The page numbers in this index refer to the printed version of this book. To find the corresponding locations in the text of this digital version, please use the “search” function on your e-reader. Note that not all terms may be searchable.
A
Absolute statements, 101–2
Action plan
assessing training needs, 223–24
developing and implementing, 221–30
learning anything, 224–25
reinforcement, 230
Action words, 62–63
Age progression, 25–28
Attention-focusing statements, 85–87
B
Bottom line questions, 154–56
C
Can-do statements, 77–80
Cause-effect leading, 69
Charcot, Jean, 10
Company success stories, 198–99
Comparative hypnotic words, 97–98
Competition metaphors, 130–32
Conjunctions, as hypnotic leading statements, 66
Conversational hypnosis
comparative hypnotic words, 97–98
hidden commands, 103–6
steps to mastery of, 40–51
verbal power of, 45
Counseling, hypnosis in, 3
Credibility building, 57–59
Cross-over selling, 35
Customer absolutes, handling of, 100–102
Customer attention and hypnotic methods, 28–30
Customizing script books, 171–81
D
Dissociation, hypnotic, 28–30
E
Embedded questions, 136–39
Erickson, Dr. Milton, 40–51, 57–61, 64–65, 68, 108, 114, 138
Extraverbal suggestions, 8
F
Familiar person, place, and thing metaphors, (FPPT), 127–28
Frozen words, 93–94
G
German Shepherd phenomenon, 230
H
Hidden commands, 103–6
name placement, 103–5
story telling, 105–6
High technology training
additional applications of, 196
capitalizing on benefits of, 200–201
company success stories, 198–99
and facilitating growth, 199–200
interactive audio/video training, 185–201
major advantages of, 188–96
and mastering sales hypnosis, 183–201
protecting training software, 200
and role playing, 184–201
skill-building benefits of, 188
unique advantages of, 186–87
Hot words, selecting/expressing, 82–85
Hypernesia, 18–21
negative hypernesia, 20
Hypnosis
history of, 9–11
levels of, 4
as part of everyday life, 4
popular conceptions/misconceptions, 3
in psychotherapy and counseling, 3
self, 203–20 (see also Self hypnosis)
Hypnotic absolutes, 98–100
customer use of, 99–102
when to use, 9
Hypnotic dissociation, 28–30
Hypnotic instant replay, 46–49
Hypnotic stories, 50
Hypnotic story selling techniques (see Sales stories and metaphors)
Hypnotic trust, minimizing resistance to, 14
Hypnotic trust-building techniques, 53–80
I
Ideosensory trance, 15
negative emotions, 16, 22
sense-sational selling, 16
Interactive audio/video training, 185–201
Intonations, 8
Intraverbal suggestions, 8
L
Leading statements
can-do statements, 77
cause-effect leading, 69
conjunctions, 66
must-do statements, 75–77
repetition techniques, 72–74
sales, 65–80
sales adverbs, 68
yes set, 70
-ly hypnotic words, 92
M
McMahon, Ed, 231–255
attention grabbers, 238–45
humor to close sale, 252–55
hypnotic persuasion principles, 231–55
secrets of group selling, 245–52
word magic, 233–38
Mental vacation technique, 215–16
Mesmer, Frederick, 10
Mesmerizing sales presentations, 82–110
attention focusing statements, 85–87
comparative hypnotic words, 97–98
customer absolutes, 100–102
frozen words, 93–94
hidden commands, 103–6
hot words, 82–85
hypnotic absolutes, 98
-ly words, 92–93
missing words, 89–92
superwords, 102–3
surprise, 107–8
taking the sale away, 87–89
talking products, 109–10
unfreezing, 94–95
vague verbs, 95–97
Metaphors
competition metaphors, 130–32
familiar person, place, and thing metaphors (FPPT), 127–28
other people metaphors, 125–26
other sales metaphors, 128–30
personal metaphors, 122–24
physical action metaphors, 121–22
you metaphors, 124
Metaphor techniques, 121–32 (see also Sales stories and metaphors)
Million Dollar Roundtable, 258–59
Mind-reading questions, 150–54
Minimizing resistance, 14
Missing words, 89–92
subconscious mind, 90
Multi-sensory selling, 16
N
Name placement, as hidden command, 103–5
Negative emotional states, 22
Negative hypernesia, 20
