In the magic/mentalism world, there are videos about how to do “street hypnosis”.
This is where you walk up to people on the street and hypnotise them. Sounds like fun, right?
But even more, fun is hacking into the mind of your prospect and discovering what they want, need and desire on the deepest levels possible.
Doing so makes selling someone your product, service or idea infinitely easier because you not only know what they want but how to sell it in a way that is irresistible.
Now the morality police will say that this type of “head hacking” is manipulative.
And the truth is, they are right if and only if you are trying to sell something to someone that they don’t need or won’t help them achieve the outcome they desire.
On the other hand, if what you have to offer is going to help your prospect get what they want, solve their problem or achieve a positive transformation, then you should close the sale.
Think about it this way…
If you had a terminal disease and went to see the best doctor in the world, wouldn’t you want that doctor to do everything she could to persuade you to get the treatment that would help you even if it meant she had to use psychology strategies to do so?
True, she might not have to do too much persuading in this situation, but I am sure you get my point.
Remember as always that the difference between manipulation and persuasion is intent.
Okay, let’s talk about some techniques that will allow you to start the “head hacking” process with you are prospects.
There are three phases:
Phase 1: Pre-meeting
Phase 2: During-meeting
Phase 3: Post meeting.
In this post, I am going to discuss phase 1.
Phase 1 occurs before you ever get in front of your prospect(s). It is the preparation phase and is mission critical to your success.
ALL top sales pros spend a lot of time on preparation. ALL pros in any area spend more time preparing than they do on performing the actual event.
Think about it.
A cricketer practices for hours during the week and spends a large amount of time looking at film of his upcoming opponent before he ever steps out onto the field. He prepares all week to play the actual game for less than an hour.
An actress spends hours and hours in many cases for months, before she ever steps out onto the stage before a live audience.
Is what you do any less any important than that of an athlete or performer?
The good news is that if you prepare adequately, you only have to do it once provided that you are selling to the same type of prospect.
The reason is in the pre-preparation phase; you are creating an “avatar” of your typical prospect – detailed generalisation of the kind of person you are selling to.
I teach a multi-step process for doing this but let me give you one question that will get you started.
What keeps your prospect lying in bed at night, staring at the ceiling, unable to fall asleep as it relates to what you are selling?
That question comes from a genius marketer, and it is extremely powerful because…
…it begins to get at the heart of what is bother someone and the pain they are in as it relates to the product, service, or idea you want to sell.
For example, if you are a preacher, your prospect might be worried about his sinful ways and going to hell.
If you sell cars, your prospect might be worried about how he can afford a new car.
If you are a cosmetic dentist, your prospect might be concerned about how bad her teeth look and how it’s hurting her attracting a man.
Do you see how the answer to that questions starts to get you “into the head” of your prospect?
When you do this in detail, you will know more about your prospect than they even do on a conscious level.
Naturally, this gives you a tremendous selling advantage, and all it takes is a little preparation time.
The bottom line: Start the head-hacking process today and you will see your sales and profits soar.
Notes: But if you want me to create some head-hacking customise techniques for your business. Race over here…
is a direct response marketing strategist, helping people in just about every category of business turn their ideas into fortunes. Ashish’s approach is simple and refreshing and enriches those who act on his advice. If you want Ashish to personally design your marketing funnel that brings in more money, click here