...Objections and Rejection Really Are Now *Crucial* to
get to "Yes!"
by Kevin Hogan
How is it that so many Internet Marketers have a strong background in hypnosis?
Does it strike you as strange that the percentage is so high that you'd think the two were the same field?
Hypnosis is all about getting past fear. There is a guardian in your mind. The sentry at the door. The protector has an ax and a shield and fends off everyone and everything. The Protector doesn't want ANYONE entering; and works very hard to keep everyone out. In fact, it extends beyond "people" to the little smoke that floats in the air...the cloud that works its way up over The Protector's head. But here The Protector isn't able to do The Protector's job because the message is entering in a way that The Protector doesn't know
to stop...whether the message is seen...or not seen...it is just like a cloud that goes by, beyond critical thinking into the recesses of ...Yes...
And that... is... hypnosis.
And that is why the finest Hypnotists and Internet Marketers seem to be so similar in thinking. They both are bypassing critical thought.
Think about the last time The Protector said to you,
"There is something about it/him/her I don’t like...."
That's where The Protector has a "feeling" about the likely enemy...it's a reaction...
And then there is the "I don't like him/her/it because..." which is
resistance (intellectual level, “I don’t like it because…”).
So here it is...if someone can put a finger on WHAT they are uncomfortable about as far as you or your...suggestion, it expedites the process of influence and makes it far more likely to come to a positive conclusion.
Sounds strange when you first think of it…certainly counterintuitive as most selling and persuasion is…but it’s all pretty simple at the core.
KEYPOINT: If a potential customer is voicing objections (their resistance or reactance) verbally or as they read, or as they listen, it means that he/she is at least somewhat INTERESTED and that you HAVE established some level of trust with the person. Otherwise, there'd be no reason to raise an objection….they would tell you to hit the road.
Sometimes an objection…even the loudest, most emphatic-resounding "no"…isn't really a no at all. It's just a request for a solution to a problem.
Imagine you and I are lost on an island after a fashion of the TV show, "Survivor." Just you and me. (We are in SUCH trouble…) I say, “let’s go that way.”
“Are you nuts?! There are wild animals and stuff out there. Are you stupid? I don’t want to die!” (You are adamant)
“I think I saw a jeep (reality stretch) about 50 yards out there. We should give it a try.”
“Oh…OK…well we can try.”
See your point was well taken, your fear, reasonable. BUT, I had additional information that makes it a much better decision, at which point there might be some trepidation but we went from “no” to “yes” fairly easily.
We really are all afraid of the UNKNOWN…the unfamiliar…
Shed ENOUGH light on it and we’ll go there…albeit cautiously.
And as an expert in persuasion you know that once you have something tangible like an “objection” or "stated resistance," you can actually gain agreement and acceptance. Without the stated, or, CLEARLY CONSIDERED objection it’s HARD to get a “yes.”
The cloud that enters the mind...must materialize into an idea that is ideally tangible...a hologram of what the person wants...or doesn't want bad enough to want to solve the problem, NOW.
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Hypnosis is all about getting past fear. There is a guardian in your mind. The sentry at the door. The protector has an ax and a shield and fends off everyone and everything. The Protector doesn't want ANYONE entering; and works very hard to keep everyone out. In fact, it extends beyond "people" to the little smoke that floats in the air...the cloud that works its way up over The Protector's head. But here The Protector isn't able to do The Protector's job because the message is entering in a way that The Protector doesn't know
to stop...whether the message is seen...or not seen...it is just like a cloud that goes by, beyond critical thinking into the recesses of ...Yes...
See your point was well taken, your fear, reasonable. BUT, I had additional information that makes it a much better decision, at which point there might be some trepidation but we went from “no” to “yes” fairly easily.
