picture were taken in the affluent area of our town where the median income is about $150,000 per year. My assumption is everyone has money and is well-qualified financially.
Remember though, you will be judged by how you treat the least important people. I have met people worth billions of dollars and they look like anyone else. Again, you never know who you are talking to.
Don’t be a jerk to people you think are unimportant, as they very well could turn out to be someone very important and be someone who could change your life dramatically for the better as your friend.
Mister Puppy is a chick magnet for sure. Few can resist his magnetic personality and charisma. He smells good too. Everyone loves Mister Puppy.
LOOK LIKE AN ADULT AND DRESS LIKE ONE
Successful people look like successful people. You don’t have to overdress, but you must always play the part. If dressing like a surfer works for you, dress the part, but look like the leader of the surfers. People want to talk to someone they think is the leader or is very successful [same thing].
PEOPLE want to be friends with SUCCESSFUL PEOPLE. If you dress like a teenager even teenagers may not trust you. Everyone wants the people they are friends with, and the people they do business with, to be successsful besause it tells them you are STABLE and can be trusted.
If you were single and went to a bar to meet someone, you would dress up there too to show you are serious, same thing in business.
Everyone wants to talk to people who are successful and who are very ADULT. You always want to be the more adult than everyone else and have good taste. People want to take direction from someone who looks a certain way.
REMEMBER: It is not what you think, but what other people think about how you dress and look that matters.
People will get cold to you and turn you off as soon as they get any information that is inconsistent with you being the ideal person they IDEALIZE you to be.
HYPNOTIC SALES TECHNIQUES FOR PROSPECTING
1. You want prospects to think about enjoying the moment. Tell people what you want them to think about and do for you.
Don’t forget talking about making the wonderful moment last forever with them writing down their telephone number FOR YOU too.
2. GIVE ONE COMMAND. Ask them to write their phone number down for you.
Don’t say stupid things that are AMBIGUOUS. “Maybe we should get together?” is not a command. “Can I get your telephone number?” is not a command.
A command is we like each other AND would like to continue that later, SO WRITE DOWN YOUR TELEPHONE NUMBER [and I'll be pleased].
3. When you first meet people you want to look them in the eye and think to yourself, “I love you, I really love you.”
Everyone really just wants to be loved by someone. You want to look like someone who will give them exactly what they want.
By thinking it out loud in your mind, they see it in your eyes and feel it just like if you said it out loud.
4. The #1 most important thing is you need to have RAPPORT with others and set their minds at ease.
5. People need to do what you say. You probably have heard about getting people to say YES over and over. That doesn’t work.
What you want to do is get PEOPLE DOING WHAT YOU SAY OVER AND OVER.
Getting the phone number starts with tell me about your day, you want your picture taken [statement], stand here and look at me, tell me more about you guys, tell me what time it is, think of a time, remember when?, etc.
6. You want people to DO WHAT YOU SAY, not think differently, or try to convince them of anything.
7. Use COMMANDS, not suggestions, hints, statements or requests SO you develop a pattern right away of them doing what you tell them.
8. If you could be honest enough, you would know everything there is to know.
If you could be totally honest, people will know it and they will be able to see it in your eyes and feel like they have known you for a long time.
9. Within you saying six words, I know everything about you. Really. A trained person would be able to tell you amazing things about yourself in just your first few words.
So you better think of how much you love the person when you say your first six words to them.
10. The one sales technique that works every time is to talk about what is most important to other people. Talk about much else and people will likely get bored and lose interest.
REMEMBER THIS: Only talk about what matters most to prospects, just that one thing. Talk about that one thing and they will find other reasons to choose you on their own.
11. Don’t spend time talking to people who have absolutely no social skills. You still have to love them and wish them well though.
Others may be watching to see how you treat that inept person and will judge you accordingly.
What me meeting you is about is me wanting to give you something valuable.
Something that will be worth a lot more in the future.
BEING ABLE to get your point across and getting people to see what you offer is important whether you are in sales, applying for a job, promotion or school, need someone to rent or sell to you, need to get elected, or for anything where OTHERS have a choice of people to choose from— and you need them to choose you.
Everything I have I got by teaching others to be successful.
Just as the moon speaks to the waves and the sea, so does the good news for those needing a change of seasons.
The best anyone can hope for is to love another with all their heart.
Sometimes life turns out better than you could have ever imagined and nothing is the same ever again.
PRIVATE LESSONS work great and are effective 99% of the time. Sometimes the level of training a dog needs surpasses what the owner is capable of achieving on their own and Board Training is a more appropriate option.
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How To Prospect Using Hypnotic Techniques