The hypnotics words you should use when prospecting.
How is it possible to use words that everybody knows and somehow change the mindset of a person?
Suppose someone told you to imagine yourself biting into an orange. Without having any in your hand, you can still do it. You can feel yourself biting it, taste the bitter citrus and your saliva glands somehow get activated.
That’s what words can do. They’re capable of:
- Stimulating your imagination
- Distracting you
- Painting pictures in your mind
- Activating your senses
- Creating associations
- Linking two things that wouldn’t normally go together
- You’ve probably heard the expression “cool as a cucumber” – but does it make any sense?
What makes them power words isn’t necessarily the words themselves, but the way in which they’re used.
Because words can create associations and paint pictures in the mind, they’re the fastest way to stimulate the unconscious.
We call that formula ABS:
Bypass the critical factor
Stimulate the unconscious
But before I tell you, you need to understand that nobody is going to join your business if they really don’t want to and you knocked at the wrong doors. Double check the first sales rules
Once you know exactly what your prospect need, you can use these powerful words
- Imagine or just pretend ; when you use this words in your sales pitch, after you understood the need of your prospect, it will give him permission to switch off his conscious mind. To bypass the critical factor and let go, because that’s what pretending is all about.
He won’t react as if he is going to buy anything but it is going to be something that HE NEEDS to become healthier, to be a better leader, to get more money etc…. You have to let them imagine the outcome of joining you and also picture it.
- You; it is better to use you than the first name. You is more natural to use in conversation
- Because; using this word bypass the critical factor that all the prospects get into when they are not sure if they want to follow you. Using the word because satisfy the brain’s natural search for reasons. Tell your offer and back it up with solid reason.
- And; it serve a links to join ideas together smoothly. So it makes sense to be part of your business. This is a clever replacement for “but” when dealing with criticisms or objections. The word “but” signals to the prospect that you are about to utter a statement that runs counter to what they’d like to hear.
- What would it be like; Customers don’t care about features and benefits , they only care about value and achieving their objectives. Again, it’s about them, not you or your company. Skip over all the amazing features your product or service contains and instead make it clear how your offering will create value for your prospect’s business/health etc…
- Should we … ? instead of you should….Most people balk at being told what to do.Reformulating suggestions as questions helps the prospect keep an open mind and diminishes the potential for the conversation to turn on the negative way.
- Opportunity; The word “problem” has a negative connotation, and can make the prospect feel as if the process is difficult and unpleasant. With this in mind, replace it with more positive words. Instead of saying “no problem,” for example, say, “it’s my pleasure.” “I understand the problem” can become “I see an opportunity to make this run more smoothly.”
That is only a few examples, if you want a list of 500 + power words, leave me comment and i’ll be happy to share it with you.