He was struggling with his business, making pitch after pitch, but failing to make the sale. Why is that, I thought curiously. I loved his product and although it was a high-ticket item, I knew it provided real value. I observed him in action and quickly found just what was missing… and what would turn his sales around: the secrets of hypnotic trust.

Just months later he came to me and said, “When you taught me about hypnotic trust I didn’t really believe that I would be able to put people into a ‘buying trance’ but it really works! People listen to me, they open up to me and the impact on my sales is drastic!”

Have you ever met someone who you liked and trusted instantaneously, without fully knowing why? Top sales people are able to trigger hypnotic trust as if effortlessly. Something about them makes us feel comfortable, makes us feel that they have our best interests in hands and we trust them.

Would you buy from someone you didn’t trust? How could you?

Being able to win trust is absolutely the most vital skill in sales. It’s what differentiates the struggling rookie from the sales superstar… and most sales people don’t know what it is or how to do it!

In the groundbreaking book Unlimited Selling Power: How to Master Hypnotic Selling Skills, Donald Moine and Kenneth Lloyd say that “Trust is perhaps the most powerful communication shortcut in existence.” My own business transformed when I mastered the principles of hypnotic trust and rapport.

Rapport is not the same a getting someone to like you and the skills of hypnotic trust are not human relations principles. Sure, if you talk about something you both have in common and talk about something of interest to another, they may begin to like you and want to do business with you… but liking is not the same as deep hypnotic trust. If you only rely on human relations principles to make the sale and if all you do is try to get people to like you, your income will plateau, and the people you could really offer value to may choose someone else- someone they trust even more deeply.

Again and again my clients tell me, “I just had a good feeling about you.” My clients have every reason to have a good feeling about me because when we work together we are absolutely going to transform their life, but they won’t necessarily know that at the start. I have to know how to win their trust and confidence so there is no doubt in their mind. If I cannot win their trust immediately when we meet, they won’t choose to do business with me and we’ll both lose out.

What happens when you don’t trust someone? Your defenses are up, you resist and you won’t follow their advice or do what they suggest. Why would you?

In sales, the clock is ticking. You don’t have months and years to develop a relationship and build trust- you have seconds!

Hypnotic trust is known as rapport in the world of sales. What is rapport? Well, first of all, it’s just a word! If I tell you to establish rapport with someone your clients or to connect with them, I have not given you any specific information. I have not told you what specifically to do or how to do it.

Now, from studying the world’s top sellers and communicators, we have found the building blocks of rapport, the elements that go into building a deep sense of trust and connection, elements that can now be taught and learned.

What if you could command immediate confidence and build instantaneous trust? What would happen in your relationships, your career and your finances? Until you begin to develop the ability to induce your clients in a state of deep trust, you will have no idea how far-reaching the power of rapport really is.

Rapport occurs naturally between people. Think of two close friends dining out- they use the same tonality and volume, they use the same words and speak at the same rate. Their communication is like a dance, an effortless flow of give and take, a perfect synchrony of words, gestures and responses.

Although rapport tends to happen naturally, it can be totally absent in a sales situation. If your client knows you want to sell them something and you don’t establish and deepen rapport, they won’t trust you and they won’t buy from you. If you are struggling with your sales you may be skipping rapport altogether and then wondering why it’s so tough to succeed. If you don’t get trust you’re wasting your time.

So how do you induce a state of hypnotic trust?

To put your client in a state of trust, there are a number of specific things you must do with your body, your voice and your words, but the gestures, actions and words are worthless if you don’t have the prerequisites of hypnotic trust in your mind.

Rapport is the most human of abilities. It begins when you meet another person and value them and their needs. When you honour who they are and accept them fully as they are, they will feel safe and cared for. When you give someone what Carl Roger’s called “unconditional positive regard” and you give them your undivided attention, they will respect and trust you. Think of the opposite- you meet someone and you judge them, you see them as unimportant and you think, “How can I get this person to buy something?” Rapport will instantaneously vanish!

