Hypnotic Selling—or, Where's the Magic?
by Dr. Joe Vitale
www.mrfire.com
I love magic. I know many magicians and
often attend magic conventions and shows.
I haunt the dealer room, where magic tricks
are sold. I'm looking for the tricks that make
people gasp in surprise and delight.
Unfortunately, most magic is on the level
of a prank or kid's joke. That's not for me,
so most magic that I see disappoints me.
But one day I met a magic dealer at a
convention who was very friendly. He took
his time with me, listened to my needs, and
then responded with some truly hypnotic
stories. For example:
"I went into one of those big discount stores,"
Mr. Williams, the dealer, began. "The woman
behind the counter seemed bored so I decided
to do a little magic to liven up her day.
"I asked her to pretend I had a deck of cards
in my hand. I then let her shuffle the make believe
cards, cut them, deal them out, and pick any
card she wanted.
"Remember, all of this was done in her
head," William explained.
"After I let her choose her card, I asked if
she wanted to change her selection. She said
no. I then announced that her card was the
seven of spades."
Mr. Williams paused before telling me
this next statement:
"Well, you could hear this woman's scream
all throughout the store.
"But the story doesn't end there," he continued.
"There was a man and his son who heard the
scream and went over to see what happened.
The woman who saw the trick pointed at me
and said, 'He just fried me by reading my mind!'
They were all as white as ghosts after that."
As this magic dealer told the story, I could
see it all happening in my mind. The details
were rich enough to help me picture it in my
head. And when he said the woman screamed,
I felt that rush of excitement that said, "Get that
trick, Joe."
And yes, I bought that trick.
This same dealer told me two more stories,
about magic tricks he did for people and their
reactions to them. In every case I was there,
mentally, and I ended up buying the tricks.
If you haven't caught on yet, this is Hypnotic
Selling at work.
I'm sure the magic dealer has no idea what
Hypnotic Selling is. He does it naturally. So let's
review some key points:
1. He listened to me.
He couldn't offer any suggestions or stories
to me until he first knew what I wanted. So he
probed to discover I wanted magic that made
people gasp. That clued him to what he should
offer me. Had I said I wanted magic for kids,
I'm sure he would have told me a story about
performing magic for kids. He tailored his
story to me. Be doing so, he met me in my
existing trance.
2. He told true stories.
He didn't make up his stories. He told me
exactly what happened when he used these
tricks in the real world. That subliminally
communicated to me that he was honest,
and that these tricks would work for me, too.
People are always making conclusions
based on the little information you tell them.
Always be honest, so trust is there when it's
time for the order.
3. He used lots of details.
He told me what store he went to, the
name of the woman he performed the trick
for (I left them out here, though), and all the
details of her reaction. This brought the story
to life in my mind and made it easy for me to
see myself performing and receiving the
applause. People will generally "live out" the story you tell them in their head. The
more specifics you can offer, the easier
it will be for them to relate to your story.
You get the idea. Hypnotic Selling is all
about delivering a message to people that
fits what they are looking for, and is delivered
in a vivid way.
Do this and you'll see real magic. People
will marvel at your storytelling skills -- and they'll
pay you real money, too.
And that's the best trick of all.
Note: The magic dealer was Emory Williams, Jr.
(WilliamsMagic.com).
Copyright © 2005 by Joe Vitale. All rights reserved.
You may forward this in its entirety to anyone you wish.
Hypnotic Marketing Inc.
121 Canyon Gap Rd
Wimberley TX 78676
Member BBB Online 2005 |
