Four Essential Steps to Master Converational Hypnosis

Until recently, Dr. Erickson was considered a "born hypnotist," not
unlike the prodigies who are highly gifted in music or the arts or the sciences.
His abilities seemed to be nothing less than miraculous. As a result, it was
believed that many of his methods could not be taught to others.

Since Dr. Erickson's methods are conversational in nature, they do
not rely on eye closure, relaxation or sleepiness. Erickson's genius was in
devising a type of hypnotic induction which sounded completely natural
and conversational. The subject did not perceive it as "hypnosis" and yet
the subject might be placed in a very deep trance. His powerful indirect
approach relies on four essential steps:

Step 1 : Hold and Fixate the Client's Attention

This step uses specific techniques to attract and keep the full attention and concentration of the client. Whereas classical ("direct") hypnosis typically called for a device or stimulus on which the client would focus, such as the crystal ball or shiny, swinging gold watch,indirect hypnosis frequent& focuses on events, emotions or beliefs.


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Step 2: Present Undeniably Truthful ideas That Are impossibIe to Disagree With

The second step of conversational hypnosis is to present ideas or
perceptions which are impossible for the client or customer to disagree with.
These ideas or perceptions will also show the client that you understand his
or her position and needs, and will help the client recognize that you can help.

her position and needs, and will help the client recognize that you can help.
Ronald Reagan knows how to move a crowd of people with words. If
you listen carefully, you will note that he usually starts his speeches by
mentioning certain current events or news items that everyone is familiar
with. These are the undeniably truthfulfacts which start to induce the conversational hypnosis.


Easily become an expert in The Persuasion
Paradigm.
1. Absorb Attention
2. Bypass The Conscious Mind
3. Induce the Desired Feeling or Emotion
4. Intensify the Feeling or Emotion
5. Link the Feeling or Emotion to Desired Action!
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He starts to talk about them in a low-key non-partisan way
that cannot be disagreed with. Whether you like Reagan or not, you soon find
yourself nodding your head in agreement over these "minor" points.
Because the earliest words of his speeches match or nearly match the
subconscious thoughts of many listeners, Reagan rapidly builds uust. We
all trust and like people like ourselves, and through strategically using these
forms of conversational hypnosis, Reagan indirectly communicates "I am
like you are. We are seeing eye to eye. You are safe with me. We understand
one another."

Step 3: Increase the Client's Need and Readiness to Respond and Take Action

To increase the client's desire to take action, it is frequently necessary
to free the client from fixed mental habits. This is perhaps the one area which
has been most neglected or overlooked in conventional sales training.

One powerful way to build the need to respond is to present the client
with ideas that are acceptable, but quite unexpected. This puts the client
into the positionof "being between decisions." At this point, as Dr. Erickson
stated, the client is in the uneasy position of "teetering." You can frequently
get movement and get a decision made once you get the client teetering.


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1. How To Absorb Their Attention
2. How To Bypass The Conscious Mind
3. Access Unconscious Responses
4. Amplify & Direct The Unconscious Responses
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In our sales training seminars, we describe the prospect at this point
as a man floating in a sea of confusion. He will grasp at anything which
looks like a life preserver or the solution to his problems. The prospect
becomes quite anxious to end the uncertainty. To most people, uncertainty
is an unpleasant mental state. The client at this point will welcome a
decision-a decision that may well have been rejected in its entirety ifmade
at the outset.

Let's look at an example of how Erickson used conversational hypnosis
to increase the desire to take action. Milton Erickson had a number of
severely obese patients in his practice. These patients feared that their
appetite and their weight were out of control. He would hypnotize them and
suggest they intentionally gain weight, to learn that they could in fact control
their bodies. This was, for many patients, theJirst time an authorityfigure
had ever told them to gain weight. It was a totally new experience! Once
they gained the feeling of control by intentionally making their weight goup, it was usually a relatively simple matter for Erickson to show them how
to intentionally make their weight go down, permanently

The carell use of a surprising statement can get your customers to take
a fresh look at your products or services. If you have a "know-it-all"
customer, you need to use mildly surprising statements to re-educate that
customer so that he or she will take action.


Step 4: Provide the Client or Prospect wifh Clear and Direct Actions to Take During and After the Session

You have your customer's attention. You have used undeniably truthful
statements to build a climate of agreement. You have increased your
customer's readiness to take action. Now, you need to guide your client
down the desired action pathway.

Use age progression to take your client into the future. Have your client
imagine every possible negative situation that could impact on his making
the purchase decision. Then, while the client is still "living in thefuture,"
solve every one of these problems. This will remove any remaining anxiety
about the purchase and will also insure against buyer's remorse later.

If you cannot solve every problem surrounding the purchase, this may
not be the right product for that customer. Do another needs assessment to
make sure you are selling the customer something he needs and something
he can afford.

'Hypnotist' thief hunted in Italy

As Reported By The BBC & MSNBC News

Police in Italy have issued footage of a man who is suspected of hypnotising supermarket checkout staff to hand over money from their cash registers.

In every case, the last thing staff reportedly remember is the thief leaning over and saying: "Look into my eyes", before finding the till empty.

In the latest incident captured on CCTV, he targeted a bank at Ancona in northern Italy, then calmly walked out.

A female bank clerk reportedly handed over nearly 800 euros (£630).

The cashier who was shown the video footage has no memory of the incident, according to Italian media, and only realised what had happened when she saw the money missing.

CCTV from the bank showed her apparently being hypnotised by the man, according to the reports.

Italian police believe the suspect could be of Indian or North African extraction.

