There is a distinct language of persuasion and covert hypnosis that an individual must master in order to become really comfortable with any hypnosis technique. Today’s article found on Slaw.ca on how to close more clients using persuasion, discusses mirroring and other anchoring techniques that speak the language of persuasion and covert hypnosis with every single word.
“In his book, Influence, The Psychology of Persuasion, Robert B. Cialdini, Ph.D. discusses many factors that affect how persuasive you can be with others. Cialdini was also one of the authors of Yes! 50 Scientifically Proven Ways to Be Persuasive, co-authored by Noah J Goldstein and Steve J. Martin.”
“Lawyers can use these persuasive techniques to help them increase the percentage of inquiries or initial consultations that turn into paid client engagements.”
“People like people who are like themselves; they hire people that they know, like and trust. In your initial consultation, you need to build up the like and trust factors in order to increase the chances that the potential client will want to work with you by the end of the consultation.”
“In an earlier post, Who Are You Marketing To, I talked about clients being a reflection of you:”
“People do business with people they know, like and trust. Clients are attracted to people who, at least in some ways, resemble them. In order to trust someone, you must feel comfortable that the person you’re working with shares some of your values and goals. Identifying your individual values and what you stand for can help clarify the kinds of clients that you will work best with.”
“In other words, you can identify the kinds of clients you want to work with by understanding more about yourself. In the same way, expressing an understanding of who your clients or potential clients are and what their concerns are can help persuade clients to retain you. The authors of Yes! suggest that mirroring behavior plays upon the natural inclination to like those who are similar to you; reflecting the client’s words and body language can help you seal the deal.”
“I’ve talked about “speaking your clients’ language” before (most recently in the context of networking); instead of using legal jargon or words only lawyers use, use the words your clients use. Legalese and jargon create more distance between you and your audience.”
“If your goal is to demonstrate your expertise and show potential clients and referral sources that you understand their problems and can help them, you want them to feel like they know you and that you understand them and their problems.”
“Mirroring verbal language makes clients feel understood. It increases their positive feelings toward you and makes them more likely to decide to retain you to represent them. Matching the rate and volume at which you speak to your client and mirroring their body language can further reinforce those feelings of closeness and comfort, foster rapport and can also aid in your persuasiveness.”
“Don’t make sudden or drastic changes, but be cognizant of how the potential client speaks and their body language. Be careful not to mimic or copy the other person exactly or your efforts can backfire.”
“Mirroring may not work in situations where a client is anxious or overly excited – in that case, mirroring by repeating the client’s concerns back to them, making sure that they know they have been heard and understood, but consciously not mirroring their anxiety level or rate of speech may be more persuasive.”
“In those instances, you may be more persuasive by being more calm and reassuring, and you may even be able to get them to mirror you. When the potential client begins to mirror you, you’ll know you are well on your way to being in synch and signing a new client.”
There are so many ways to practice the art of mirroring and the more you practice of course, the sooner you will master it. Mirror with your family and friends. Try it out on people at work or when you go out. Practice it even for few seconds with a waitress or barber. You can practice the language of persuasion and covert hypnosis almost anywhere.
To become a successful hypnotist you must incorporate covert hypnosis into your way of thinking. If you are able to do this successfully you will never worry about getting “caught” using covert hypnosis techniques. When you become confident and more natural at speaking with people and using the powerful techniques regularly you are able to fully incorporate covert hypnosis into your way of thinking and truly make a difference in your own life and the lives of others.
“A number of hypnotists newly venturing in to the arena of covert conversational hypnosis fear they will probably be caught utilizing their skills by their unwitting hypnotic subjects. This is an interesting fear to possess since it is to suggest that these hypnotists are doing something wrong or something bad, an issue that you intend to ‘get away with.’ Except this becoming very unhealthy attitude to possess towards what exactly perhaps one of essentially the most powerful vehicles for positive change and improvement there is always, it is also something of a self fulfilling prophecy.”
