Don’t you feel like they deserve more of a chance than other people? I don’t just like David Tennant because he’s talented.
Irrational as it is, I can’t help feeling that I ought to like him.
Remember—the fear of loss is far stronger than the desire for gain.
So if you can get your prospect to feel a sense of ownership for your offering, you invoke a much stronger desire than by merely offering benefits.
Now imagine you could do it in writing as well as in speech.
You probably don’t believe this can actually happen.
And bypassing the critical mind is the second of three crucial steps to achieving hypnosis.
“Methuselah you jackass, don’t bother coming home.” You may have experienced the same thing from telemarketers.Few marketers have more than a common “knowledge” about hypnosis.That’s a pity because hypnosis is a very powerful psychological tool—and marketing is all about psychology.Here, he not only asks his prospect to imagine the outcome of buying, but also to picture it. Repeating the concept in different ways makes it even harder to resist. And that’s because it is not actually the word you that has hypnotic power—but the name it represents. I’m willing to bet you have no idea just how hypnotic your name actually is.Why it’s hypnotic You is a placeholder for your name. The three most powerful words in sales, perhaps, are you, free and guaranteed. For example, did you know that you are much more likely to buy from someone who has the same sounding letter in their first or last name as you do?This according to The Journal of Consumer Research.You’re also more likely to marry someone with the same initial. Don’t you automatically want to like people who have the same name as you?And I’ll include examples to help you put them to use.But before I do that, a word about what hypnosis is, is not—and why these words are considered hypnotic.Their natural reaction is to question the instruction. Especially if you ask them to imagine the outcome of the sale, rather than making the purchase itself. This is because we don’t see imagining as a “real” task. Indeed, an enjoyable game; a distraction from life—as with fantasies.So by asking your prospect to imagine something, you bypass that critical part that throws up objections, and “sneak in” to their mind through the back door of their imagination.