Hypnotic-selling-stories

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________

NOTICE: You Do NOT Have the Right to Reprint or Resell This eBook! You Also MAY NOT Give Away, Sell or Share the Content Herein If you purchased this ebook from anywhere other than http://www.HypnoticSellingStories.com or http://www.HypnoticLibrary.com , you have a pirated copy. Please help stop internet crime by reporting this to: mailto:[email protected]

Copyright 2002 - 2004 Dr. Joe Vitale

ALL RIGHTS RESERVED. No part of this report may be reproduced or transmitted in any form whatsoever, electronic, or mechanical, including photocopying, recording, or by any informational storage or retrieval system without the expressed written, dated and signed permission from the author.

LIMITS OF LIABILITY / DISCLAIMER OF WARRANTY: The authors and publisher of this book have used their best efforts in preparing this material. The authors and publisher make no representation or warranties with respect to the accuracy, applicability, fitness, or completeness of the contents of this program. They disclaim any warranties (expressed or implied), merchantability, or fitness for any particular purpose. The authors and publisher shall in no event be held liable for any loss or other damages, including but not limited to special, incidental, consequential, or other damages. As always, the advice of a competent legal, tax, accounting or other professional should be sought. This manual contains material protected under International and Federal Copyright laws and Treaties. Any unauthorized reprint or use of this material in prohibited.

www.hypnoticsellingstories.com 2

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________

How to Get Started One of the most difficult things to do in starting any business, including an Internet business, is getting started right. In order to get the most out of your relationship with Nitro Marketing, we’ve created some first steps you can take that will help you get a leg up in your business.

4 Steps You Can Take Today To Boost Your Online Business STEP 1: Has your "Big Break" eluded you up until now? Nitro now offers everyone a way to work with us on rewarding online projects and get paid, no matter what level of experience you currently have. We have 3 different routes you can go down, all the way from teaming up with us as one of our Nitro “Project Managers”, to receiving all the tools and step-by-step training needed to show you how to start your own internet business from scratch. We even offer you a way to make money with just an idea, basically you give us your great idea, and we turn it into a business and you sit back and get a cut of the profits. Get all the details on the 3 specific programs at: www.NitroProjects.com STEP 2: One hour, dozens of great ideas, and years of fat profits... Listen in for free as successful marketers and business owners share their secrets to success with you every month. It’ll be the best 90 minutes you spend every month – GUARANTEED! Sign up for free at: www.NitroWebCasts.com STEP 3: If you like this product, we’ll pay you to tell others about! Nitro Marketing has one of the most lucrative affiliate referral programs on the Internet. • • • • •

60+ high converting products Lifetime commissions on everybody you refer Residual commissions on our popular monthly services Commissions as high as $100 and $200 per sale. Super easy tools and training to help you tell others!

Find out more and sign up for free today at: www.NitroAffiliates.com STEP 4: You can get free samples of many of the products available from Nitro Marketing so you can check out the quality of the information and tactics. Profit from the information, knowledge, and tools available to you at: www.NitroMarketing.com/products.html www.hypnoticsellingstories.com 3

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________

People Who Bought HYPNOTIC SELLING STORIES Also Bought... Over the years, we’ve developed a very good relationship with our community of budding – and very successful – Internet marketers. And, we’ve noticed that one of the overriding characteristics of the successful marketers is their lifelong commitment to ongoing education – they never stop learning. In order to succeed in this business, you need to immerse yourself not only in the latest technology and trends, but also in the fundamentals of direct marketing. Good copywriting is the single most important skill you can learn, followed closely by a genuine understanding of human nature. As you absorb the powerful content of “Hypnotic Selling Stories,” I’m sure you will be looking forward to the next great learning vehicle. So, here are some of the products that complement the information in “Hypnotic Selling Stories”: •

Hypnotic Library – The Hypnotic Library Super Package is a CD-ROM packed tight with a complete collection of Joe Vitale's popular series of hypnotic marketing products.

•

Magic Words That Bring You Riches - Written by Ted Nicholas, widely recognized as one of the greatest direct marketing wizards of all time. In "Magic Words" Ted reveals the 17 magic words that can make you a fortune.

•

Psychological Triggers - “Triggers” is a groundbreaking book that takes you deep inside the caverns of the human mind and reveals secret strategies you won't find elsewhere. No weapon ever forged in marketing has been as powerful as the knowledge of psychological triggers that cause people to buy what you’re selling.

•

Advertising Headlines That Make You Rich - David Garfinkel has been called the, "the world's greatest copywriting coach." He's a successful results oriented copywriter and his new ebook shows you exactly how to adapt proven money-making headlines to your business.

•

How To Create Net Profits On Demand - This is a complete audio and video course, with workbook manual, on How To Create Net Profits On Demand. Although the creator of this product, Joshua Shafran, has just recently started teaching his system, he has an amazing track record. In less than 4 years, he has created 20 businesses that have made over $ 30 million dollars. He has created a quick and easy bulletproof SYSTEM that has stood the test of time and consistently cranks out the profits. This is the exact formula Nitro uses to roll out successful project after successful project after successful project…

For more information about the complete lineup of powerful Nitro products, simply visit: www.NitroMarketing.com/products.html

www.hypnoticsellingstories.com 4

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________

Table of Contents PART I ........................................................................................................................................... 6 Chapter 1: What's Your Hidden Message? ................................................................................. 6 Chapter 2: What is a Hypnotic Selling Story? ............................................................................ 8 Chapter 3: Why Do Bad Things Happen To Us? ..................................................................... 15 Chapter 3: Why Do Bad Things Happen to Us?....................................................................... 18 Chapter 4: How to Easily Structure a Hypnotic Selling Story.................................................. 20 Chapter 5: What I Learned From the Sea Wolf ........................................................................ 22 Chapter 6: Your Turning Point Message .................................................................................. 24 Chapter 7: What Everyone Will Always Read ......................................................................... 26 Chapter 8: Your Connotation Is Showing................................................................................. 27 Chapter 9: What are My Secrets for Writing Hypnotic Selling Stories?.................................. 30 PART II........................................................................................................................................ 31 Chapter 10: Introduction by Larry Dotson................................................................................ 31 Chapter 11: How to Write Hypnotic Selling Stories with Little or No Writing ....................... 34 Chapter 12: A Step-By-Step Example of How to Create a Hypnotic Selling Story................. 36 Chapter 13: The Major Benefits of Hypnotic Selling Stories................................................... 38 Chapter 14: Hypnotic Selling Story Strategies ......................................................................... 43 Chapter 15: 80 Hypnotic Selling Story Ideas that Sell!............................................................ 49 Chapter 16: 38 Ways to Make Your Selling Story Extra Hypnotic.......................................... 51 Chapter 17: How to Create One-Line Hypnotic Selling Stories -- In Only Seconds! .............. 53 Chapter 18: How to Turn Your Selling Stories Into Multiple Marketing Tools ...................... 55 Chapter 19: 58 Formulas for Creating a Hypnotic Selling Story.............................................. 56 Bonus #1: The Amazing Psychological Trigger of Using Stories............................................ 58 Bonus #2: Storytelling Sells the Middle of Nowhere ............................................................... 61 Bonus #3: Covert Hypnosis Using Story .................................................................................. 66 About the Authors..................................................................................................................... 74

