Selling Hypnotically: The Art Of Suggestion by Richard Barker

Author:Richard Barker [Barker, Richard]
Language: eng
Format: epub
Publisher: Hypnotist Stage Academy
Published: 2015-12-20T22:00:00+00:00

Chapter 8

Suggestive Selling

Marketing and selling involve a lot of communication and there are various tools available for use in the process. Among the most effective tools is the art of suggestion. Although it is at our disposal, we often make mistakes because we don’t know how to apply it properly in a sales context. “Suggestion” is a very powerful tool that requires a lot of skill to produce the desired effect. Information marketers and professional communicators need to perfectly understand how to “suggest” that customers buy products or adopt ideas directly.

Most of the beliefs we hold come from the influence of our environment, both in the present day and from childhood. The decisions we make both consciously and subconsciously to a degree are influenced by our past experience or by the stories people tell us. We are also influenced heavily by our peers and society. The concept of human responsiveness to psychological suggestion has been studied for many years and many variables come into play, including socio-economical status and upbringing. People are highly receptive to suggestion when they trust the person delivering the suggestion. This could be a brand, group or person they trust and feel comfortable with.

The psychological foundation of “suggestion” is merely a tendency in the nature of human beings to believe any statement that is said to them in a repetitive form while at a heightened level of suggestibility. It is true that if you tell enough people that something is true, eventually it becomes true. This works well on television and especially during the recent political debates. I watch as politicians suggest facts and ideas they believe to be true; if they say it enough, eventually the people watching will believe it to be true, too.

Delivering suggestions is part of the game of selling. We can make subtle, hidden suggestions or absolute, loud, bold ones depending on the cycle of the sale we are in. We can give subliminal suggestions merely by use of body language. Some key suggestive methods can be:

Non-verbal cues and gestures

Verbal suggestions

Physical reactions

Use of a prop

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