“Think of this, the unconscious system is highly perceptive, even when we aren t always competent to consciously access these perceptions. I am sure you know what it’s intend to see someone, even before you speak to them, and merely automatically receive a feeling about them. Maybe you’ll like them, perhaps you won’t. These feelings will seem totally unjustified, but they’ll be 100% real. If you did use covert hypnosis in an unethical manner, people would unconsciously proceeded to associate you with all the negative results of your hypnotic suggestions, and will just naturally begin to mistrust you. So, to be a matter both of ethics and of pragmatism, forever use covert and conversational hypnosis for good…”
“So anyway, now that we’ve that out of the way, lets think about this whole ‘getting caught’ thing from another angle. Perhaps can remember or at least imagine a time when one of your friends or perhaps a family member has been upset about something. You have it to talk to them, to console them, and then they will move to you and accusingly challenge just ‘you’re just attempting to make me feel better!’ Now obviously on reflection its as straightforward to think ‘well duh! Of course i really want you to feel good, whats wrong with that!”
“But in the moment, some of us accept the accusation for what it is, and abandon them alone for their sadness. As silly because this definitely is, it reveals to us a crucial factor when doing covert hypnosis: People hate being influenced. No matter whether you are seeking to persuade anyone to buy a car or just simply to feel good and be happy people as a rule hate knowing regarding this, frequently to their own detriment.”
“This, obviously, presents us with another ethical dilemma. Why influence people if they prefer not to be influenced? Well keep in mind this, every day we influence people, always. We communicate with people every single day of our own lives, and take a look at and move people to make better decisions, to feel full and satisfied, to become happier and recover from their very own problems. The truth is also, many people accidentally use covert hypnotic tactics without realizing the harmful outcome of what they are doing…
“So, given that we’ve laid the land techniques of only using covert hypnosis to be a ‘force for good’ and established that influence is known as a natural part of everyday life, a crucial skill which covert hypnosis simply means that you can master, lets get back to the stage that this short article: getting caught.
“Firstly, avoid making the common mistake of talking differently when doing covert hypnosis. Lots of people get the idea that as soon as you begin using covert hypnosis, your entire voice and physiology must change. This is certainly only a bit silly, because, really think about it, covert hypnosis is definitely an unconscious process, so naturally your unconscious need to accomplish almost all of the work.”
“When you are consciously inside your head going “now i use a presupposition…’ you interrupt the natural hypnotic flow, you commence to sound robotic and uninteresting, you be understood as you will be delivering a prepared speech and individuals immediately realize somethings up and stop absorbing your suggestions…. let the hypnotic patterns to flow automatically from a subconscious mind, then, once your listeners are really in trance, once they ve are in love with your natural and irresistible flow of smooth suggestions you can commence to gradually lower, and deepen your problem, and set a hypnotic trigger, an anchor, which can instantly send them back into trance after you apply it…”
Incorporate covert hypnosis into your way of thinking, into your subconscious mind and let it become something you do naturally without much effort. In that way you can use covert hypnosis techniques and not alert anyone to your motives.
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Everyone needs strategies for how to handle tough customers. With persuasion techniques by Michael Lee, author of “How to be an Expert Persuader you get the chance to turn that “less than cooperative: client who may be already escalating his or her anger, into a warm, friendly, happy client again. How? You are wondering. It’ s not as hard as you think to know how to handle tough customers with persuasion techniques.
“Persuasion techniques are essential to apply in the field of sales and marketing, as dealingwith an irrational customer is one of the toughest situations you can tackle. How do youexactly alleviate the fury of a buyer who is livid because of something you, the service or product, or your company failed to perform? This is where influence and persuasiontechniques may come in handy.Because the field of sales is not a walk in the park, there will be times when you will beshouted at, and even hurled harsh words by clients who are not satisfied.”
“Don’t bealarmed. This is a normal situation. And being so, there are ways to rise above them sothat you don’t break down, too.First, find out what the client is angry about. Is he complaining about your service? Is heunclear about certain points in the agreement or the product? Did the problem come fromyou or did it spring out of his frustration over something he misunderstood? What are his sentiments exactly?”
“You can find this out by being calm with the client, no matter how irritable he is. Askpolitely what the problem is and request that he explain it to you. Don’t interrupt and try todefend yourself or correct him while he explains. Wait for him to finish and then enumerateall your responses to his problems.Often, the customer does not really want to know exactly what you are doing to rectify thesituation, only that you tell him that steps are being undertaken to correct it, and when precisely this is expected to be solved.”
“One thing clients hate most is continuously waiting for solutions that are not certain to happen.When you have figured out what he needs, level with him. Building rapport with your clientis one of the best ways to get into a straight conversation with him without the flare-ups.This means adopting his current mood. If he is angry, let him know that you understand hisfeelings. If he is frustrated, empathize. Clients appreciate people who they know feel their pain. When you have succeeded in this, you can expect to have a much calmer discussion right after.”