Negative revivication, 22–25
Neuro-linguistic programming, 82
Non-verbal suggestions, 7
O
Objections, turning to advantage, 60–62
Other people metaphors, 125–26
Other sales metaphors, 128–30
P
Pacing techniques, 54–80
action words, 62–63
credibility-building, 57–59
differences in opinions, 59
trust-building, 53–80
turning objections to advantages, 60–62
using the future, 63
Personal metaphors, 122–23
Physical action metaphors, 121–22
Positive emotional states, 21
Posthypnotic responses, 32–36
cross-over selling, 35
posthypnotic suggestions, 213
waking hypnosis, 34
Powerful sales stories, 117–18
Psychotherapy, hypnosis in, 3
Q
Questions for closing sales, 135–57
embedded questions, 136–39
how to ask, 139–41, 154–56
how many to ask, 156–57
phrasing direct questions, 141–42
phrasing indirect questions, 147–49
intuitive link through mind reading, 150–54
positive results from negative questions, 149–50
superstar strategies, 142–47
when to ask, 139–41, 154–56
when not to ask, 136
R
Rapport-building, 53–80, 136
Re-accessing, 46
hypnotic instant replay, 46–49
Repetition techniques, 72–74
Resistance, of customers, 50
minimizing, 14
Revivication, 21–22
and romance, 24
conventional, disadvantages of, 188–89
with interactive high technology training, 185–201
S
Sales adverbs, 68
Sales hypnosis
as key to lifelong sales success, 257–63
learning by state-of-the-art technology, 183–202
Million Dollar Roundtable, 258–59
success secrets from a sales hypnosis superstar, 260–62
suggestion, 262–63
unfair advantage, 36–38
Wall Street Journal reports, 259–60
Sales Question Book, 146–47
Sales stories and metaphors, 111–33
equivalence, 126
hidden advantages of, 113–17, 119–21
hypnotic metaphor techniques, 121–32
most powerful types of 117–19
when to use, 117–19
Sales superstars
Ackerele, John, 109
Campbell, Neil, 56–57
Castillo, Leo, 79
Clyde, Kenny, 27–28, 37, 129, 154, 198
Del Dotto, Dave, 224
Frank, Seymour, 258–63
Halpern, Larry, 92–93
Kirk, Bill, 69
Knowles, Pat, 23–24, 84
McMahon, Ed, 231–55
Moss, John, 129–30
Olds, Mary, xvi-xvii
Olds, Tom, xiii-xvi, 163–164
Patterson, Joseph, 222–23, 225, 227–28
Salkind, Sonny, 8
Sweeney, Jim, 74, 98, 112–13, 225
Tortorice, Jack, 162
Sales superstars, strategies of, 142–47
Sales superstars, secret of, 1–11
Script books
customizing, 171–81
definition of, 161
developing and using, 159–69
finding writers for, 180
how to build, 166–69
how to use, 164–65
introduction to, 161–62
length of, 167
profiting by use of, 163–65
safety/security of, 179
sample pages, 173–77
sample sections, 167–69
and triggering creativity, 165–66
updating for fast action, 178–79
Self-hypnosis
becoming better learner, 218–19
effective self-hypnosis messages, 208–9
managing stress, 214–16
night use for morning start, 209–10
picking a focal point, 211
post-hypnotic suggestion, 213
profiting from today, 219
repetition, 204–5
transforming negative thoughts to positive action, 205–7
treating stress-related ailments, 216–18
unleashing power of, 203–20
using classical steps of, 210–13
using positive images, 207–8
Sense-sational selling, 16
Stock psychological profiles, 152
Story telling, as hidden command, 105–6
Subconscious mind, 90
Suggestion, power of, 262–63
Suggestions, irresistible, 5–9
extraverbal, 8
intraverbal, 8
non-verbal, 7
verbal, 5
Superwords, 102–3
Surprise, and breaking mind sets, 107–8
T
Taking the sale away, 87–89
Talking products, 109–10
Telemarketing effectiveness and high technology training, 196–98
Time distortion, 30–32
Tools of sales hypnosis, 13–38
Trance words, 106–7
Training needs, assessment of, 223–24
Training software, protection of, 200
Trust-building, 53–80, 136
Turning objections to advantages, 60–62
Twilight zone, 210
U
Unfreezing decisions, 94–95
V
Vague verbs, 95–97
Vocal flexibility
elements of, 49–50
intonations, 8
use of, 148, 153
voice matching techniques, 164
W
Waking hypnosis, 34
Y
Yes set, 70
You metaphors, 124