Click Here To See The Full BBC Report For Yourself

The Man Behind the Miracle of Conversational Hypnosis

Dr. Erickson authored over 100 articles and several books on
hypnosis, and he was the founder of the American Society of Clinical
Hypnosis. When people described him, the most common statement they
made was that he was the doctor who could perform miracles. His successful
treatment of untreatable problems, ranging from cancer to paralysis
to psychosis, was legendary. Was it magic? Was it animal
magnetism? Was it medicine? Whatever it was, Dr. Erickson was consistently
able to successfully treat medical and psychological conditions
that had been regarded as hopeless. Some of his successes seemed to defy
scientific explanation.

Do you think it is possible to hypnotize someone without their being
aware that they are being hypnotized? Do you think it is possible to deeply
hypnotize someone without having them close their eyes, or without their
"going asleep"? These forms of conversational hypnosis occur every
day. Top salespeople, politicians, religious leaders, and even parents,
have been doing it for hundreds, or even thousands of years. What Dr.
Erickson did was not new, but he did take these forms of indirect and
conversational hypnosis to new levels of sophistication and effectiveness.

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In the early years of his career, the fact that Erickson's word magic
defied scientific explanation did not make him particularly popular
among his peers in the medical profession. From the medical point of
view, cures that cannot be readily explained are sometimes regarded with
suspicion. In fact, in the early 1950s, the American Medical Association
tried unsuccessfullj to revoke his medical license. It took the passage of
many years for Dr. Erickson's skills as a hypnotist to be understood and
accepted. It is indeed ironic that, by the end of his career, Erickson had
received almost every available high honor and accolade the American
Medical Association gives in the field of psychiatry.

His home office in Arizona became an international meeting-place
for psychologists, psychiatrists, linguists and communications researchers.
While over two dozen books have now been published on Erickson
and his methods of indirect hypnosis, none have shown how these powerful communications techniques can be applied to sales. In the succeeding
chapters of this book, we will present these new applications of
conversational hypnosis.

How Conversational Hypnosis Works

While indirect or conversational hypnosis has been used for thousands
of years by religious leaders, political leaders, teachers, parents and others,
only recently have researchers figured out how indirect hypnosis works.
Now that the structure of indirect hypnosis has been identified, conversational
hypnosis can be systematically taught.

The structure of indirect hypnosis was first described by Richard
Bandler and John Grinder. Bandler and Grinder intensively studied Dr.
MiltonErickson, who is acclaimed as the world's greatest hypnotist. Enckson
was able to induce hypnotic states through conversational methods in
nearly everyone he met. Patients and other doctors traveled from around the
world to be treated by Dr. Erickson at his Phoenix home. Let's look at a few
examples of the indirect hypnosis Erickson used.

While teaching at a medical school, Erickson was warned by the dean
that one of the finest students in the school hated psychiatry. This student,
who was considered a genius in pathology studies, took every opportunity
he could to insult psychiatry professors. He was considered unmanageable
and was feared by the entire psychiatry staff. This student was scheduled to
take Erickson's psychiatry course.

When giving the first homework assignment, a book review, to the
class, Erickson looked directly into the eyes of this difficult student and
explained in his unique mesmerizing fashion that doing a good book review
ismuchlike studying a pathology slide. As Erickson talked about pathology,
he captured this student's full attention. Erickson then overlapped pathology
and psychiatry, pathology and psychiatry, showing numerous hidden links
and connections between the two medical specializations until they seemed
as closely related as brother and sister.

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* The How To Destroy Resistance With Stories Cheat Sheets

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This difficult student had previously told the dean of the medical
school that he would not do any of the work that any psychiatry professor
assigned him. However, after listening to Erickson's hypnotic lecture
intertwining pathology and psychiatry, he went home that weekend and
couldn't forget what Erickson had said. His mind focused on "examining a
good psychiatry book is like studying a pathology slide." On Monday, this
"difficult student" handed in one of the finest and most insightful psychiatry
book reviews anyone on the psychiatry faculty had ever seen.

Another medical student suffered from extremely low self-esteem. He
had an artificial leg. Depressed and withdrawn, he would not socialize with
other medical students. Erickson himself suffered two severe bouts with
polio and was largely confined to a wheelchair. Erickson was intent on
restoring this young student's self-esteem. A world-renowned researcher and
clinician, Erickson knew that a physical handicap should not interfere with
one's self-esteem or mental functioning. Everyone else's attempts to raise
this young man's self-esteem had failed.

One day Erickson arranged to have the elevators get stuck in the
classroom building he taught in. As Erickson came into the lobby, he saw a
group of medical students, including the young man with the artificial leg,
waiting for the elevator. After waiting with them for a few minutes, the
famous Dr. Erickson turned to the student with the artificial leg and said,
"Let's us cripples hobble upstairs and leave the elevator for the able-bodied."

"Us cripples," the young medical student with the artificial leg and the
famous Dr. Milton Erickson (who suffered from polio) hobbled up the stairs
before the able-bodied students even got into the elevator. As they entered the
room before anyone else, Erickson looked into the eyes of the young medical
student and smiled. A deep connection was made-Mesmer would have called
it "animal magnetism." When the able-bodied students walked in, the young
medical student with the artificial leg projected a new self-confidence. In a
matter of an hour, the young student had made three new friends and was on
his way to building a strong new identity as a strong, healthy person.

In psychology and psychiatry, it is rarely possible to say that any one
individual is "the best" in dealing with complex human problems. This is not
the case for modem indirect hypnosis. There is little doubt that Milton H.
Erickson, M.D. was, until his death in 1981, the world's foremostpractitioner
of medical and psychological hypnosis. Throughout his last twenty years,
researchers came non-stop from around the world to study the methods of
conversational hypnosis he developed.

In recent study,scientists have found that top negotiators use conversational hypnosis, as do the best attorneys and the most charismatic ministers and preachers.These powerful techniques can now be learned and used, for the first time, by the rest of us.

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