Full Booklet

Contact Us 7300 West 110th St. 7th Floor Strengthened relationships.
Overland Park, KS 66210 Improved communication.

Phone : 913-749-2377 Reduced conflict.
Email : [email protected] Increased confidence.
Web : www.FrankieElder.com
More optimistic clients.
Increased motivation.

Hypnotic Techniques
for Sales
Frankie Elder, cht
www.FrankieElder.com

_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________

Dialog

Choose Your Words Wisely

What you How they How they
say feel behave

________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
_______________________________________________________________________
________________________________________________________________________

Don’t Dialog

-- Clients are thinking of worse case scenario rather than solutions

________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
_______________________________________________________________________
________________________________________________________________________

Catch & Correct

Clear Expectations Catch and Correct – Write down times you phrased negativity in present

-- Setting clear expectations reduces fear, provides clarity and increases tense. Correct by phrasing it in past tense.

confidence Example:

________________________________________________________________________ I hate making cold calls
________________________________________________________________________
Cold calling used to be hard for me, now I’m learning to get
________________________________________________________________________ it done first.
________________________________________________________________________

________________________________________________________________________

Leading Questions

Questions that prompt or encourage the desired answer. Catch & Correct

-- How can I inspire others?

-- How can I leave people better than I find them? Catch and Correct – Write down times you future paced success. Cor-
-- What is the best case scenario? rect by phrasing it in the present tense.
-- How can I pleasantly surprise myself?
Example:
________________________________________________________________________ I will reach my goal.

Everyday I am closer to my goal.

________________________________________________________________________

________________________________________________________________________

________________________________________________________________________

_______________________________________________________________________

________________________________________________________________________

________________________________________________________________________

Tense Dialog

Power of Tense Long Term Benefits
Children learn to talk to themselves according to the way we talk to them.
Present Negativity Negative
Tense Expectation -- Naturally have a positive inner dialog
-- Naturally more optimistic
Present Tense -- Naturally more motivated and driven.
-- Increased problem solving skills
Present Positivity Positive -- More confident
Tense Outcome ________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
_______________________________________________________________________
________________________________________________________________________

Remove Should/Need

-- Early on these words cause children to feel bad about themselves.
-- Over time they begin to make people feel defensive
-- When people feel defensive they are often also rebellious

________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
________________________________________________________________________

Catch & Correct Try

Say ??? Remove Try

Write down times you know you’ve said or thought something with the Try means failure!
words “should or need”. Write down the correction.
Past Tense
Example: -- I tried to keep going.
I need to get that paperwork filed. -- I tried to be quiet.
-- I tried to remember.
It’ll be so nice to have that paperwork filed. After it’s done,
I can relax. Present Tense
-- I’m trying to calm down. = I’m not currently calm.
I need you to sign and return that contract ASAP.
-- I’m trying to understand. = I don’t understand.
You can sign the contact and return it to me quickly so I can
ensure _______________. -- From parent – “Are you even trying?” = .
Child thinks – “I’m a disappointment.”

Catch & Correct-- Early on these words cause children to feel bad about themselves.

-- Over time they begin to make people feel defensive
-- When people feel defensive they are often also rebellious

Catch and Correct – Write down times you know you’ve said or thought
something with the word “try”. Write down the correction.

Example:

Maybe you should try it.

Let’s find out how well this works for you!.