Dave Hill The Worlds Greatest Hypnotist

Enter My E-book The Ultimate Tactics of Persuasion

The Ultimate Tactics of PersuasionHypnotic Selling Techniques

By

Dave Hill

“The World's Greatest Hypnotist”

Legal Notice:

All rights reserved. No part of this publication may be reproduced or transmitted in anyform by any means graphic, electronic, or mechanical without permission in writingfrom the publisher. The original purchaser is authorized to make one printed copy forhis or her personal use. All violations will be prosecuted to the fullest extent of the law.

Published by The Success Coach.25800 Industrial Blvd.Suite C223Hayward, CA 94545

Written by Dave Hill, “The World's Greatest Hypnotist”

Copyright © 2003 by Dave Hill. All rights reserved.

NEXT PAGE

Welcome to “The Ultimate Tactics of Persuasion.”

You are about to embark on a journey that will change your life forever as you now learn Hypnotic Selling Techniques. These very special techniques will get your customer emotionally involved in the product or service that you are presenting so that they will feel that they are going to get what they want to satisfy their needs, wants, and desires. At the same time you will learn how to make sure that they must have logical support for these feelings so that they can intellectually justify there decision to buy the product or service.

The hypnotic sales cycle from the view of the hypnotist is as follows: The hypnotist shows them a feature, and the client sees the evidence. The hypnotist has them visualize the benefit, and the client mentally owns it and is persuaded. And the hypnotist uses logic, which is the proof to the client, and now the client is convinced.

Let’s take a close look at how the hypnotist does this and at the results from using hypnotic selling techniques.

HYPNOTIC TECHNIQUE SELLING RESULT

1. Establish Instant Rapport To become his/her Guide and “assistant buyer”

2. Hypnotic Fascination To assure the customer’s riveted attention with sight, sound, and touch, and with direct and reverse links

3. Powerful Hypnotic Suggestions To build strong interest with FBP’s

4. Hypnotic Deepening To create strong desire with QAS, double impact probing questions, ARCing statements, and time bombs

5. Post-Hypnotic Suggestion To stimulate buyer action with embedded commands

What hypnotic selling techniques accomplish is ensuring that the classical sales formula of AIDA is followed. The reason this program works is that humans achieve feelings of desire as a result of how we think, how we feel, and how we act upon information.

Hypnotic techniques allow you to move your prospect into a buying decision about something that you wanted them to buy and about something they may not have known that they needed, wanted, or desired. You will have accomplished the following:

Rapport = Achieve Mental Empathy

Fascination = A ttention

Suggestion = I nterest

Deepening = D esire

Post –Hypnotic = A ction

NEXT PAGE

What is Hypnosis? Hypnosis is an extraordinary state of mental, physical, and psychological relaxation that makes the subconscious mind more suggestible to the non-critical acceptance of ideas, concepts, and information. All hypnosis is self guided hypnosis and the hypnotist is merely the guide who directs and leads the subject into the trance. The conscious mind uses critical factors and is our judgmental mind. The subconscious mind is a computer and perceives information to be real and true. Since the subconscious mind is our driving force, we always do what our subconscious believes. Since it will believe anything it is told, we can reprogram it if we bypass the conscious mind and substitute new, constructive ideas for its existing negative ones. Whenever your conscious and subconscious are in conflict, your subconscious invariably wins! Whenever imagination and logic are in conflict, imagination usually wins.The Components of Hypnosis Belief plays an important role in hypnosis. Subconscious belief is the most powerful factor in successful living. It determines all behavior patterns. Yet belief systems are imposed upon our unwary minds during childhood before our critical factors are developed enough to reject harmful ideas that we would reject at a later period in our lives. Our subconscious beliefs determine whether we will succeed

or fail, be happy or unhappy, sick or well, and even if we will be dead or alive. Self-confidence is belief in yourself. Confidence is not competence. Most people lack competence in many fields, such as the ability to run the mile in record time, to lift 500 pounds of weight, or win the figure skating championship – but they have confidence in themselves. They know that with practice they could learn to excel in any endeavor they choose. When the subconscious mind is convinced, it starts to act. As hypnotists, our function is to convince the subconscious mind. While a person is in hypnosis, the more the conscious mind recedes, the more accessible the subconscious mind becomes, but consciousness does not disappear at any level. Hypnosis is super concentration of the mind upon a single idea, and exclusion of all other thoughts. The Hypnotic Formula is Imagination + Belief + Conviction + Expectation. Imagination enhances one’s ability to be hypnotized, especially since imagination is the language of the subconscious – as evidenced by the way we can all respond to something that is not real simply because we imagine it. Whatever a person believes will happen will tend to come to pass if their actions have anything to do with it. Those who are convinced that you can hypnotize them will most likely expect to be hypnotized.

NEXT PAGE

The Four Choices to Suggestion There are only four choices that someone can make when you make a suggestion to them. 1. I like that suggestion and I know its going to work.2. There is something a little bit uncomfortable about that suggestion.3. Neutral – I don’t care – it’s not important.4. I like that suggestion – I hope it works. Remember that only choice #1 will work, all other choices made by the critical factor, the analytical part of the conscious mind, will make the suggestion fail.

NEXT PAGE

The Power of Communication You are responsible for both the sending and receiving in all your communications. You are in control here. You get back what you send out. To here “Yes” more, you simply change your questions. What are the new questions? There is a difference between informing and inspiring. You must use your ability to influence to make them think it was their idea. Your job is to educate. How to Establish Rapport We are at all times the customer’s “assistant buyer” as we guide them through the sales process. Rapport simply means that the person you are having a conversation with is content with his feelings and his thoughts in regards to you. When the state of rapport is achieved, the person will quickly, and easily, take pleasing suggestions from you. Modeling, mirroring, and pacing are three techniques that will help achieve the state of rapport. Modeling is simply a method of taking the positions (conceptually with ideas and physically with posture) that you would like the prospect to take: act the way you would want them to act, and say the types of things you would want them to say. By modeling you are setting an example, showing the way by actually exhibiting the way they are expected to perform. When you model and a customer follows, you have achieved a high degree of rapport. With mirroring, you want to show through words and body language, that you are on their side, and that you appreciate their concerns. You want to show that you share their point of

view. Make sure that your mirroring is not blatant. Subtle mirroring of the client’s body movements works best. Most times people who are in agreement will assume similar body positions and the same stance, and unconsciously use the same hand gestures. They will also tend to breathe at the same pace. Pacing is often done in tandem with modeling. Pacing helps you lead the client to a desired goal. Asking questions at a rate that they can easily respond to, at a comfortable pace best does this. You can also use ARCing statements (Affirmative Response Conditioning Statements) to aid in affirming a positive response. These are simply questions that help you gain agreement. Some examples are: Standard: “It’s a great day, isn’t it?” Inverted: “Isn’t it a great day?” Remember to use the proper physiology. (Nod your head.) Small commitments lead to large commitments. An object in motion tends to stay in motion. Tell them that you have something they are going to like very much because it has six things that they want. Ask them if you can show them the product or explain the service. For example: “Has anyone ever taken the time to help you fully understand all of the benefits of (your product/service)? The Rules of Hypnotic Selling · You must, at all times, concentrate on what your client is saying. · Your non-verbal skills are just as important as your verbal skills.

· Never interrupt your customer. · When it comes to qualifying customers, the only conclusion you should make in advance is that you will close the sale. · Listen to your client’s ideas, not just their words. In the process of communication, there are four elements: The sender, the receiver, the message, and the method by which the message is sent. You are responsible for all four. · Never qualify your client by appearance. · Always be empathetic rather than sympathetic. · Give customers power by letting them talk. · Get your customer to like and trust you right away. · Keep a two-way conversation going. · Be respectful of their personal space. · Stay in control. · Throughout your opening conversation, and throughout all of your conversations with clients, always use words to express and not to impress. · Be flexible.

