"I know you think you understand what you thought I said but I'm not sure you realize that what you heard is not what I meant"- Alan Greenspan
Commanding Peoples Brain To Listen
We all say great things to people.
But the people aren't listening!
So do we need more good things to say ... or do we need to learn how to get our people to listen to the good things we are already saying? 🙂
It is obvious. All of our talking is wasted on deaf ears.
The person's conscious mind can only hold one thought at a time, and trust me, it's not our thought.
When we move our lips to talk, our prospect's mind starts thinking:
"How long will this take?"
"Will I have to buy something?"
"Can I trust this person?"
"How do I know this is true?"
"He is going to ask me for money!" "Did I finish my work at my job today?"
"Will the children call me when they come home?"
"Should I think of excuses now?"
"Who fed the dog?"
"Will Survivor 13 get off of Island 14 tonight?"
"Why did I agree to talk to this person?"
"How are we going to pay the MasterCard bill on Friday?"
And all the prospect hears from us is mumble, mumble, mumble.
No wonder prospects say they have to think it over!
Talking isn't the key.
Getting people to REALLY listen must be our top priority.
What we have to do is to command the prospect's brain to freeze, to come to a complete stop, and to totally focus on what we are about to say. Advertisers do it. And they get most of our prospects' money. If we want to compete, we too will have to command some programs in our prospects' subconscious minds.
Want an example of how this works? Well, I could give you a killer example, but ... there is a catch. See what happened?
Most people have a sub-program (under the survival program) called:
"Watch out for the catch." They are always thinking in the background:
"Watch for the catch. It's probably too good to be true. There's always a catch. Guard the money. Don't commit.
Watch for the catch." And when you say: "There is a catch:"
This program takes over and says: "SHOWTIME!"
And shuts down the brain's chatter and totally focuses on what you are about to say next, because it is programmed to look for the catch.
So you could freeze a prospect's mind and get in some good information with a simple command statement like this:
"Mr. Prospect, with our program, you can earn a big part-time income. While this sounds good, there is a catch.
Once you start getting these part-time bonus checks, you might start considering your boss's commands as simply ... suggestions."
"Mr. Prospect, with our program, you can ___________. While this sounds good, there is a catch. (pause)
Once you __________."