Micheal Savoie

[...] Harlan Kilstein's Hypnosis Sales Process Part 7 Harlan Kilstein continues: What we're going to talk about in the first two parts come directly from Dave's teachings, but he doesn't teach it explicitly. So let me explain. The number one thing that Dobson says motivates people is fear. And because people are motivated by fear, they're always looking for a way out of fear. They are looking for what we'll call, friendlies. They are looking for people who are friendly. They are looking for people they can have a relationship with. And they do this in the most, sometimes a very, very simple way. So let's see. Lisa, can I call on you for a little demonstration? Lisa: Okay. Harlan Kilstein: Lisa, can I get you to stand right here. Lisa: Okay. Harlan Kilstein: And Erica? Erica: Yes. Harlan Kilstein: Okay. Can I get you to stand over here? Okay. Now, what I'd like you to do is I'd like you to imagine that it's now six months from now and you two people meet at LAX airport and you remember each other from the seminar. Okay? And you say hello. Ready, set, go. Lisa: Hi Erica Erica: Hi Lisa, it's so good to see you again. Lisa: Yes, it is, how have you been? Erica: Good, how have you been? Harlan Kilstein: Okay, great, have a seat. Okay. Here's the question. Where did the communication begin? Woman: With the eyes. Harlan Kilstein: Absolutely. Okay. With their eyes- Very good. In whose eyes first, who said hello within their eyes first? It was Lisa, Lisa said hello. Before I told them even what to do, Lisa formed like a little bond over here and looked over at Erica's eyes and did this little movement with her eyes, and she responded. So on – before they even said anything, before I even told them what to do, they said hello. Okay. Totally what Dobson calls, other than consciously. Do you think? Okay. Now, so let me take this to the next step. When you meet a person, they are going to be doing something that says hello to you. It may be an eyebrow lift, it may be a tilt of the head, it may be a smile, it may be looking in a particular direction. That thing that takes place in a split second is their other than conscious hello. What you are supposed to do is feed back exactly what they do. So, for example, is the person raises their eyebrows to you, you raise your eyebrows right back to them. If that person tilts their head to you, you tilt your head to them. The whole exchange, from beginning to end, will probably be over in about three seconds. So we will go over this, I will give you a handout with it, because this is the key. We call this saying hello other than consciously. Now, most times the person doing the sales is going to be doing this in the waiting room. And by the time that you come and you walk across the room and you say hi, Claudia, my name is – it's already done, okay? Because Claudia gave me the smile and my thing at that point is to match her smile. Sometimes if you're walking across the room and you say, Claudia, and the person looks up and is looking at your book of success stories or they're watching the video, whatever, the hello may come from a distance. So you have to be aware. More Harlan Kilstein [...]