NEXT PAGE

Techniques of Hypnotic Fascination Once rapport has been well established, it is time to get the customer to focus on something that will draw them into the subject matter of the product and service that you are about to offer. This fixation will grab their conscious mind and will enable you to occupy it in such a way that suggestions will be more easily planted into the subconscious mind. The way to do this is to gain the customer’s focus by fixating their mind on sight, touch, and sound. When you appeal to these three senses, you are assured of the customer’s riveted attention. Occupy the three senses to focus on a particular demonstrable aspect of the presentation. Sight – Point to what you want seen. (1) Pinpoint a small area.(2) Have it closely studied.(3) If a written presentation is used, include a visual such as a diagram, a chart, or a table of values. Sound – Use your voice to lead the customer to the focal point. (1) Explain what they see.(2) Reinforce what you said with a differently stated repetition of the point to be made.(3) Tell them what they will get because of the feature . . . give a quick, positive, definite benefit. Touch - Have them feel, touch, or hold the object. (1) Show them what to touch.(2) If it is a chart of written matter, have them hold the

book or paper.(3) Once again, tell them the benefit of the special item you are focusing on. Use Direct Links and Reverse Links when you use sight, sound, and touch. A Direct Link is “The moment you ______ you will ______.” · The moment you see this (product), the more you are going to want it. · The moment I tell you about this (product), you are going to jump on it. · The more you look around, the more you will realize that we offer the best service available. · As you look at this (product), you now get excited about getting every thing that you now want. A Reverse Link is “When you try to do ______ you will ______.” · The more you try to think about not buying this (product/service), the more you want it. · The more you try to compare this (product/service), the more you now realize it’s in a class by itself. · The more you try to justify not spending the money, the more you realize you’re selling yourself short. · The more you try to put this off, the worse you feel. And remember that the key to this is to use your voice to lead the customer to the focal point you showed as the sight seller.

Explain what they see in terms of application and benefits so that they will mentally own it. This way they will have a strong desire to keep it. Reinforce what you say with a different stated repetition of the point to be made. And then tell them what they will get because of the feature – give a quick positive, definite benefit. When people see what they want, when they hear words that describe how happy they will be owning it, and when they actually feel the realness of it through all three senses, actually experiencing the product as it was already theirs, they are in a state of altered consciousness. You can see it in their eyes. Look for the widening of the pupils and the watering of the eyes. Watch the blink rate as they get excited and the blinking becomes more rapid. Notice the breathing rate and you’ll see an increase. These are all signs that they are in a state of waking hypnosis. It’s at this point that you want to give them some powerful suggestions.

NEXT PAGE

QAS – Question, Answer, and Support The subconscious mind cannot be influenced through suggestion unless the conscious mind has initially accepted the idea. Your customers will only respond to suggestions that they have accepted. And a suggestion only has power when an individual mentally accepts it, consciously. In selling situations, the purpose of probing is two-fold: first, it is done to firmly establish the customer’s needs, wants, and desires; and secondly, it is done to develop the customer’s trust and confidence in you as the assistant buyer so that they want only you to help them get the things they most wants and desires. These two objectives are accomplished simultaneously when you use the QAS technique. Use open ended fact finding questions so that they will give you answers that help you to eventually match their product features and benefits. The QAS process gives supportive responses to the answers that the customer gives to the questions to allow you to become the assistant buyer in their mind’s eye. Use the QAS technique to get a commitment on the focused area of your presentation. Q= Question them. A= Answer from them. S= Support what they say. Supportive responses to the customer’s answers show that you understand and care about what the customer has said. Trust must be established before you attempt to take powerful suggestions concerning your offering to the customer. Every

