Harlan Kilstein’s Hypnosis Sales Process Part 5
October 3rd, 2009
Harlan Kilstein continues:
Now, this happens very naturally. You don’t say things like, okay, now we’re going to start making you feel bad. The questions do it. The questions do it. And sometimes the questions take people down this escalator or elevator in a real hurry. My two weight loss specialists watched me do an eval maybe two months ago. And the woman came in and she was a referral, and I thought, yes, a referral, you’re mine. And when the person came in there were no problems. There were actually no problems. I was going through a whole column of things and whatever. And then I asked a question that was like, ahhhhh, it took her breath away, and my weight loss specialist who was watching on the monitor like two rooms away, almost fell on the floor. She said, well, why don’t you just pick up a sledge hammer and hit people.
Male voice:
What was the question?
Harlan Kilstein:
Well, we’re going to get to the question. We’re going to get to the question. The point was, that even somebody who comes in and everything is happy as a clam, you can ask them questions that are going to get them on that elevator going down. Now here’s why people do not sell with the process, is that they do not, they bypass steps. So, for example, you can’t go from here to here, okay? You can’t go from here to here. You have to go through the process. Don’t shortcut the process. I have no responsibility if you shortcut the process. If you call me and you say, my sales went down from 80 percent to 8 percent, I’m going to know that you’re not doing this, because I know that this stuff really works, and it blows people away. And nobody thinks that they are manipulated, people like it; they think that people really understand them. So let’s jump in.
Woman’s voice:
With that response for signing up, are you finding that trickling over into their progress as clients?
Harlan Kilstein:
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The answer is yes. Now, in New York, what they had been doing for a really long time is they had been signing people up here and they had – what that did was, that brought people into the first session miserable and it was a real problem. The hypnotist would say, we’re not getting a good first session here because these people are still in their problem. We’re going to bring them out of their problem. We’re also going to give you ideas so that the actual first session begins with the sign-up. So we’ll be talking about that and this is going to make a lot of sense.
More Harlan Kilstein
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-5-1291717.html
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