The Subtle Art of Suggestion in Sales

Before you start picturing yourself swinging a pocket watch, let's get one thing straight: sales hypnosis isn't about mind control. It's about understanding how the human brain processes information and using that knowledge to help prospects make better decisions.

The best part?

These techniques are completely ethical when used to genuinely help your prospects solve real problems.

The Foundation: Rapport and Trust

Every hypnotist knows that nothing happens without rapport. In sales, this translates to building genuine connection before attempting any influence.

The Mirror Technique: Subtly match your prospect's:

• Speaking pace and volume

• Body language and posture

• Breathing rhythm

• Word choices and phrases

This creates unconscious comfort and trust. When someone feels you're "like them," they're more open to your suggestions.

Pacing and Leading

This is where the magic happens. First, you "pace" by acknowledging their current reality. Then you "lead" them toward a new perspective.

Example: 

🚫 "You need our solution because your current system is terrible."

✅ "I understand you've been using your current system for three years and it's served you well. Many of our clients were in similar situations before they discovered how much time they could save with our approach. What would an extra 10 hours per week mean for your team?"

The Power of Embedded Commands

These are suggestions hidden within normal conversation. Your unconscious mind picks them up even when your conscious mind doesn't notice.

Examples:

• "When you decide to move forward with this, you'll see immediate results."

• "As you consider the benefits, you might find yourself getting excited about the possibilities."

• "Most clients feel confident about this decision once they see the ROI."

Presuppositions That Close Deals

Instead of asking "if" they'll buy, assume they will and focus on "when" and "how."

Instead of: "Would you like to purchase this?"

Try: "When would be the best time to implement this solution?"

Instead of: "Are you interested?"

Try: "Which package makes the most sense for your situation?"

Use Metaphors

Instead of explaining complex concepts directly, use familiar comparisons:

• "Think of our software like a GPS for your business processes - it shows you exactly where you are, where you need to go, and the fastest route to get there."

• “No matter how much water (leads) you put into a leaky bucket, water is going to come out. That’s why we need to make sure every lead enters a leak proof bucket.”

Metaphors, create understanding faster by creating a connection to an already understood topic.

Sales Q&A

Is most sales advice bad?

Read more here.

It’s Time For That Dream Sales Job…💼

Looking for a new job opportunity in Sales? Search for the latest and greatest jobs here.

Looking to hire someone with great Sales experience? Post your job on The Sales Jam Job Board, here.