time you agree with the customer by using supportive responses, you are sending a very powerful suggestion to them that the particular element you are talking about is perfectly okay and it is fully accepted by the conscious mind and, then, by the subconscious. This is the purpose of the QAS method. You are not only questioning to get information, you are asking the right questions to get their mind focused on the special attributes of your offering that you want them to focus on. Then, you are getting them to accept as fact, truth, and desired reality, the various elements of the offering that you are discussing. QAS causes a focus of attention on very fine points and it achieves altered states of consciousness, as the client is engaged in the emotional result of feeling ownership with the offering. The client is actually visualizing the enjoyment of the product as the questions are asked, answered, and then supported with reinforcing comments. The questions you use guide and reinforce the client into mentally owning the product and enjoying it, using their imagination. Plan your questions so that they reflect the features and benefits you are going to talk about and plan them so that they follow in a logical sequence that helps the customer get mentally sold on the product. Five words will get you the information that you can reinforce. They are the words that begin questions that are open-ended. WhatWhenHow WhereWho The QAS process helps an idea, concept, or suggestion be accepted by the subconscious mind, the person’s complete mental system goes to work to adjust, cooperate, and carry out the new idea, concept, or suggestion.

Power Suggestions In order to give power suggestions you must know about features, benefits, and proofs of the product or service you are selling. A feature is what the product has; it is a physical attribute. A benefit is what the customer gets; it is what it does for the customer. It is What’s In It For Me – W.I.I.F.M. A proof is the reason why the feature will benefit them; it gets agreement. Every customer that you deal with must be persuaded. This goes far beyond convincing someone with logic. So, how do you persuade people? You must ask, get an answer, and then support what they said with Feature-Benefit-Proof statements that are power suggestions contained in your supporting statement. Thus, to persuade, you must work from within the mind of the customer. You do not try to manipulate from the outside. The Undeniable Truths of Hypnotic Selling Techniques · People buy emotionally, then justify their decision with logic. · Behind every logical need there is an emotional want. You will appeal to these wants through the use of hypnotic selling techniques. · Hypnotic selling techniques is a process of persuasion through motivation. It is not convincing with logic alone. It enables you to reach the

subconscious mind. · You must uncover the customer’s wants and needs to help them to buy based on their emotional drive. The QAS and FBP methods you will learn will allow you to do this. · Hypnotic selling is often a pain and pleasure process. You must strongly suggest that they have a need that is really a problem and it must be solved. It hurts. You have the cure and they will want the cure that you offer as you explain the FBP’s of your offer.

· Several wants and desires can be motivated at the same time. Because you offer many benefits (at least six) you can evoke a feeling of want for all of them. This is compelling. · Your customers are never really satisfied. They always have wants. You must discover them and present benefits that fulfill these wants. · When a want is strong, it becomes a desire that is compelling. You must motivate with feature, benefit, and proof statement’s to create strong desires. · You must give them a reason to buy now or they will not. Show them how they will lose if they do not take action now. People are more motivated through fear of loss that the anticipation of gain. · It is easier to enhance an existing desire then to try to create a new one. Through the QAS process, you find these desires and enhance them with support.

· People buy because they want to, not because they are

manipulated to. Hypnotic selling techniques stimulate the want and desire. Ordinary selling just attempts to convince with logic. · Buying must be face-saving in the process, it cannot be succumbing as in the conventional sales process. As they are about to decide, give them three more reasons using FBP’s on why they should go ahead with the sale. This will create three more benefits they want and will deepen their resolve. Then they will not succumb, but mentally own your product or service.

· Hypnotic selling and the FBP process present benefits that solve big problems in the mind of a prospect. This is the most persuasive, most powerful method of benefit persuasion. · Price is always too high before they see the benefits through the hypnotic selling FBP’s presentation. Their investment seems small when they see how their wants will be fulfilled. The more wants that are fulfilled, the better the value and the less awesome their investment. · When the customer’s ask about the price they are showing that they are interested in owning. You must be sure to explain all of the benefits they will receive to reinforce the value and enhance the feeling of desire. · Hypnotic selling means that you close emotionally, not just logically. You always reinforce with logic. · Hypnotic selling properly done will create a sense of urgency.

