There’s two ways of persuading people, an easy way, and a hard way.
Most sales people use the hard way. They bash you over the head with features and benefits, hoping they hit enough “hot buttons” to convince you to buy.
Back when I used to sell cars, we were trained in “butterflying” the car. Where we would park the car the customer was interested in.
Then we’d open up all the doors, the trunk, the back, so it looked like some big metal “butterfly.”
We were then trained to walk around the car, showing all the various features and benefits.
Further, we were taught to deliver the benefit, followed by “what this means to you is…” to make it more “personal.”
“And right here you’ll see the intricately designed rubber surface on the brake pedal. What this means to you is that you’ll have massive traction between your foot and pedal, so you won’t kill any innocent pedestrians!”
Yech.
Naturally, this method was not the best way to sell cars. Luckily, that was when I started to discover and learn covert hypnosis and persuasion, and was able to “test out” a few of these methods.
The ones that used the customers’ own criteria, wants and needs to help them find the right product, according to their own subjective values, rather than shove something down their throat.
This got me a LOT more sales, with a lot less resistance, and much, much happier customers.
But what do you do if you don’t know their precise criteria? What if you don’t have time to talk to them, when it’s obvious they’re buying something, and you’re selling something?
What if you want to persuade them without really making it seem like you’re persuading them?
You use the patterns of the Milton Model. A beautiful set of “artfully vague” language patterns that can get your ideas into their heads, so they think they are their own.
Think this could be useful?
If you’re interested, take a look: