Three Hypnotic “Power Words” To Increase Sales - Part 2

As we continue our series on hypnotic words that will help to increase your sales. In the first article we explore the word imagine, today we will take a look at the word, you.

Why it’s hypnotic

When a person says “You” it is essentially a placeholder for your name.

Yes, this is obvious. The most hypnotic words we have are some of the easiest words. But people often try free or guaranteed in place of this powerful word and the truth is that it works.

Your Name.

There’s a good chance you don’t know how enchanting your name can be.

People are far more likely to purchase something from you when they have similar sounding letters in their first or last name. This is according to The Journal of Consumer Research. In fact, you are more likely to marry someone who has the same initials as you do.

This about your own experienced with buying. Don’t you automatically want to be friends with those who share your name? There is a sense these individuals deserve more of a chance to know you than others. Look at actors. I am not a fan of David Tennant based on his talent alone. Instead, I feel like I ought to like him based on his name.

E-mail marketers have attempted this trick. They stick your name in subject lines and sprinkle your name throughout their sales pitch.

But they fail when they do this. Why? Because it comes across as artificial and you can sense there is something wrong with it. Not because you have no idea who the person is, but because when your name appears throughout a message from someone you love, it is usually tied to you doing something wrong. Such as a friend telling you that you better watch your back. In fact, the stranger using your name just comes across as scary and ominous.

Telemarketers will also do this in an effort to build rapport with you. In this case, it also doesn’t feel right.

The truth is a person’s name has the potential to be a powerful tool, but only when used correctly. So people often struggle with it.

The word ‘you’ is very different. It is naturally used in conversations and you won’t come across as anything more than genuine when you use it. It gives you the same powerful feeling you have when you use a person’s name the first time, but without the creep factor.

So what makes this word so incredibly hypnotic? The fact it has a psychological effect attached to it. This is known as the Fundamental Attribution Error. At our roots, we are critical of people. But our minds take a break as we evaluate ourselves. This is when our analytical part doesn’t kick in. There’s a good chance you’ve noticed other oblivious jerks who have made your life miserable.

When people talk about us, we are lulled in the moment. But when they are saying something that is critical, they begin to stimulate our unconscious mind.

Guess what? When those stimulations are things we love, are passionate about, like goals or ambitions, or even emotions that will continue to stimulate the mind and help to build a rapport with others through their subconscious. All with the simple use of the word, you.

Gregg Swanson is a sales performance consultant and business coach and has authored several books and numerous articles on peak performance. Gregg specializes helping sales professionals develop mental strength for optimum sales performance.  You can pick-up your complementary report, “The Most Critical Step in Sales” by going HERE.