Selling Hypnotically- the Art of Suggestion

by Richard Barker

  Selling Hypnotically. The Art Of Suggestion

  Richard Barker

  Copyright © 2016 by Richard Barker. All Rights Reserved.

  incrediblehypnotist.com

  sellinghypnotically.com

  National Entertainment Group, Inc

  International Standards Book Number

  978-1-62676-949-6

  No part of this book may be reproduced in any written, electronic, recording, or photocopying form without written permission of the author, Richard Barker, photographer Cathy Heinz. This book may not be stored in a retrieval system or transmitted in any form.

  Books may be purchased in quantity and/or special sales by contacting the publisher, A&A Printing, at 6103 Johns Road, Suite 5-6, Tampa, FL 33634

  Published by: A&A Printing

  Interior Design by: Richard Barker

  Cover Design by: John Francis

  Editing by: Rebecca Thomas

  First Edition

  Printed in the USA

  Selling Hypnotically

  The Art Of Suggestion

  Richard Barker

  Selling Hypnotically:

  The Art of Suggestion

  By Richard Barker

  Acknowledgments

  The notes and stories contained within this book would not have been possible without key influencers who led me to take action and write “Selling Hypnotically.” My adult life has been shaped in many ways over the last two decades by the many teachers and trainers I have met.

  During my time spent in the British Army I learned the concept of EDIP (explain, demonstrate, imitate and practice). During those seven years I moved into the role of Regimental Signals Instructor where I was responsible for teaching others the use of equipment and radio procedure. The army taught me many valuable lessons, most of which will last me a lifetime. Some of the biggest lessons were how to teach and deliver training programs: how to have the discipline to conduct training needs analysis and to develop lesson plans and, in turn, lesson banks. I learned that I must communicate and deliver a message precisely and accurately using RSVP (rhythm, speed, volume and pitch). The military taught me how to plan and prepare for any eventualities and possibilities. I believe the regiment made me a bloody good persuader. I regularly faced people who didn’t want to be in my classes, I had to get the message across concisely and factually. In this book this influence shines through; “Selling Hypnotically” is a massive subject condensed into a single book that is relevant and up-to-date. I would like to acknowledge the Royal Green Jackets and all her fine instructors for helping me gain insight into the art of teaching and persuasion.

  On leaving the military, I became a police officer and soon moved into a training role; I taught officers examination technique at first and later leadership and management skills. I spent many hours in classrooms up and down the United Kingdom with some wonderful trainers and it was in one of those rooms I was introduced to NLP (neuro-lingustic programming) and the art of suggestion. The excitement of persuasion was lit as well as my inherent ability to be a great influencer. I owe Kent Police many of the training skills I have today. The organization poured hours of resources and money into my education, enabling me not only to become a fine officer but also to understand how to further manage and teach others.

  While serving as a police officer I embarked on a master’s degree at the University of Hull. Holding down a full-time job and studying was a terrific undertaking that took several years to complete. Eventually I gained a master’s in education and I sincerely owe thanks to the University for refining and developing my skills as a teacher and educator.

  I would like to acknowledge and thank the hundreds of educators, classroom professionals and excellent salespeople and hypnotists I have met along my journey so far. I have been influenced by people who don’t even know they have done it, and probably never will.

  So many to acknowledge; but now let’s start the road to the money!

  Richard Barker

  Table of Contents

  1. Introduction

  2. Getting What You Want

  3. What is Hypnosis?

  4. What is Psychology?

  5. Dispelling the Myths

  6. Exploring the Mind

  7. Rapport and Communication

  8. Suggestive Selling

  9. Tactics for Selling Hypnotically

  10. Social Engagement

  11. Success Mindset

  Chapter 1

  Introduction

  Everything begins first with a thought. Some people think that those thoughts are just random, but I know they are not. We have millions of thoughts circulating throughout our minds every minute. What if we could somehow influence and persuade people using those thoughts? What if we could reprogram someone’s thoughts to make them believe their thoughts were their own, even though they weren’t? What if in fact we had suggested and implanted those thoughts, completely, from start to finish? It’s a scary thought, I know! But what if I could program someone’s subconscious mind to such a degree that I could predict not only their thought patterns but also the outcome and actions of those patterns? What if I truly could own the thoughts of others whether they knew it or not? Welcome to “Selling Hypnotically: The Art of Suggestion,” where anything is truly possible.

  Before we begin on our journey of Selling Hypnotically I first want to congratulate you on taking a step forward to becoming a more effective persuader and influencer. Each day in every way you will become better at the game called selling. Please take the ideas in this book in conjunction with other techniques you know to work. Combine this knowledge with other principles that also work for you. PLEASE READ THE BOOK IN THE ORDER IT IS PRESENTED TO YOU—NO SKIPPING CHAPTERS ON THE FIRST READ-THROUGH. Everything has been carefully, deliberately placed in a sequence for you.

  The power of suggestion and using hypnosis to get persuasive ideas inside someone’s mind can be an extremely efficient method to help that person make decisions. Many marketing techniques are based on the power of suggestion: encouraging people to take action based on a persuasive argument; helping potential customers feel and think that they need and want a product or service; getting people to become subconsciously aware that what you are selling is exactly what they are looking for. Hypnosis works with the person’s full knowledge but is not always obvious. The subtle use of images, words and language in a hypnotic way will give you amazing results. By now you can see, feel and create a visualization of what I am saying to be true: results and sales flooding to you in every way once you have mastered this book.

  But how can we use hypnosis in a selling capacity? Is there a way to make someone say “yes” to something, even if they initially considered refusing the offer? There are methods of modern hypnosis that can work in attracting your customer and helping you close more deals than you had perhaps expected. Selling hypnotically is very different from the regular hypnosis sessions that I perform in a somewhat clinical, one-on-one setting. People who come to my office for hypnotherapy or consulting hypnosis get there knowing what to expect next. They allow themselves to be introduced to the hypnotic trance to help them with self-improvements. They understand they have come to see me for weight loss (as an example) and it some form of weight loss that they expect as a result. So how can we achieve this same trance-like performance while selling something? We can’t just walk up to a person and put them in a trance to then quickly sell our product or service, especially if they do not want to enter the trance in the first place.

  So yes, this type of hypnosis is much more discreet and carefully organized than clinical hypnosis, but by the same token very powerful and ef
ficient. Anyone with the proper set of knowledge and skills can access the inner mind of their customer to influence and implant suggestions, triggering an increased desire to purchase the product or service.

  Two methods that can ensure the achievement of this goal are distracted sentencing and embedded commands. These methods will not work without first establishing a rapport with the person you are trying to sell to or without the correct communication stance. During the course of this book I will break down exactly the methods and principles I use.

  Each product or service you sell has a generic selling text and dialogue that is unique to the item in question. I would not sell a brand new car the same way I would sell an entertainment package. However, there is a commonality of words and a congruency of tonality in the two situations. The methods of gaining rapport and influence are very similar and therefore we can, to a degree, learn a systematic approach. Here is an example of selling hypnotically using distracted sentencing (also called future pacing) and embedded commands. For instance, you are selling a wedding DJ package to a bride. Your selling text might be, “The music and sound I produce feel exciting and vibrant. After your guests listen to the beautiful sounds, they naturally react with the desire to want to engage in fun and dancing. They will want to make requests and kick off their shoes and have so much fun.” Instead of saying this as a full paragraph, try breaking it down into small parts, leaving some pauses and creating some breaks in between phrases and using a powerful tonality to emphasize the most important parts, which are the embedded commands. So, the text will go like this: “The music and sound … I produce … FEEL EXCITING AND VIBRANT …. After your guests listen to the …beautiful sounds…. they will have a natural desire to want to engage in FUN….and ….dancing …. They will want to… make requests …. kick off their shoes…..and have so much FUN.” Your voice should change while saying the words that are between the breaking points. You can choose to go higher, or lower, or to slow it down a little, when saying them. The rest of the text can be spoken at average speed and tonality. What you are doing is enforcing your points and getting the bride to naturally visualize with the time and space to do it. We will cover visualization and creating the sale much later on.

  What is the result of this method? The brain will record the following: “Exciting, vibrant and engaging FUN… packed dance floor….” By using embedded commands, you will focus the mind on hearing only the benefits of your product, the reason the customer should buy it and the command to buy it. Their final impression will be to buy this service because it will bring them a lot of benefits.

  You must believe in your product and services and also see any resistance as simply a challenge. Nothing about sales is personal; it’s just a natural transaction between you and a client. Treat sales as a game and you will find it fun to turn any hesitation into a “YES.” Love what you do and love your products; love sales and the opportunity to present. Assume everyone needs your products and services and that it would be an injustice if you never gave them the opportunity to sample and purchase them. Ignite their emotions, make them feel excited about what you are selling and subtly depress them for not having it already. Sell the benefits instead of the features; tell them how great their lives will be if they have your product.

  Have an assumptive attitude—that means assuming everyone wants to do business with you. The most powerful closes are assumptive ones, meaning you assume everyone needs your products and services. After all, you are doing the other person a favor by persuading them to buy your products and services, aren’t you? More is sold by how you say it instead of what you say. People do pick up signs and signals way before you open your mouth and speak. Confidence of standing behind a product assists immensely. Sounding vague or unsure will kill your sale. Make sure you tell your customer exactly what you want them to do during closing a sale or finalizing a presentation. Help them make the decision. Most people don’t like to be closed or persuaded easily so understand this and help along the process with the new skills contained within this book.

