Professional marketers have long known that we really cannot sell anybody anything, but what we can do is remove the objections that people have to buying.
Simply stated, when you offer somebody the opportunity to participate in your hypnosis training program or any other type of training program and they don’t buy, there are some objections.
You need to know what the objections are so you can remove them. Until you remove the objections, people will not buy the training.
Sometimes people have implied objections that are not overt. For example, if you're offered a $50,000 car for $1,000, a flag raises in your mind that says "I have an objection; the objection is "I don't find the price to be credible, based on what I believe; therefore, I will not buy". I will respond with "What's wrong with the car?"
There may or may not be anything wrong with the car but, based on the perceived values that we have pre-programmed in our minds, we believe there's something wrong with it and don't buy. We simply say "What's wrong with it?"
This is like the game that we play where we look at a picture and things are wrong -- a bird is upside down in a tree, or a car has three wheels, and the caption reads "What's wrong with this picture?"
For us, as human beings, we go through life looking at pictures the way we think they should be, because we have pre-conceived notions of the way things should be.
Self-hypnosis training is so misunderstood that you must assume that people are going to not understand the program or the benefits. That’s why you have to demonstrate the power, and credibility of the program right in people’s faces.
When we present the Hypmovation training opportunity to a prospective client who doesn’t really understand what its power and benefits are, the objection flag raises and they don't buy. To sell the training, you have to remove the objections that they have to buying.
Simply stated, when you offer somebody the opportunity to participate in your hypnosis training program or any other type of training program and they don’t buy, there are some objections.
You need to know what the objections are so you can remove them. Until you remove the objections, people will not buy the training.
Sometimes people have implied objections that are not overt. For example, if you're offered a $50,000 car for $1,000, a flag raises in your mind that says "I have an objection; the objection is "I don't find the price to be credible, based on what I believe; therefore, I will not buy". I will respond with "What's wrong with the car?"
There may or may not be anything wrong with the car but, based on the perceived values that we have pre-programmed in our minds, we believe there's something wrong with it and don't buy. We simply say "What's wrong with it?"
This is like the game that we play where we look at a picture and things are wrong -- a bird is upside down in a tree, or a car has three wheels, and the caption reads "What's wrong with this picture?"
For us, as human beings, we go through life looking at pictures the way we think they should be, because we have pre-conceived notions of the way things should be.
Self-hypnosis training is so misunderstood that you must assume that people are going to not understand the program or the benefits. That’s why you have to demonstrate the power, and credibility of the program right in people’s faces.
When we present the Hypmovation training opportunity to a prospective client who doesn’t really understand what its power and benefits are, the objection flag raises and they don't buy. To sell the training, you have to remove the objections that they have to buying.
The way you find out what the objections are is to ask. Period!
For as painful as it seems, you must ask. You may not assume; you must ask what's wrong with the picture. Once you know what's wrong, you can remove the objections.
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