Table Of ContentLibrary of Congress Cataloging-in-PublicationD ata
Moine, Donald J., [date].
Unlimited selling power : how to master hypnotic skills / by
Donald J. Moine and Kenneth Lloyd.
p, cm.
ISBN 0-1 3-689126-8
1. Selling-Psychological aspects. 2. Hypnotism. I. Lloyd,
Kenneth. 11. Title.
HF5438.8.W5M653 1990 89-25500
658.8'5'0196~20 CIP
Q 1990 by Prentice-Hall, Inc.
AN rights reserved. No part of this book may be reproduced in any form or by any means, without
permission in writingf rom the publisher:
Printed in the United States of America
10
ISBN 0-33-bA932b-A
-
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Dr. Donald J. Moine was co-author of
Modern Persuasion Strategies: The
Hidden Advantage in Selling,
Herd, J. & Moine, 1984, Prentice-Hall.
This book is dedicated to
Linda and Roberta
Contents
HOW THIS BOOK WILL HELP YOU PUT THE
POWER OF SALES HYPNOSIS TO WORK
1
Chapter
UNVEILING THE BEST-KEPT SECRET
OF SALES SUPERSTARS
Keys that Unlock the Secret of Hypnotic Selling
Getting Beyond Popular Conceptions and
Misconceptions About Hypnosis
Recognizing Hypnosis as a Part of Everyday Life
Four Ways to Send Practically Irresistible Suggestions
How to Profit from the Rich History of Hypnosis
2
Chapter
USING THE TOOLS OF SALES HYPNOSIS
TO BUILD SALES
How Hypnotic Selling Builds Trust Quickly
Using Common Senses to Incre'ase Sales
Controlling what Your Customer Will Forget
Controlling what Your Customer Will Remember
Motivating Customers by Putting Them in Positive
Emotional States
Motivating Customers by Putting Them in Negative
Emotional States
Increasing Sales Today by Hypnotically Placing Your
Customer in the Future
Using Hypnotic Methods to Grab and Refocus
Customer Attention
Hypnotic Selling Techniques that Make Time Fly
Posthypnotic Suggestions that Chip Away at
Customer Resistance
The "Unfair Advantage" of Sales Hypnosis
vi Contents
3
Chapter
PROFITING FROM THE LESSONS OF THE WORLD'S
GREATEST HYPNOTIST
How Conversational Hypnosis Works
The Man behind the Miracle of Conversational
Hypnosis
Four Essential Steps to Master Conversational
Hypnosis
Understanding the Verbal Power of Conversational
Hypnosis
Influencing Others by Using Hypnotic "Instant
Replays"
A Frame-by-Frame Look at the Hypnotic "Instant
Replay"
How to Win with the Five Key Elements of Vocal
Flexibility
How to Tell Hypnotic Stories that Sell
Hypnotic Techniques for Turning Customer
Resistance into Enthusiasm
4
Chapter
BUILDING TRUST AND RAPPORT THROUGH THE
POWER OF HYPNOTIC PACING
How to Send Important Sales Messages through
Pacing
Proven Steps to Pace Like a Sales Superstar
Pacing what You See and Hear to Build Customer
~ r u i t
How to Pace Customer Opinions and Beliefs to Build
Credibility
How to Handle Differences in Opinions and Beliefs
Skillfully
Secrets of Turning Objections into Advantages
How to Pace with Action Words that Induce a
Customer to Act
How to Pace the Future to Get Sales Now
How to Pick Up the Pace to Lead the Customer
Contents
Three Types of Hypnotic Leading Statements that
Lead to Sales
How to Use the "Yes Set" to Make It Easier for a
Customer to Say "Yes"
Key Steps to Transform Ordinary Statements into
Yes-Getters
Repetition Techniques to Plant Messages Deep in
Your Customer's Mind
How to Use "Must-Do" Statements to Propel
Customers to Act
How to Use "Can-Do" Statements to Show the
Widest Range of Product Benefits
5
Chapter
CREATING SALES PRESENTATIONS
THAT MESMERIZE
How to Select and Express "Hot Words" that Have
Special Persuasive Powers
Using Attention-Focusing Statements to Grab and
Direct Customer Attention
How to Make the Sale by Taking the Sale Away
Profiting from "-ly Hypnotic Words"
Using "Frozen Words" to Motivate Your Customers
to Buy
How to Unfreeze a Customer's Decision Not to Buy
Selecting Vague Verbs for a More Powerful
Presentation
Secrets of Comparative Hypnotic Words
Demonstrating Confidence through Hypnotic
Absolutes
The One-Step Method to Successfully Handle
Customer Absolutes
How to Use Superwords Like a Sales Superstar
How to Send Compelling Messages through Hidden
Commands
Using the Element of Surprise to Open a Closed
Mind
How to Let Your Product Talk and Sell Itself
Word Power Revisited
viii Contents
6
Chapter
CAPITALIZING ON THE PERSUASIVE POWERS OF
SALES STORIES AND METAPHORS 111
Understanding the Hidden Advantages of Stories and
Metaphors
Knowing when to Use Sales Stories
The Ten Most Powerful Types of Sales Stories
Understanding More Hidden Advantages of Stories
and Metaphors
How to Use the Seven Best Hypnotic Metaphoric
Techniques
Motivating Customers through Physical Action
Metaphors
How to Use Personal Metaphors to Engineer
Agreement
Using "You Metaphors" to Capture and Redirect
Customer Attention
Building Customer Involvement through "Other
People Metaphors"
Increasing Customer Comfort Levels through
"Familiar Person, Place, and Thing Metaphors"
(FPPT Metaphors)
How to Use "Other Sales Metaphors" to Eliminate
Customer Anxiety
How to Win Sales by Using Competition Metaphors
7
Chapter
USING HYPNOTIC SALES QUESTIONS TO GET THE
KIND OF INFORMATION YOU NEED TO CLOSE SALES 135
Understanding Hypnotic Questioning Techniques 136
How and When to Ask Hypnotic Sales Questions 139
How to Phrase Direct Questions for a Direct Hit 141
Key Steps for Using the Questioning Strategies of the
Sales Superstars 142
How to Phrase Indirect Questions for a Direct Hit 147
How to Get Positive Results from Negative Questions 149
Building an "Intuitive Link" with Your Customers
through Mind-Reading Questions 150
