They have said no…or are right about there….
You have a hotly debated subject and it’s crucial to gain compliance….
Perhaps your client is being very resistant….
You know they should agree because the answer is obvious but they don’t….
You’ve tried everything (you think!)….
Here are some powerful ways that you can persuade the un-persuadeable…and a few that they taught you to do…and failed… and you thought it was your fault.
Remember these two selling techniques?
When put to the test, which one works?!
“Feel, Felt, Found”
“The Puppy Dog Close”
One of them doesn’t work in real life and one of them is extremely effective. I’m going to show you which. I’m also going to show you what kind of Ericksonian Hypnotic Language Patterns do not work…and what to do instead!
The first powerful technique is “experiential influence.” I spoke about this briefly last time. If you really want to be persuasive, you have your greatest opportunity when your client experiences whatever you want to influence them about. Let’s go into some detail now that I simply haven’t had time to share with you in the past.
This is why the guy that wanted to sell me a new driveway asked me to “help him measure” the driveway with his tape measure. (Like he doesn’t know the size of my driveway.) It’s why the real estate agent takes you through a house and then has you describe aspects of how you would be “living there.” It’s why the automobile salesperson gives you the keys and let’s you hit the road. It’s why you can use Nero software for 10 days to burn your CD’s and only then are you asked to pay to continue to use the software.
In fact, in selling, in the old days this was called “the puppy dog close.”
Imagining Behavioral Scripts
Of course there is a lot of stuff that you can’t “experience” in real life with your client. In this case you must then go to the scientifically proven technique of imagining behavioral scripts. C.A. Anderson wrote in JPSP about the shocking power of imagining behavioral scripts.
A behavioral script is a precise set of instructions and images that YOU (typically verbally) give to your client.
“Imagine walking into that IRS audit with someone there who will take all the heat for you and answer all the questions so you don’t get pressured. You stay calm. I take the heat. That’s the way it works and we keep your tax bill in check.”
Specific instructions and images.
Here is what has been learned and reproduced over the years:
a) imagining oneself performing a behavior changes the person’s intentions toward the behavior.
(If people can visualize themselves going to church, hearing the sermon, singing the songs, praying and so forth, then they are more likely to change their mind and move in the direction of the imagined experience, in real life.)
b) the more often someone imagines a behavioral script, the more their intention and attitude change toward the desired behavior.
(If you can get your client to think of whatever experience you want to have over and over again, or, regularly over a period of days or weeks, they will become more comfortable with the experience and their attitude will change toward the behavior.)
c) these changes do NOT OCCUR when the main character in the imaging is NOT the person themselves.
( “hypnotic language” and “Ericksonian Hypnosis” patterns that reference others, “I remember working with someone just like you and they did x, changed to y, and z happened…doesn’t work. In selling this was called “Feel, Felt Found.” There is no benefit to this “pattern” when compared with other strategies of communication!!!)
d) the intentions and attitudes hold at least three days when pondering the real life experience.
(unlike high pressure selling tactics, these tools persist and “stick” for a few days!)
This dispels some beliefs about visualization and reinforces others. More importantly, you now KNOW what works. (I wish I would have known this 20 years ago….)
Ready to put some of these theories to the test?
The Science of Influence is the place to begin. What makes the Science of Influence different from every other program about persuasion? This material is fresh, potent, tested, and has nearly all of what you will discover is new! There is no rehash of past salespeople or scholars.
Science of Influence Master’s Home Study Course (12 CDs)
with Kevin Hogan, Psy.D.
This program is the culmination of years of selling synthesized with the last five years of academic research into compliance gaining, persuasion and influence. You won’t find a program like this, designed for you, anywhere else.