| What is subliminal persuasion? It is influencing people | | | | certain amount? Try to really "get" what it is the |
| with more than just words. It is the power of what | | | | prospect is looking for, and the language they use to |
| lies behind or beneath the language. It is influencing | | | | describe it. This is important for the following part of |
| people at a level below their conscious recognition. | | | | this subliminal persuasion technique. |
| People often don't realize they are being influenced | | | | Assuming you have what the prospect needs, |
| during a conversation by a smile, making even that a | | | | restate what he said he wants, and then show him |
| subliminal technique. Here is a more subtle method. | | | | how you can give him that. Internal consistency is a |
| Subliminal Persuasion Using Their Words | | | | normal human need, so we don't like to act against |
| There is a power in words, and when it comes to | | | | what we say. That is why this technique works so |
| influencing others, there is even more power in using | | | | well. |
| their own words. What are "their own words?" Their | | | | Suppose, for example, you are selling a prospect a |
| are two categories. | | | | vacation. You listen to what she wants, and you find |
| Category one includes any words, phrases or | | | | something that fits her needs. At this point you |
| expressions that a person repeatedly uses. For | | | | would say something like, "If I remember right, you |
| example, pay attention and you might notice that a | | | | said you wanted a warm beach, nearby nightclubs, |
| person often says, "I see," or "I can understand | | | | and under $2,000 for the week. I think you're in luck. |
| that." The simple way to use this knowledge is to | | | | Both packages we just looked at fit your criteria. |
| start using those words and phrases. Start a | | | | Would you like to book the Jamaican or the Bahamas |
| sentence with, "You can see how..." or "You can | | | | package?" |
| understand how..." Using their own words makes the | | | | It is difficult for a person to say they're not |
| person feel like they know ad can trust you. Thus, | | | | interested when you find exactly what they said |
| persuasion is more possible. | | | | they wanted, and you remind them of their words. |
| Category two includes the anything a prospect | | | | Most people won't even notice that you are using |
| specifically said he wanted. Did he say he wanted a | | | | their exact words. They'll simply feel uncomfortable |
| home with an office? Did he specify what kind of | | | | contradicting what they said. It is easier to agree. |
| stereo system he wanted in his new car? Did she | | | | That's why using a person's own words is such a |
| want to keep the cost of her running shoes under a | | | | powerful subliminal persuasion technique. |