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Secrets of Hypnotic Trust and Rapport

Guest post by: David Kynan

Article Overview: The most important question you can ever be asked if in sales is: do your clients and prospects trust you? Trust is the basis of all influence. Without it influence does not happen. Now the question is, how do you put your clients in states of deep hypnotic trust and rapport?

Secrets of Hypnotic Trust and Rapport

He was struggling with his business, making pitch after pitch, but failing to make the sale. Why is that, I thought curiously. I loved his product and although it was a high-ticket item, I knew it provided real value. I observed him in action and quickly found just what was missing… and what would turn his sales around: the secrets of hypnotic trust.

Just months later he came to me and said, “When you taught me about hypnotic trust I didn’t really believe that I would be able to put people into a ‘buying trance’ but it really works! People listen to me, they open up to me and the impact on my sales is drastic!”

Have you ever met someone who you liked and trusted instantaneously, without fully knowing why? Top sales people are able to trigger hypnotic trust as if effortlessly. Something about them makes us feel comfortable, makes us feel that they have our best interests in hands and we trust them.

Would you buy from someone you didn’t trust? How could you?

Being able to win trust is absolutely the most vital skill in sales. It’s what differentiates the struggling rookie from the sales superstar… and most sales people don’t know what it is or how to do it!

In the groundbreaking book Unlimited Selling Power: How to Master Hypnotic Selling Skills, Donald Moine and Kenneth Lloyd say that “Trust is perhaps the most powerful communication shortcut in existence.” My own business transformed when I mastered the principles of hypnotic trust and rapport.

Rapport is not the same a getting someone to like you and the skills of hypnotic trust are not human relations principles. Sure, if you talk about something you both have in common and talk about something of interest to another, they may begin to like you and want to do business with you… but liking is not the same as deep hypnotic trust. If you only rely on human relations principles to make the sale and if all you do is try to get people to like you, your income will plateau, and the people you could really offer value to may choose someone else- someone they trust even more deeply.

Again and again my clients tell me, “I just had a good feeling about you.” My clients have every reason to have a good feeling about me because when we work together we are absolutely going to transform their life, but they won’t necessarily know that at the start. I have to know how to win their trust and confidence so there is no doubt in their mind. If I cannot win their trust immediately when we meet, they won’t choose to do business with me and we’ll both lose out.

What happens when you don’t trust someone? Your defenses are up, you resist and you won’t follow their advice or do what they suggest. Why would you?

In sales, the clock is ticking. You don’t have months and years to develop a relationship and build trust- you have seconds!

Hypnotic trust is known as rapport in the world of sales. What is rapport? Well, first of all, it’s just a word! If I tell you to establish rapport with someone your clients or to connect with them, I have not given you any specific information. I have not told you what specifically to do or how to do it.

Now, from studying the world’s top sellers and communicators, we have found the building blocks of rapport, the elements that go into building a deep sense of trust and connection, elements that can now be taught and learned.

What if you could command immediate confidence and build instantaneous trust? What would happen in your relationships, your career and your finances? Until you begin to develop the ability to induce your clients in a state of deep trust, you will have no idea how far-reaching the power of rapport really is.

Rapport occurs naturally between people. Think of two close friends dining out- they use the same tonality and volume, they use the same words and speak at the same rate. Their communication is like a dance, an effortless flow of give and take, a perfect synchrony of words, gestures and responses.

Although rapport tends to happen naturally, it can be totally absent in a sales situation. If your client knows you want to sell them something and you don’t establish and deepen rapport, they won’t trust you and they won’t buy from you. If you are struggling with your sales you may be skipping rapport altogether and then wondering why it’s so tough to succeed. If you don’t get trust you’re wasting your time.

So how do you induce a state of hypnotic trust?

To put your client in a state of trust, there are a number of specific things you must do with your body, your voice and your words, but the gestures, actions and words are worthless if you don’t have the prerequisites of hypnotic trust in your mind.

Rapport is the most human of abilities. It begins when you meet another person and value them and their needs. When you honour who they are and accept them fully as they are, they will feel safe and cared for. When you give someone what Carl Roger’s called “unconditional positive regard” and you give them your undivided attention, they will respect and trust you. Think of the opposite- you meet someone and you judge them, you see them as unimportant and you think, “How can I get this person to buy something?” Rapport will instantaneously vanish!

Judgement is the enemy of rapport and hypnotic trust. Beneath the surface of the capacity to induce hypnotic trust is the realization that all people are different. Each of us has different values, beliefs, desires, different ways of thinking and different ways of communicating. When I meet anyone, I have total and complete respect and honour for who they are as a person. It doesn’t matter what they believe, what they say or what kind of problems, fears or insecurities they have. When you honour someone’s humanity, you create a powerful bond of confidence and faith.

There is something that is often absent from human communication. What is it? It’s called listening, and it seems to be rare in sales situations. Salespeople fall into the trap of telling, telling, telling and pitching, pitching, pitching. When you have unconditional positive regard for your client you can begin to listen and they will open up to you. Then you can gather all the information you need to provide solutions to their troubles. After all, that’s why they are talking to you!

Once you have the groundwork in order, you can add in the other elements of hypnotic trust. The building blocks of hypnotic trust involve the way you use your body, your gestures, and your words.

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Article Tags: hypnotic selling, Montreal covert influence, Montreal sales coach, Montreal sales coaching, nlp sales, persuasion influence, sales hypnosis, sales training



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