People engage in social interactions and develop relationships with others on a daily basis to express their needs, negotiate situations, and get what they want. Especially in business, where you might think deals are done in terms of products and key performance indicators (KPIs), it’s actually the people behind the brands who are the driving force in securing sales and create relationships.
Being able to effectively communicate your ideas and engage in this delicate social dance is a skill you need to be trained in, if you want to be able to consistently influence people for positive and favorable results. There are a million ways to develop this skill, and Dr. Terence McIvor is here to share some of his favorite tools in his arsenal.
Dr. Terence is a Certified Hypnotherapist, Certified Instructor, Neuro-Linguistic Programming Trainer, and Transformational Life Coach, helping entrepreneurs, salespeople, and professionals struggling with anxiety and self-limiting beliefs become confident, resilient and successful in their field. Known as “The Sales Doctor”Dr. McIvor uses NLP and hypnotherapy to overcome psychological blocks, identify the root cause of self-sabotaging behaviors, and create changes in the unconscious mind that enable peak performance.
As a Coach in Hypnotherapy, NLP and 3 Principles, Dr. McIvor is fully certified by the prestigious International Coach Register (ICR)
Although hypnotherapy, NLP and the 3 principles are deep and extensive topics to cover, Dr. Terence has provided available hypnotic language models to use in everyday situations that can influence others to take action to achieve desired results. .
The double bind
A double bind is a common selling technique that gives your customer the illusion of choice, when in reality both options lead to the desired outcome. People don’t like to be pressured into doing things, so you may encounter resistance when trying to get a sale or finalize negotiations. Giving them options makes the client feel more in control of the situation and makes them more cooperative.
An example of a double bind looks like this: “Do you want to continue here or in my office?” No matter where you are physically, the sale will still close, but the customer will feel more comfortable with the outcome by having a choice in the process.
An embedded command is a spoken phrase that contains a hidden command that will unconsciously influence its witness. As you go through this section, you’ll notice how genuinely interested you are in learning more about using these techniques in sales and everyday life.
That last sentence was an example of using a built-in command that your subconscious would recognize and react to. Sentence structure “get really interested” will act as a light force pulling on the subconscious mind and pushing it towards your preferred outcome. This technique is used very often in sales, so keep an eye out for these embedded commands when you come across them.
Storytelling is a powerful tool for closing a sale and communicating with people in general. People are always looking for things they can relate to, and a story provides a way for the customer to latch onto and influence them. An effective use of storytelling would not just be to recite “once upon a time”, but rather to incorporate their wants, needs and desires into a narrative around your product that relates to it.
That’s not exactly what you’re telling the customer here, but How? ‘Or’ What you say it, and the feelings it evokes in them that make it such a powerful technique. Storytelling is used in marketing all the time, with all the best ad campaigns carrying an element of storytelling behind it.
Integrating these tools and investing in mastering how you use these verbal and non-verbal communication tools to use with yourself and your clients will allow you to easily navigate difficult social situations, improve your ability to influence and sell, and to see people gravitate toward you and your business.
Login with Dr Terence McIvor through its website, and check out its instagram, Facebookand ICT Tac social media pages to learn more about how you can use NLP to unlock your potential and achieve your goals.