Embedded Suggestions and Commands
Embedded suggestions and commands work so effectively because, being almost invisible, they operate for the most part at the unconscious level, and thus are not likely to cause resistance. They are responded to below the level of awareness.
The tone of your voice and the emphasises you place on the embedded suggestions are also very important.
As you deliver the embedded suggestion, it is a good idea to tonally mark the parts you especially to what you want the other person to respond. Also by inserting the customer’s name next to the suggestion, you wish them to attend to ensure a response.
Embedded suggestions will be responded to at the unconscious level, so that resistance by the other person is avoided.
Using the embedded command: “Tell me, (client’s name)…….”
“Just suppose………..” will add weight to your embedded suggestions
“Just suppose you were to go ahead to-day and what need to happen for you to give me a decision right now”
“What would need to happen right now for you to place an order?”
“Are you happy to place an order now?”
“Is there anything else you need to know, or are you happy to go ahead right now?”
Colly Graham
salesxcellence
This is one of the more cerebral takes on selling I've ever seen.
ReplyDeleteWONDERFUL! Nice share, very expert on sales marketing :)
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