Hypnotic thought is one specific way to reduce resistance, and/or reactance, in another person.
You reduce reactance, work from the potential client’s first heard story of you or your work, then you capture attention, and then you captivate. At this point you have begun the process of marketing and selling, growing a loyal following, one quality person at a time.
Part One of the Series is Hypnotic Captivation Psychology
If you can’t overcome REACTANCE, you AUTOMATICALLY LOSE.
REACTANCE HAPPENS FIRST in your interaction with someone. It happens at OR BEFORE, “hi.”
Shes going to say ‘no’ or worse. She’s armed, she’s leans toward dangerous and some people think you can say, “Hi I’m Bill here from SalesbyBill.com and I’m always closing! I do that because the books I read told me to….Today I’d like to show you why you should do business with me!….”
And now Bill is safely on the ground where he will never close before beginning which comes after eliminating reactance begins.
Legendary Point: Don’t always be closing.
Don’t always be doing ANYTHING except generally being very careful to see things from their frame, meeting them on THEIR LANDSCAPE, reducing and eliminating their REACTANCE, or you are DONE.
Reactance is the defensiveness one experiences when they sense they are being manipulated or losing freedom of some kind, including the freedom of choice.
Resistance is the defensiveness one experiences when asked to agree to or comply to a message.
Of course, not everything that causes reactance & resistance to vanquish is hypnosis.
Here’s a secret, I don’t really like the word “hypnosis” because of all the connotations and weirdness that surround the name. There’s a lot REACTANCE to it!
That said, bypassing the critical factor of the mind, IS the best and most unique definition of hypnosis and that is ONE crucial way to eliminate reactance.
Hypnosis, is not, really, about eyes closing or “going deeper.”
Hypnosis is about opening the door to a person’s mind.
The practitioner of influence uses hypnosis when she utilizes the other person’s imagination, memory or certain aspects of the environment to create a change within another person’s mind. The change could be permanent but more typically it is to open a door and not break it down for permanent removal.
The contrast to hypnotic effectiveness is standard communication where one person attempts to convince another through conventional means, gentle conversation, intense debate, perhaps argument or even coercion.
A critical aspect of dropping both R & R and then preparing for a message to be experienced, occurs with locked attention and then captivation.
Attention and Captivation
How do you know if they are truly captivated? Is it easy to captivate? How do you do it?!
Women and men are captivated by different things.
Women look at a man and they typically begin with his body and then go to his face. I’ve detailed elsewhere in kevinhogan.com the various combinations and times of the differences in what men and women are attracted to. They aren’t critical for this moment.
Now when men look at a woman they look first to her face and then to her body. (That’s the opposite of how women process male objects.)
Before we give you an example of this, check out this 90 second video which is the original Selective Attention Test from 20 years ago. It’s worth your time to do this before reading further down. I promise you will tell all your friends to do this after you have. It’s very shareable.
Participate in a quick experiment with us.
On the next page you’ll see what you notice about a pretty woman.
Briefly look at the image, follow the instructions and then continue.
Continue when you are ready and see how your experience matches that of others.
Observe her as you continue on the next page.