· At all times remember the customer is only interested in WIIFM. By enhancing the wants with the QAS process, and fulfilling them with your benefits, you will encourage the customer to close himself. · Customers always want to know what the product or service will do for them, not what the product or service has. Do not focus on product features; focus only on the benefits. · Hypnotic selling benefits must be five-second emotion-evoking presentations. Explain each in about five seconds and make sure they are understood. · Emotional decisions are fast and they are final. · Hypnotic selling benefits must be personalized to make a strong impact. Match the benefits to information that you learned during the QAS process. · You must be dominantly persuasive, while stroking the customer’s ego. Be in a leadership role, but make the customer the winner. Let him know that he is making a wise decision because he is fulfilling so many of his wants. This is the logical support of the emotional decision he is making. · Hypnotic selling combines the suggestive effects of hypnosis with proven selling techniques to produce the most powerful method of persuasion ever devised!

NEXT PAGE

During the hypnotic selling process there are two magic words that create the benefit from the feature. Here is the FBP process: 1. Give six clearly understood FBP’s. F= Feature – what the product has, a physical attribute.B= Benefit – what the customer gets. It’s what is does for the customer. (WIIFM.)P= Proof – is the reason why the feature will benefit – it gets agreement. 2. Do not ask for feedback following each FBP statement. 3. Power suggest through demonstration as you show features and benefits, then give proof to get agreement for each point. 4. Say the benefit and be sure that they hear it. Remember that the most important part of the benefit is the “fit.” It must fit them. 5. Point out the feature that it comes from as you talk. This sets up their mind for the proof. 6. Nod your head in the positive and affirmative, often, and as appropriate. Watch for them to emulate you. 7. When they demonstrate acceptance, reinforce it. 8. Be sure to let them hold the product or proposal so that they will MENTALLY OWN the item. As they possess it, they will become mentally past the point of possession.

9. As you talk, use this format: “IT HAS (FEATURE) AND THAT MEANS (BENEFIT) BECAUSE (PROOF).” 10. Once you have done this for six FBP’s you are ready to DEEPEN their commitment. This will build their DESIRE. FEATURE (THAT MEANS) BENEFIT (BECAUSE) PROOF 1. A back pack is made of aluminum (the feature) and that means you won’t get tired carrying it (the benefit) because aluminum is much lighter than other materials (the proof). 2. An economy car has only four cylinders (the feature) and that means you will save money on fuel (the benefit) because you will burn less gas per mile (the proof). 3. Thermo pane windows have two panes of glass (the feature) and that means you will save energy and will be more comfortable (the benefit) because heat stays in the room, and you will cut down on drafts (the proof). 4. Extra strength pain pills have 400 mg of aspirin (the feature) and that means you will feel better more quickly (the benefit) because it is twice as strong as regular tablets (the proof). See how the proof makes you want to agree in the examples above. That is why it is so important. The benefit evokes an emotional response while the proof appeals to the intellect.It has the customer seeing the logic of the proposition.

NEXT PAGE

Hypnotic Deepening You take on the role of a problem solver when you use hypnotic deepening techniques to create strong interest using QAS and FBP’s. This process will allow you to learn all you can about the client regarding how they see things and what they perceive the situation to be from their own perspective. Asking skillful questions that not only relate to your product or service, but also relate to your customer’s motivation for wanting or not wanting your product or service does this. As you gather facts, you then interpret them so that you can make the appropriate suggestions. When you use hypnotic deepening techniques you are looking deeply inside of your product and services and seeing through all of these objects to determine just what parts of your offering will best solve the problems of your prospects and customers. You will want to answer the following questions in your customer’s mind as you use the QAS and FBP process: 1. “What are the benefits that these products or services contain that will help make the life of my customer better for having them?” 2. “What is in this system that will make my customer’s life easier?” Remember that no one buys products, they only buy what these products can do for them. The QAS and FBP process will allow you to find the cause of the problem your customer has, and then allow you to effect a change that will eliminate the resistance and move your customer closer to taking action, that is purchasing your product.