I just had this exact thing happen to me recently and it actually took place through emails so I was simply using written words to communicate which made the whole situation more challenging or easier I’m not sure. In the end my calm reactions to his outbursts kept us moving forward and I was able to persuade him to see things differently and he apologized for reacting so rudely. Knowing how to handle tough customers with persuasion techniques can be very useful.
Covert hypnosis using descriptive imagery is one way to accomplish getting an individual into a trace. Vote4hope. explains the simple trategy for inducing a hypnotic response with descriptive imagery
“First, I define a trance аѕ severely reduced critical thουght together wіth narrow focus οf attention. I feel thіѕ definition very useful whеn considering covert hypnosis. Thеrе аrе various tools tο gеt a person inside a trance аnd here I’ll point out аn extremely powerful technique I lіkе tο call vivid imagery.
“A simple strategy tο explaining wουld individually bе thіѕ:
“Once уου gеt a lot more аnd more οf thе person’s imagination involved, уου progressively take thеm “deeper аnd deeper” inside trance. Consider thіѕ — іf уου wеrе tο imagine pursuing thе coast wіth small waves bу a bеаυtіfυl, crystal clear see, mаkіng up frοm thе sand, сrеаtіng a peaceful аnd relaxing sound…”
“Thе сοld breeze еνеrу ѕο οftеn cools уου down a trifle аnd brings thаt wonderful, fresh smell οf those ocean аnd nearby pine trees wіth іt whеn уου remember each οf thе possibilities whеrе one саn υѕе covert hypnosis οn people…”
“Now… lеt mе know hοw difficult isn t іt јυѕt tο envision thе sensations whеn уου try thаt imaginary walk аnd dіd уου notice thаt whilst уου weren’t really thеrе — уου actually (even though јυѕt very slightly) felt thеm.”
“Wе саn easily plant such images within ουr listener’s οr reader’s mind bу utilizing something thаt’s called “descriptive language”. Thе thουght ѕhουld bе tο describe thе problems wе need a person tο experience іn detail, using emotional (“rіght brain”) words similar tο “gοοd looking” compared tο “attractive” аѕ уου progress. Hаνе уου recognize thе dіffеrеnсе between thе two?”
Here’s a gοοd example οf thе υѕе οf such strategy tο effectively persuade somebody wіth covert hypnosis…
“A couple οf months, wе hаνе bееn starting out tο increase funds fοr abused children аnd babies whο аrе produced аt very poor families. Thіѕ season I’m thе president οf аnу charity club here іn Ljubljana аnd I’ve set ѕοmе pretty ambitious goals fοr those, οf whісh ѕοmе wеrе already realized аnd ѕοmе wіll hopefully bе realized soon.”
“Thе thουght fοr ουr fundraising wаѕ tο hold a charity lottery during one οf a typical more prestigious balls. Fοr thаt wе hаd tο somehow gеt аѕ many donated gifts аѕ possible, ѕο wе called many businesses tο discover іf thеу′d contribute a product οr service thаt wе′d bе capable οf give аѕ prices around thе lottery.”
“One οf ουr members paid visiting a elaborate restaurant tο gеt a free dinner fοr a couple possibly clone οf υѕе аѕ a present. Hе mаdе a scheduled visit іn thе owner οf уουr restaurant аnd met wіth hіm over coffee. Thе conversation didn’t gο tοο well firstly along wіth thе owner, аftеr being presented thе concept, wasn’t very thinking аbουt giving free meals. Thіѕ іѕ whеn mу friend brilliantly used covert hypnosis οn уουr owner…”
“Client wаѕ saying something inside thе lines οf “Well, I’m nοt really іntο charity bυt rυn a business аnd ѕο οn…”. (HINT: In case уουr person doesn’t instantly brush уου οff whісh includes a swift “Nο!”, many times thеу′re secretly asking уου tο persuade thеm! Thаt’s whеn іt’s usually a smart mονе tο persist аnd never ѕtοр trying)…”
The uses for covert hypnosis are restricted only by the imagination. How you decide to use this powerful tool will depend on your life, the people and places that life takes you to and your hopes and dreams for the future. Covert hypnosis using descriptive imagery can help you get the cooperation of those around you for a more positive outcome.
If you would enjoy more covert hypnosis articles like this one, add a comment below and share this post on facebook or twitter…
One of the things you hear me talk about a lot when we do Masterminds and even in the meet-ups we do here in San Diego is NLP.