  I am glad you are here and I truly appreciate your serious intention to take action. After all, I love action takers—and so do you!

  Chapter 2

  Getting What You Want

  There can be only two reasons that someone would want something in life and not get it. One is that they really don’t know what to do to get what they want, and the other is that they know what to do and can't do it themselves. Selling hypnotically creates a formula and a specific strategy in the areas of persuasion and suggestion. When you sell hypnotically, your semantics and tonality and the words and phrases you use inspire an overwhelming, subconscious urge to take immediate action. Hypnosis is a heightened level of suggestibility and a natural state of mind that we drift into every day. Taking action to get what you want is something you are programmed to do on a daily basis. We seem to struggle with what to call this natural and normal suggestible or persuadable nature. We seem to almost demonize the selling cycle, yet I feel we all engage in it regularly and should embrace it. Early on in our lives we had to understand the basic principles of suggestion and persuasion in order to get what we wanted at home, at school or with friends. We had to form very basic relationships and understand how to manage them during our growth as a child.

  Relationships are built on agreements, some of them spoken, some of them unspoken. As long as the agreements are upheld, the relationships will continue. If an agreement is broken and not amended, there will eventually be a disruption of the agreement and an end to the relationship. Think of the agreements in a sales relationship as a written contract. Understand you have been doing this for as long as you can remember. Getting what you want and selling hypnotically is what you have known deep down all along. How would you feel, though, if I could refine your skills right NOW, through these pages, to make you much more effective and calculated in your approach? What if I could make you absolutely unstoppable in any arena of your life? When I say “Selling Hypnotically,” don’t let those words conjure up an image of a sales setting alone. What if by the end of this book you realized that selling hypnotically is personal and can be done in any given area of your life? What if selling hypnotically became you and the air that you breathe and you truly got exactly what you wanted in any given situation? Congratulations, my friend, on embarking on the “secret” and life-changing measures that not even some of the best hypnotists I know are aware of; welcome to the secret society of understanding and validating the thoughts of yourself and others—wow, I am excited, and I know you are too.

  Hypnosis, like life in general, is repetitive by nature and I make no exceptions in this book. Those of you who read my first book, “Secrets Of The Stage Revealed: The Guide To Hypnosis And Stage Hypnotism,” realized the book repeated certain information in order to embed the ideas into your subconscious mind so that you accepted the information as truth and reality. You also understood that the book was the most effective introduction to fast-tracking your stage career using the knowledge and powerful content I gave you. In a similar vein, this book has a rinse, repeat and refresh methodology. I know you will accept and understand the content of this book. As humans, we understand “…Ready…Set…..Go” and understand that the mind begins with preparedness, then anticipation followed finally by action. By the end of this book you will be a true master at selling hypnotically.

  When you consistently do what successful people do, you create similar results in your own life. People are people, and you’ll be able to use these skills in all interactions in which you desire to get more of what you want from others. Persuasion is a game and each day you are getting better at it. All persuasion, though, comes from a place of emotion. When we plant a suggestion or a seed of persuasion it is more effective if it comes from a place of emotion. What do I mean by this? Take an example of a DJ selling a wedding service to a future bride. A wedding is a celebration and gathering of family and friends, a place where dreams can come true and emoti
ons run high. Some see weddings as a once-in-a-lifetime opportunity and the biggest single financial investment that a family will commit to. This is an event where a family can truly project the image of their unit to others. They can let guests into their lives to see them for who they are. A wedding is a place where you can learn the tastes and styles of the bride and groom. You can learn so much about the stature and position of the hosts. To be frank, there is so much at stake when planning a wedding celebration; the whole family, and not just the bride and groom, are under scrutiny and are being showcased. Nobody teaches you how to plan out a wedding and nobody shows you the correct way to select wedding vendors or how to divide your budget. In this modern time, the family along with the bride plan the wedding as a symbol of who they are and what they stand for. The social dynamics are very interesting; having been to many wedding shows and bridal events, I have seen clients who want quality and fun mixed with elegance and sophistication. Brides usually want a fairy tale wedding but not all have the budget to support it.

  In modern times the wedding industry has become a big business and if your town is like mine you will see many DJ entertainment services apparently promoting the same or similar products and services as well as add-on features. How, then, can a DJ gain the advantage and sell hypnotically in what appears to be a flooded market? It is easy, really!! We already know that the wedding is an event based on emotion—it is based on smells, sights and tastes, but above all else feelings. Yes, nothing more than feelings. The bride will only hire those that she “Feels” will fulfill her emotional outcome and need. Brides must feel they need to purchase from you first on a subconscious level in order for the sale to be successful. You can always sell the bride more than she wants, but never less. The fundamentals of rapport and trust must be in place first in order for the suggestion to hire your company to be successful. Most people don’t want the thing they are shopping for; what they actually want is the emotion of the thing they are shopping for.