1. Tell them you would like to know how all the points you covered will specifically help them. Then proceed to go over each point, putting it in the form of a question, again using the QAS method. 2. Ask about the benefit, and ask if this is something they want. 3. Wait until they agree that they want the benefit and support their positive response. 4. Your supportive statement must be in terms of reinforcing what they will get. Example: Your Question: “Is the Warranty what you wanted?” Prospect’s Answer: “Oh yeah, that’s an important factor.” Your Support: “Yes, I understand that the Warranty is important; you want to be sure that your investment is a good one and pays back for a long time.” 5. Do this for all six of the FBP statements.

NEXT PAGE

Double Impact Probing Questions These are questions that allow you to learn more information while you are persuading. · What is it about the other (product/service) that you find just interesting? · Besides our (product/service), how many other (products/services) were you considering? The Rights of Partnership by Customers (As Seen Through the Eyes of Your Customer · Cure Me. Take care of the things that need to be done. Respond to me and fulfill my wants and needs. Get fast results because I have more wants and needs that you can take care of. · Talk My Language. Talk to me about how I will be better off. Use profit improvement language. Prove to me that you identify with me and that you know how I feel about things. · Don’t Surprise Me. I don’t like feeling that I am not in control. Keep me comfortable. Let me know what you are doing. Explain everything to me. · Always Level With Me. Don’t try to snow me. Say it as it really is. If I am wrong, explain it in terms that I will see how I can be better off.

· Truly Be A Part Of My Business. I want you to be on my team and I want to feel that you want to be there. Be around and show interest by asking questions. Don’t make waves for me. Don’t create problems unless you have solutions to go with the ones you bring to my attention. · Be Reasonable. If you want a higher price, show me how I will get the greater value. Talk profit with me. How will I benefit? A higher price should mean profit to me. Be a price interpreter for me, not merely a price justifier. · Educate Me. I will be a better customer if you can teach me how to better appreciate your product or service. While you sell or show, educate me in all of the aspects of your offering. I want to feel I am getting great value for my money. The more I know I am getting the better I feel. · Be A Leader. I want you to help me find my way. Tackle my problems and lead me in the methods of solution. Use your product, if appropriate, as the solution, and show that you have the best interest in mind. Get into my business on my behalf. · Be Competent. Don’t give half measures. Give me all that you can. I care about what you know, but even more I want to know that you care. · Take Some Of My Burden And Do Some Worrying For Me. Really put yourself in my shoes; inside my skin. See things the way I do. Hear things the way I do. Feel things the way I do. Think about my situation and problems. Talk to me about what you think even before I ask you. Be available to me when I need to discuss things with you. Let

me know that you put my needs first. · Be Innovative. I want to feel that I am special so give me something different and better than you give to others. Make me one above the others. Help me to stand out. Work with me in a way that is far above the others by giving me additional options that others don’t have. · Keep The Faith. Don’t ever betray me. What we discuss must stay within our partnership. · Stay Motivated. Don’t show that our relationship is growing old and worn. Continue to show a desire to accomplish our mutual objectives. Be enthusiastic and help me to be enthusiastic, too. · Remain Flexible. You don’t have to give in on what you consider vital. Compromise with me once in a while. Don’t make the partnership one sided. · Treat Me Like A Person. I am not just a client. I am a person and I want to be treated as as such. Don’t talk down to me. Be a friend. Talk to me about matters of interest to me even though you aren’t getting paid to do so. Show your concern for me as a person. Post Hypnotic Suggestion We are now at the point where we will give the customer a suggestion that will cause him to act. We are at the point of closing the sale. With hypnotic selling techniques we use Post Hypnotic Suggestions to stimulate the buyer to take action with Embedded Commands. And Embedded Command is merely a suggestion to take action that is hidden in your language.

