Harlan Kilstein continues:
There is a Tony Robbins saying – if you haven’t seen his sales set, it’s really quite good, it’s called “The Power to Influence”, – “If they’re crying, they’re buying.” Because he always likes these things with acrostics. He probably would be very proud of me for coming up with, C3, T4.

Woman’s Voice:

What’s the name of that tape again?

Harlan Kilstein:

It’s called “Power to Influence”. And if you go to Tony’s website, it says out of stock. But if you go to eBay, apparently he – Tony Robbins has a store on eBay that sells it. So just put in Anthony Robbins and you’ll find it. It’s two hundred something bucks, it’s a six-cassette thing with a workbook, and it’s quite good. It’s probably worth having. I don’t recommend a lot of things, but I do you’ll find worthwhile. I’m not going to have you spend money on things that aren’t worth it, that’s one thing.

Now here’s the problem. Hypnotists are really good at making people feel good. And it is the hardest thing sometimes for a person to see someone else in pain and not do anything. And the number one mistake that people make when they start this process is that as soon as they see someone going into the pain, they start offering them solutions. And it is very important that if you see someone crying, “I don’t know if I’m ever going to be able to take this weight off. I don’t think I’m ever going …”, it’s not the time to say, “now, relax, I’m glad you’re here because hypnosis is going to be able to easily, rapidly and smoothly help you take the weight …”, that is not the time. That is the time to just sit there and shut because that person is buying, okay? So do not help them out of their pain.

You’re going to show them the way out. So typically, when I did the training two weeks ago, I could tell right away that someone there, just from interacting with the people that someone there was not closing very well. And I said, what’s your closing percent? And the person smiled and he said, well, 18 to 20 percent. And I said, “I kind of guessed that.” I said, “The hardest part for you to do is going to be letting the person be in their pain.” Because you’re the advice person. You can give a lot of advice about nutrition and so forth during the course of the thing so you can show your knowledge that you can just help, help, help. And he smiled. And I said gotcha. That’s why you’re not selling. You’re scaring people away. And you’re selling, but you’re not selling what people want to buy. And within about half an hour to an hour, you’re going to know what people want to buy. And what they want to buy is unique to each person who walks in the door, and you’re going to know how to buy it. You’re going to know how to find it, how to elicit it and how to move it.

More Harlan Kilstein

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Harlan Kilstein is an expert in NLP copywriting and one-on-one sales.

Article Source:http://www.articlesbase.com/sales-articles/harlan-kilsteins-hypnosis-sales-process-part-4-1291627.html







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