Home
Store
Need a Speaker?
Biography

E-mail me

kevin@
kevinhogan.com

11 Influential Keys to
Persuasion Success

by Kevin Hogan

2) Managing Your Customer's State of Mind

This is where you put all five volumes of The Science of Influence CD's to work.

You can begin to manage other people's minds once you have your own state managed. Managing your customer's state is accomplished in the same manner that you manage your states of mind. The only difference is that you must push your customers buttons instead of your own.

A. Internal Representations--Big Key

If your client needs to experience a brief dose of status quo misery to help him change to a brighter future, then you are obligated to paint a vivid picture of both what he must move away from and what he must move toward. Make the voices he is going to hear in his mind clear and loud. Help him feel the pain of stasis and the pleasure of change if he cant do it for himself.

At this moment, he feels pain OR inertia and MAYBE both. Be aware that pain and inertia are not the same thing and sometimes fear/pain move someone from inertia.

Most bodies stay at rest, don't think and have no conscious will most of the day.

B. Physiology

Sometimes it is necessary to get your client to move to create internal change his state of mind.

Hand him something.
Give him a book and have him turn the pages.

Ask your client to participate in some activity with you. DO SOMETHING with your client. You are not obligated to always sit face to face, across the table from each other.

If your client is in a good old fashioned "stuck state," the sale is going to be lost if you don't change his state. Sometimes it is appropriate to get up and go or at least move somewhere else. Changing your client's physiology will help you change his internal state.

C. Appeal to You Client's Genetic Makeup

Again we are back to what you've learned in Science of Influence Vol. 1-12, 13-24, 25-36, 37-48, 49-60.

Utilize this information by practicing the strategies necessary to pull the genetic persuasion points that you have learned about.

3) Gather, Manage and Implement Intelligence

Go back to the original book, Psychology of Persuasion,the most basic cognitive selling philosophy.

Eliciting values, beliefs, and feelings, is a method of gathering vital intelligence about your customer. The best salespeople gather intelligence about their customers before they meet, if possible. In Covert Hypnosis CD's 1-8, you discovered personality and buying types and who buys based upon what metaprograms. That is intelligence. There is more to be learned, however.

If you are selling to corporations, you can uncover everything from corporate earnings to corporate strategy by simply making phone calls to the company and asking before you go on your visit. Better? Use the Internet. Google is very helpful.

Learn what you can about the needs, interests and wants of the company.

Secretaries (Managers) are a fountain of knowledge. They want to be important and appear knowledgeable. One of my favorite selling strategies is to not try and bypass the secretary but instead, build rapport with her.

"Hi Jane, this is Kevin Hogan, the author of The Psychology of Persuasion. Does your boss decide what speakers to bring into your corporation or is that someone else I should talk to?"

"Once I get him on the phone, what is he looking for?"

"Does he really go for motivational speakers or those who present more practical applications in sales and marketing?"

"What was your favorite speaker in the last year or two?"

"What was his favorite speaker in the last couple years?"

Next Up: Networking for Sales Success

Continue: Page | 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 |

Kevin Hogan
Network 3000 Publishing
3432 Denmark #108
Eagan, MN 55123
(612) 616-0732

 • Biography •• Body Language • • Catalog/Store •• Tinnitus ••  Influence/Persuasion ••o