Today’s topic is fractionation. Going in and out of hypnotic trance, and going deeper and deeper each and every time.
Have you ever read a novel by an author that you’ve read before? It’s kind of like you know what to expect, so you get right into it. Especially if it’s the kind of book that always has the same characters, like Jack Ryan, Harry Potter, or Jack Reacher.
This technique is also used by hypnotists. If you visit a hypnotist for the first time, you may be a bit nervous. You aren’t really sure if you can go into trance, or how quickly it will happen.
Often times the first visit is just a “get familiar” visit, and the real work doesn’t come until later.
By the second or third visit you slip right into trance without much resistance. Not only that, but you go deeper and deeper each time.
The good news is that you don’t have to wait several sessions to use this kind of technology. You can do it within a conversation. Simply alternate between “hypnotic language” and “normal language.”
The first time somebody hears “hypnotic language” they not respond so much, as it may sound a bit confusing. People tend to not be too fond to language that’s not too specific.
So as soon as you ditch the vague language and start speaking specifics, the person figures they’re back on track, and they start paying close attention again.
Then when you switch back into hypnotic language, they just kind of “go with it.”
After a bit of practice, you’ll be able to tell when the person you’re speaking with is sufficiently “open” to drop in some hypnotic suggestions.
This is perfect if you’re in any kind of sales. Once you throw out a few “test suggestions,” and they respond favorably, such as slightly nod their heads or raise their eyebrows as if to say, “hey, that’s a good idea,” then you’re ready.
So what’s hypnotic language?
Anything that’s vague.
Not Vague: This morning at 9:30 I ate bacon and eggs.
Vague: Today I ate breakfast.
Not Vague: This product has been purchased by 3,275 people last week, and the refund rate is only 0.1%.
Vague: Tons of people have bought this and hardly anybody has asked for a refund.
Not Vague: Now, because you like the color red, and you’re interested in a car that gets at least 23 MPG, along with a five point seat belt system designed by German scientists, this car is perfect for you.
Vague: As you can clearly see, those things that are most important to you is exactly why so many people have already decided to purchase this today. Safety, economical and stylish reasons that fit your needs exactly.
Obviously, if you kept talking in vague language all day long, you’d come across as some kind of politician looking for votes.
And you spoke in specifics, you’d better hope your customer is looking for exactly what you’ve got.
But when you can balance between vague and specific, using fractionation, you’ll get the best of both worlds.