People think we’re constantly bagging on NLP and I’m not.
I think NLP is fabulous.
… It’s just wrong.
And it’s not wrong in that the techniques don’t work.
It’s wrong in the sense that the vast majority of people who learn it can’t use it.
Does anybody have any experience in trying to use an NLP style technique out in the real world that didn’t work?
Or it all of a sudden…Or it worked really well in the seminar room and was kind of cumbersome using it out in the real world?
One of the things that I have done a tremendous amount of work in is “How do I make this stuff (NLP,Covert Hypnosis and Conversational Hypnosis) work for me?” and “Who are the people that are actually out there doing it and making the stuff work?”
One of the things that happened; and you have to understand that this goes all the way back to how NLP was actually created), NLP was created from models, right?
Models of Who? Milton Erickson, Virginia Satir, Fritz Perls and each of them had their own style. Right?
Their own system.
Now, those models actually encompassed the techniques they used right along with the beliefs that they needed in order them work.
How many times does NLP teach you the beliefs you need to make this stuff work?
Do they ever teach you the beliefs you need to make this stuff work?
How many times does NLP teach you the things you need to make this stuff work?
Do they ever teach you the beliefs you need to make this stuff work?
People Will Say, Well NLP has Presuppositions… right?
Presuppositions are a the concepts in which NLP is based. Right? they are assumptions NLP makes about the way the mind actually works.
But What about the beliefs, the mindset, the frame to go out, and actually have the cajones to use it, first of all.
And the understanding of how to create the frame the makes people want do what your telling them to do.
Anybody here to use ever use an NLP technique without creating a frame around it or anybody here know what a meta-frame is?
For those of you who are watching this at home, or are new to nlp, a meta-frame is the overall meaning of the interaction.
We going to talk a lot about frames throughout this weekend. But, beliefs aside,
[In Your NLP Training] how much work did they give you… What states did they teach you to go into in order to deliver your NLP techniques?
Mark. Did they teach you any?
I doubt that it’s relevant, but in my case (unclear) use it in the foundation. I find that perfect frame to make it work
Absolutely. Absolutely, because within that frame it works. K. Your passion is hypnosis and hypnotherapy and I’m cool with that.
But, how many people are frustrated because they go to an NLP class to learn how to do sales with NLP and they learn therapy?
Never happened? How many people go to an NLP class to how to be more socially successful and all they got was therapy?
By and large, the frame that NLP comes from is for what?
That’s right, Therapy. who are, who are the people they [Bandler and Grinder] modeled?
They modeled therapists.
So, while NLP is extremely brilliant in that aspect, there are some things we need to kind of shift.
Some beliefs that we need to address in order to be able to use it in other context.
We need to learn how to work within other frames of reference.
Covert persuasion is used in politics and advertising and if you didn’t know that then stop here and don’t read anymore of this. There is a new show on ABC called the Gruen Transfer that specifically looking at advertising and more or less picking it apart. Advertising is all about persuading others to buy the product or service you want them to. So, underlying all the talk of politics and advertising will be the principles of covert persuasion. Of course they may not call it that but it may come up now and then because covert persuasion is used in politics and advertising.
“Advertising is about persuasion, and Planet will apply the show’s framework – discussing and illustrating the power of persuasion – to the world of spin, PR, branding and image control.
The Gruen Transfer is one of the more remarkable television success stories of recent times. Now comfortably the ABC’s highest-rating program (last week’s penultimate episode averaged 1.4 million, not including iView viewers), it has unequivocally influenced the way we perceive advertising and the tools companies use to persuade us to buy.”
“Deftly hosted by comedian Wil Anderson, Transfer leans on permanent, slightly combative panellists Russel Howcroft and Todd Sampson, and features a rotating roster of agency guests. Howcroft, head of the agency George Patterson Y&R, is a seasoned media performer, having appeared regularly on radio for a decade. And the laconic, Canadian-born Sampson, chief executive of the agency Leo Burnett, has become a star.”
“The show was created by Andrew Denton’s production company, Zapruder’s Other Films, with former Fairfax journalist Jon Casimir, who wondered why an industry worth $500 billion a year globally was not examined more. ”I come from a family that taught me to question everything,” Casimir says. ”I’m contrary in nature and I don’t really like being told what to do. It seemed obvious that this show should exist.”
