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Hypnosis, on the contrary to common belief, is not necessarily done through eye-contact. Voice plays a strong part in hypnosis tricks. How can it be useful to my daily phone-calls, you ask? Well, even if these techniques are used mainly for the show, they rely on true convincement and persuasion tricks. Indeed: hypnosis is a powerful psychological tool - and marketing is all about psychology. Here is how you can use hypnosis to improve your telephone conversations with customers, either when doing support, sales, or cold-calling. Read the full article here: http://buff.ly/1vTHmYQ
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How to persuade customers over the phone
5 lesser known hypnosis tricks
Customer support phone sales
cold-calling… !
can be a pain
unless you know how to spice it up !
for your & your customers
be inspired by hypnosis !
to improve your persuasion power
That’s you, after you read these slides ->
LESSON #1 Convince your customers that “Everything is gonna be just fine”
The key is to use arguments that seem perfectly logical to illustrate what you’re saying.
I BELIEVE‘BECAUSE’
‘THAT IS WHY’
This will work on your customers’ persuasion on a subconscious level.
In a study performed by Ellen Langer at Harvard, Langer asked to push in line at the library to photocopy some papers using several
techniques:
“Excuse me, I have five pages. May I use the Xerox machine because I’m in a rush?”
94% agreed
"Excuse me, I have five pages. May I use the Xerox machine?”
62% agreed
You’d be inclined to think the difference was because of the reason she gave. But a further experiment indicated otherwise…
"Excuse me, I have five pages. May I use the Xerox machine because I have to make some copies?"
93% agreed
(from Robert Cialdini’s Influence: The Psychology of Persuasion)
LESSON #2 Listen to your customers carefully and engage with questions
The key to tell what your customers want to hear is to let them talk.
Listen (really) take notes share with your teammates
interjecting the same phrases like “I see,” “right,” “OK” without really listening.
Manage your timing so they don’t get the feeling they’re giving away too much information without getting something in return.
LESSON #3 Find a “happy place” for your customers
Hypnotists often let you slip into a “happy place” of your own by telling you a story. This is very important when phoning your customers - even more than other means of communication such as emails - because you are taking a very valuable amount of their time to talk with them.
Value your storytelling and provide genuine conversations.
Always remember that people like to hear a story and feel they understand its whereabouts.
just call to try to sell something
‘’ Dubbed “smile and dial,” he gathers direct feedback but he isn’t just doing customer development—he’s inspiring word of mouth. Dan delights his users with genuine interest and conversation. This manual, human touch is memorable and sharable.’’
From Ryan Hoover’s article “What’s missing from your growth hacking strategy?”
Every Thursday, Dan Martell, CEO of Clarity, picks up the phone to call 25 to 30 users and asks how the company can make a better product to suit that user’s needs.
LESSON #4 Watch your tone
Work on your ‘bewitching voice’ to have more power of persuasion
enunciate, speak at a rather slow pace, lower your tone, smile, sound confident.
Pinching voices !speaking fast
Stressing certain words also changes the meaning or the tone you give to certain sentences…
Say it defensively (emphasizing the words “would you”):
“What would you like us to do about it?”>:[
Say it with curiosity (emphasizing the words “like us”):
“What would you like us to do about
it?”?:)
Say it with apathy (not emphasizing any of the words):
“What would you like us to do about it?”:-|
Lesson #5 Breathe
Hypnosis sessions all start by a long series of breathing exercises. Just a few but regular deep breaths can • lower your oxygen consumption, • get you more energized, • decrease stress and anxiety • increase empathy. !
When hesitating on an answer over the phone, consider pausing as a valuable moment: it gives you time to gather your ideas and relieve the
stress rush.
take a long, deep breath before each call
consider taking time for breathing as a waste of time
Let’s give it a try
1
2
3
see?
told ya
Breathe
Watch your tone
Find a “happy place”
Listen and ask questions
“Everything is gonna be just fine”LESSON #1:
LESSON #2:
LESSON #3:
LESSON #4:
LESSON #5:
Thank you!That was Rachel from Aircall.io, we’re building the future of voice-based communication in business. You can find a podcast version of these advice here. And take a look at our blog!