Judgement is the enemy of rapport and hypnotic trust. Beneath the surface of the capacity to induce hypnotic trust is the realization that all people are different. Each of us has different values, beliefs, desires, different ways of thinking and different ways of communicating. When I meet anyone, I have total and complete respect and honour for who they are as a person. It doesn’t matter what they believe, what they say or what kind of problems, fears or insecurities they have. When you honour someone’s humanity, you create a powerful bond of confidence and faith.

There is something that is often absent from human communication. What is it? It’s called listening, and it seems to be rare in sales situations. Salespeople fall into the trap of telling, telling, telling and pitching, pitching, pitching. When you have unconditional positive regard for your client you can begin to listen and they will open up to you. Then you can gather all the information you need to provide solutions to their troubles. After all, that’s why they are talking to you!

Once you have the groundwork in order, you can add in the other elements of hypnotic trust. The building blocks of hypnotic trust involve the way you use your body, your gestures, and your words.

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The Induction

Close your eyes and breathe deeply. Breathe in through your nose and out through your mouth. As you feel the cool air flow through your nostrils begin to countdown on each inhalation, from ten down to one. And as you countdown from ten to one, feel your mind and your body becoming more and more relaxed.

10…
9…
8…Breathing deeply.
7…
6…Counting down.
5…
4…Relaxing deeply.
3…
2…Down into a deep relaxation.
1…

Good. Allow your breathing to flow naturally now.

Take a moment to enjoy just how relaxed you feel. From the top of your head, all the way down to the tip of your toes. You feel deeply and completely relaxed.

As you enjoy your relaxation you may notice that you can hear the soft, gentle sounds of nature.

Allow these sounds to conjure up images in your mind. Images of nature all around you.

Picture the tall trees with birds perched up high, singing to each other.

Imagine the crisp sound and feel of the dried leaves beneath your feet.

Feel the warmth of the sun against your skin.

Visualize a small stream with a gentle current of water that washes away any anxiety or tension you may be feeling. Allow it to all wash away until all you can feel is a deep relaxation.

You are at one with nature, and nature is at one with you.

(Optional portion) And I would like you to know that this is a place in your mind that you can come to whenever you want. Whenever you want to feel completely relaxed simply close your eyes, breathe deeply and become one with nature once more.

Now you can move onto a deepener or begin the hypnotic suggestion portion of the session.

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Hypnotism or more commonly known as hypnosis, is a mental state or set of attitudes usually caused by a procedure known as a hypnotic induction, which is composed of a series of preceding instructions and suggestions. Hypnotic suggestions may be delivered by a hypnotist to a person or a subject (experiment), or may be self suggested (auto suggestion). In this article I’m going to share with you one of the methods used by hypnotists so that you can get to know how to learn hypnotism.

5 Steps Guide: How To Learn Hypnotism

1. Use a smooth talking voice. This won’t be your regular speaking voice but rather a tone you would use with a sleepy and tired child. The more relaxing and softer your voice, the faster you can hypnotize someone.

2. Have your subject take a deep breath, and slowly let it out. While she expels air, make her close her eyes. Then starting with the top of her body, talk to her silently so that you can bring her into a relaxed stage. For example, you can say, “Feel your shoulders. Relax your shoulders and feel them become heavier and heavier. They are loose. There is no tension in your shoulders.”

3. Praise your subject in a comfortable voice at every step as this is the most important part. Hypnotism can be pretty scary for people who don’t know what to expect next. Let your subject know everything is just fine and she’s doing everything right and correct as it will help her to stay relaxed.

4. Continue with the first three steps until you know she is hypnotized. You might have to make her relax her body parts several times as most people may take about 10 minutes to enter a hypnotic state. Signs of hypnosis are: loose, droopy muscles; slightly twitching arms or legs; changes in breathing; or eyelids that flutter.

5. Make suggestions when she is hypnotized (hypnotic suggestions). The suggestions can be serious or humorous. In this stage, please be ethical to ask something from her or someone as that person will be in a “hypnotic trance” and easier to influence. When you are ready to release her from the hypnotic state, simply say, “When I count to three, you will open your eyes and feel refreshed and active. One, two, three.”

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This is a technique used for therapeutic hypnosis rather than covert. As such you want your subject to either sit or lay in a comfortable position with their eyes closed.

You should read this induction in a slow, deliberate manner.

The Induction
(Read to your subject)

Allow your eyes to close and just let your mind wander wherever it desires.

You are aware of absolutely everything happening around you, yet at the same time you are unaware. As you focus with your subconscious mind your conscious mind is drifting far away and focusing on nothing. Your conscious mind is so far away that it cannot hear or sense anything. Your subconscious mind is in complete control.

You can relax, safe in the knowledge that your subconscious mind has taken charge. Your subconscious mind knows everything and your subconscious mind knows this. Know that your conscious mind is calm, peaceful and completely relaxed. It is off duty now.

Now on the count of five I would like you to begin counting down in your mind from three hundred and sixty all the way down to the number one.

1…
2…
3…
4…
5…

360…
359…
358…
357…
356…
355…

That’s right. Keep counting down in your mind. If you lose track of where you are then start off from where you roughly were before. It doesn’t matter if your mind keeps completely drifting away. Allow yourself to just go with the flow.

As you countdown from three hundred and sixty to one, continue to listen to the sound of my voice.

(Move onto a deepener)

If you want a great selection of hypnosis scripts, inductions and deepeners then I recommend:

The Ultimate Book of Self Hypnosis Scripts.

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We take meaning from our experiences, this is what NLP is about. Being able to change the meaning of your products in the eyes of a prospect would be extremely useful to sales professionals. Following are a few of the many NLP patterns that can help do this.

NLP Rapport in a Sales Environment

Building responsiveness in your prospect is what NLP Rapport is really about in a sales situation. Using pacing and leading, opening anticipation loops and covert hypnosis are some of the techniques used to build responsiveness above and beyond usual matching and mirroring.The advantage of a good NLP practitioner course is developing systems that are specific for you and you can use specifically to your environment.

Emotions through NLP Training

Being able to turn negative feelings into positive motivations would be an advantage in a sales environment. NLP tell us that we can have the choice about how we feel about an event and there are many NLP tools that can help you do this.Maybe you would like to put down all your fear of rejection, failure and low self esteem and replace them with excitement and confidence in yourself, the product and your sales process.

It might be useful to be able to use these NLP tools for yourself, but consider the possibilities when you have learnt to do that same with others whether your sales team or customers. Every sales professional would like the ability to be able to get people interested, curious and excited about themselves, their products and their company.

Using NLP Processes to Understand People

A route to more and better sales would be to understand the values, beliefs and motivations of your customers. The basics of NLP are about being able to uncover just these sorts of things. Underneath a person’s behaviour is the answer to why they might buy one product and yet reject another. A good NLP Practitioner Course could teach you how to uncover the deepest needs of your customer and then attach your product or service to that need.

Hypnotic Language Patterns for Sales

There are many great applications for Hypnotic Language Patterns in any influencing situation. Sales provides one of the best. Once you take away all the false expectations and hype NLP Training can give you a great insight in using hypnotic patterns.

Language is just one filter that we use to encode meaning on our experience. The word is that we use and the way that we use them set the direction in our minds. The same is true for anything that I might say and see you to listen to will set a direction in your mind. By understanding this process you can move the minds of your prospect in particular directions. What this means in practice is that you can get people excited about things, bypass arguments and objections and even change beliefs. A simple NLP Hypnotic Language Technique such as future pacing can eliminate buyer’s remorse or bypass expense to focus on results and returns. Having hypnotic persuasion tactics is a powerful addition to a sales professional’s tool kit.

Sales, the perfect NLP Context

A good NLP Practitioner Course will give any sales professional a significant edge in every area of your life. For example we have not yet discuss NLP Modelling to learn from experts nor NLP accelerated learning skills to rapidly assimilate information about your products, competitors and your market. The question is not can NLP help Sales Professional but Can Sales Professional survive without NLP Techniques?

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