“Denton pitched Gruen to Anderson as a show that gave people the skills to understand the advertising industry, as Frontline did for current affairs shows. ”I thought it was a good idea,” Anderson says. ”But then I thought, ‘A show about ads on the ABC … already weird. And with advertising executives … hmmm. Maybe it would get a Q&A-type audience.”’
“Anderson, Howcroft and Sampson have become a formidable trio. When it was decided to expand Gruen last year for four episodes centred on the federal election, the ad execs stayed. Casimir says politics has become a subset of advertising. ”We no longer have a political scene, just a system relating to advertising – whether staying on message or controlling branding and positioning. We don’t have government any more, it’s simply 365 days of electioneering.”
”Because there was nothing in that election but spin, we had the perfect tools to unpick it,” Casimir says.
”It’s part of the broader world of communication,” Howcroft says. ”Within the corporations Todd and I work with, there [are] groups dealing with public relations, corporate affairs, design, research and media. However, the techniques used in PR and damage control compared with persuading consumers to buy a product are not much different. ”They are the exact same ones,” Sampson says. ”The difference is, the topics will change. Persuasion is persuasion.”
“A glance at the calendar reveals other subjects to be potentially scrutinised by Planet: President Barack Obama’s November visit, Breast Cancer Awareness Month, Tiger Woods and McHappy Day.
‘This is a creative business,” Sampson says. ”As fast as we think through the techniques being used, new ones are being developed to replace them. That is our job. ”Every day we are learning better ways to persuade people.”
Gruen Planet airs Wednesday night on ABC1.
Theage.com reporting on the shows main characters and potential subject matter. We wish Gruen Planet the best of luck with their new show and we hope to hear more about how covert persuasion is used in politics and advertising.
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Covert hypnosis is only one form of persuasion. There are many ways to use the sound of your voice, body language, specific words, touch, and appearance to persuade others to follow your thinking and do what you suggest. The art and science (and it is both) of persuasion calls upon many skills and resources. The article featured today found on ehow.com shows that covert hypnosis is only one form of persuasion that you can learn to bring more confidence and success to your life and to the lives of others.
Getting Someone to Agree With You
“Being able to be persuasive is a skill that is important in the working world and can help you in your personal relationships as well. Persuasiveness is the ability to make someone else agree with what you are saying, whether they are agreeing that a certain product is a good investment or they are agreeing with a personal belief you have.”
“The famous Greek philosopher Aristotle said there are three things you must use to be persuasive: ethos, pathos and logos. Ethos uses trust to convince someone, pathos appeals to a person’s emotions, and logos uses evidence and logic as a means to persuade someone.”
“When you are trying to persuade someone of something, you must talk to them to get them to see your point. There are many verbal techniques you can use to make your point of view seem right and appealing. For instance, using big words makes you seem knowledgeable and therefore right. Other verbal techniques include using a loud, convincing voice, repeating certain phrases or words, interrupting the other person and making sure you get the last word.”
“Although you can’t use physical action to make someone listen to your point, you can use subtle physical techniques to persuade someone. For example, standing on a podium when delivering a message makes you seem tall and authoritative, and people are more apt to be persuaded by your words. Other physical techniques include using wide hand gestures or looking people directly in the eyes to establish trust.”
“The most effective way to persuade your audience is to use a combination of verbal and physical techniques. The next time you watch a powerful figure deliver a speech, notice how they combine physical gestures along with words to really get their point across. When you are trying to convince someone of your point, use an authoritative tone and convincing words and look them in the eye as you talk.”
“Although verbal and physical techniques are the main techniques people use to be persuasive, there are other factors that play into how persuasive you are. Another way to be persuasive is using your personal appearance. Someone who is dressed in a suit and tie is more persuasive than someone in casual clothes because his appearance makes him look more credible. Your general stubbornness is also an attribute in being persuasive because if you refuse to give up, you are more likely to succeed in persuading someone of something.”
Persuasion isn’t an “all or nothing” endeavor either, it sometimes comes in stages and sometimes people will agree with you on one subject but not on another. The article mentions that your level of determination can be a factor as well as your confidence in yourself, this is very true. If you try a technique and it doesn’t work right away don’t lose confidence, project it! You’ll notice the difference in others reactions to you immediately and because covert hypnosis is only one form of persuasion, make sure you are aware of and integrating all possible and appropriate techniques for your purpose.
Have you begun using covert hypnosis techniques? What is holding you back?
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