NEXT PAGE

EMBEDDED COMMANDS Associative · “Have you ever been in a home NOW . . .”· “Have you ever had a time in your life NOW when you wanted more money?· “Have you ever NOW felt great about a certain decision?” Directive · “Are you ready to NOW TAKE ACTION?”· “Let’s look at the (product/service) that you NOW WANT.”· “It’s easy to NOW GET EXCITED about what we’ve discussed.” 1. Tell the customer: “In a minute I am going to ask you to go ahead with the order, and I know you will now want to.” 2. Now explain that you have three more points to cover and that once they have heard them, they will want to go ahead with the order. 3. Give them three more FBP’s. 4. Then say: “Fine, let’s now take care of the paperwork.” 60 TO 70 PER CENT OF THE TIME, YOUR CLIENT WILL BE SOLD. Overcoming Objections With The Other 30 To 40 Per Cent

1. Re-establish rapport · I respect that and . . .· I feel the same and . . . · I agree and . . .· I appreciate that and . . .· If I were you I might feel the same and . . . 2. Transition with: “I can appreciate that you need more time to make this decision. It is a very important decision, isn’t it?” They will respond: “Yes.” 3. After they respond in the affirmative, ask permission to ask a question. Simply say, “Can I ask you a question?” Again, they will say, “Yes.” (You have now established a “yes-set” and they have said it twice in 30 seconds.) 4. Now begin with an easy open-ended question that they can answer with another “yes.” Ask this: “Based on what we have actually talked about, in general, do you like it?” (90 per cent of the time they will say “yes.” You now have been given three “yes’s.”) 5. Now you must receive six more “yes’s” and use the QAS method to support the responses. Ask direct questions about the original six benefits. Do it this way: Q: “Do you like the warranty?” A: “Yes.” S: “Of course, we established that was important to you. So that’s okay, isn’t it?” Q: “Do you like the color?”

A: “Yes.” S: “It’s your favorite, isn’t it?” Q: “And what about the service agreement?” “Is that okay?” A: “Yes.” S: “It’s really a good one and meets everything that you now want, doesn’t it?”

NEXT PAGE

CONTINUE THE QAS UNTIL YOU HAVE COLLECTED ALL SIX “YES’S.” YOU WILL, THEN HAVE A TOTAL OF 9 “YES’S.” IT IS NOW TIME TO USE AN ALTERNATE ASSUMPTION CLOSE – An either/or question that assumes the sale. Say: “I guess we’ve covered just about everything. The only question that now remains is how soon you’ll be enjoying the (product/service) that you NOW WANT.” (Follow with an alternate assumption question.) · “Did you want to get started using your credit card or did you want to write us a check?” Conclusion I want to thank you for investing in this program today. I want to share a story with you. It’s a story about an old man and a smart aleck young boy who wanted to show the old man up for a fool. And the smart aleck young boy had caught a bird in the forest and he had a plan. And he when he went up to the old man, he was going to say: “Old man, what do I have in my hands?” And if the old man said: “You have a bird, my son.” Then the smart aleck young boy would say: “Yes.” Then, the boy would ask the old man: “Is the bird alive or is it dead?” If the old man said it was dead, then the smart aleck young boy would open his hands and let the bird fly free. And the boy would say: “See, old man, the bird is alive.” But if the old man said the bird is alive, then the smart aleck would take the bird and crush it, and crush it, and crush it, and CRUSH IT, until the bird was dead. And he would say: “See, old man, it’s dead.” So the smart aleck young boy went up to the old man and said: “Old man, what do I have in my hands?” And the old man said:

“You have a bird, my son.” And then the smart aleck boy said: “Old man, is it alive or is it dead?” And the old man said: “THE BIRD IS IN YOUR HANDS, MY SON.” And so, ladies and gentlemen, your life is in your hands. If you would like personal training in Hypnotic Selling Techniques or you would like to train your entire company in these tactics, contact Dave Hill now by emailing him at Dave@worldsgreatesthypnotist.com Be sure to visit his website at www.worldsgreatesthypnotist.com

NEXT PAGE

If you would like personal training on The Rules of the Mind or Hypnosis, contact Dave Hill nowby emailing him at Dave@worldsgreatesthypnotist.com

Be sure to visit his website at www.worldsgreatesthypnotist.com