Why NOT to Use Hypnotic Sales Techniques
Why NOT to Use "Hypnotic Sales" Techniques:
Often I get asked to teach someone "hypnotic sales" or some variation; anchoring, state association, etc. The idea is that if you associate someone into a positive state, then anchor yourself to that for them, this will be an effective sales technique--even if it has nearly nothing to do with your offering or the functional fit between your prospective client, and their needs with your services.
There are other ideas and approaches about this, but I am going to give just that one example. They are all of that flavor.
These techniques are thought to be very powerful, and some of the most effective techniques available. Which is partly true. They may be in the very short-term sense. They are also a nightmare strategically, in the long-term sense. Not only do I advise against it, I categorically consider them unethical in most situations.
If a prospective client cannot remember how they arrived at the decision to work with you [and as a good measure, if you can not easily remind them in writing over an email] then you are going to have blowback at some point in the future.
"Buyer's remorse" does not quite cover it.
So not only do I have people agree that they will only use the tools of influence that I do teach in service of someone else's outcomes [not their own], but I also advise against and refuse to teach hypnosis or anchoring in the context of sales and influence in the Evolutionary Sales process. It is anathema to all that Evolutionary Sales is. If you are always coming from the place of using tools of influence ONLY to assist another in achieving their outcomes, it is virtually guaranteed you
be selling ethically.
Now there are trainers and entertainers and presenters and "edutainers" who not only use the hypnotic sales techniques, but teach it, brag about it, and sell products to do the very things I mentioned above as unethical in my not-so-humble opinion. I have also dealt with enough of their customers post-fact that I can say the resentments and shattered hopes as a result of that strategy is frustrating to watch and painful to behold, empathetically.
On the one hand, given the volume that people like Christopher Howard and Tony Robbins produce in terms of attendees, it is hard not to be grateful for what they are doing in the world in exposing people to rapid transformation. And to be honest, I am not sure how you could do it any other way in terms of sales with a crowd that large.
While hypnotic sales may be effective and the only viable solution in a large crowd [I question that, but it is efficient for short-term-monetary gain]; it is a toxic approach for those of us in solo-businesses as practitioners.
There is a better way, where all sides are more effectively served.
What I do know is that if you are opening a relationship [rather than "closing deals"] You must engage the prospect in inquiry, mostly to be certain you can be of service. Once that is assured, direct them to consider if they did have the solution they seek what it would open up in their lives and then if you are certain you are a fit for their needs and they are a fit for you, then you can ethically open the relationship.
This is the process we teach in the Coaching the Life Coach Apprentice Program. This is the approach that assures conversion rates of over 95% AND what I call a "stick rate". In other words--no relationship fall off from buyer's remorse.
At the upcoming event I am not only going to teach this entire ethical sales process for free, but I will give you all the nuts and bolts you need to have high conversion rates in your introductory sessions.
Every nut and bolt I know how to deliver to you. In service of you having sustainability of finances, your clients having sustainability of change, so we can all create a better world together as we accelerate the Evolution of Consciousness.
Join us. RSVP now to reserve your spot