www.hypnoticsellingstories.com 5

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________

PART I by Joe Vitale

Chapter 1: What's Your Hidden Message? An Introduction by Joe Vitale

Nerissa and I were in Las Vegas seeing shows and having a blast. I have a dear friend there who now has his own show. Naturally we went to it. What we saw clearly illustrated something I want you to be aware of when creating your own Hypnotic Selling Stories. Our friend in Vegas is Dr. Scott Lewis. Scott is a wonderful person. He's smart, well-connected, motivated, and successful. He does a comedy hypnosis show every Monday night at the Riviera Hotel on the Strip. The show is high-energy and hilarious. When you get to Vegas, look up the show and see it. You'll love it. Near the end of the show Scott takes a moment to plug his book and tapes. His book is on fitness. His tapes are on weight loss. They are all excellent. Scott says, "If you use the materials and lose weight, I'll give you your money back." He then says you can have the bundle for only twenty bucks. Now let's stop right here and look at the situation. What do you think Scott's unintended message is? His spoken message is, "Get my tapes and you'll lose weight. I'll guarantee it by giving you your money back after you lose weight." But what's his hidden message? Scott confessed to Nerissa and I that he didn't sell many books or tapes. I told him I could see why. His guarantee didn't feel right. Something about it didn't set well with me, but I couldn't put my finger on it. It was Nerissa who clarified the problem. She said, "If you're offering to give people their money back if they lose weight, then you're saying the tapes won't work, else you would go broke giving money back to people who are now thin from the tapes." There it was. Even Scott hadn't seen it. His hidden and unintended message is that his tapes don't work. A better statement or guarantee would be something like, "Use my tapes for a month. If you don't lose weight, I'll give you your money back." See the difference? There are intended and unintended messages in every story you tell. The trick to creating a www.hypnoticsellingstories.com 6

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ Hypnotic Selling Story is being sure your hidden message is a persuasive and positive one. How can you discover the un-intended message in your stories? Easy. Look at your results. Scott said he wasn't selling many tapes. That was a clue. That's the signal to take a look at what you are saying -- and how people may be hearing what you are saying -- so you can adjust your message. It also helps to have others give their feedback. Scott benefited form the insights Nerissa and I gave him. As a result, he changed his pitch. And now he is selling more books and tapes. Remember, a Hypnotic Selling Story works on a below conscious level. What you say or write isn't as important as what people conclude from what you say or write. Take the story you just read. Yes, this one. This very introduction. What is the hidden message in it? There may be others, but certainly one of them is this: Nerissa is smart. Since she was the one who clarified the hidden message in Scott's pitch, the hidden message in this article is that Nerissa is a sharp cookie. Every story you tell or write has a hidden, often un-intended message. The secret to creating Hypnotic Selling Stories is to control what is hidden so what people unconsciously deduce is what you want them to conclude. All of this will become much clearer as you go through the pages of this book. For now, start asking yourself what your own stories might be conveying. You may be very surprised by what you discover!

www.hypnoticsellingstories.com 7

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________

Chapter 2: What is a Hypnotic Selling Story? Well, what IS a Hypnotic Selling Story, anyway? I think a few examples are in order here. If you’ve read many of my books, or visit my main Web site at www.mrfire.com much, you may have seen all or part of the following. That’s okay. I want you to read these examples again, this time with an eye for why they might be called Hypnotic Selling Stories. Here they are: Example #1 This long letter contains several stories. See how they engage you, pull at your heart, and urge you to connect with the people they talk about. Dear Friend, What would you do in these situations...? Mick Mickler is disabled. He's dependant on his wheelchair. He was forced to retire from his previous career. He has to find a job he can do from his home, that is easy, that lets him use his mind rather than his body, and that pays well. What would you suggest? Cheryl Sinclair worked for 20 years in the corporate world. When she decided to go out on her own, she struggled with what to do, what to call herself, and how to profit from her past experiences. What do you think she did? Monty Sharp wrote, "I was employed as a Rehabilitation Program Manager for a large health care company. While I was still at the "top of my game", there was something profoundly wrong inside. I felt lost and almost hopeless. On my precarious climb up the "enchanted" corporate ladder, I found instead with each rung only more disillusionment. I began to question why I had worked so hard and long for this." What would you advise Monty to do? Finally, Laura Terrebonne was laid off as a speech-language pathologist. She didn't know what to do to survive. She wrote, www.hypnoticsellingstories.com 8

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ "After spending over 10 years in the rehab field, I found myself with a masters degree in one hand and a pink slip in the other. I was embarrassed, humiliated and lost." What is she doing today? What would *you* be doing in each of the above cases? Each of the above people are real. They are like you. Or me. They reached a point where they wanted -- or needed -- a new career. And they each found it in the same place. What did they do? They all went into our training program and became coaches. Mick Mickler works from his wheelchair. He says he is now making more money than ever before. He's ecstatic! Cheryl Sinclair wrote, "My training at Comprehensive Coaching U has enabled me to put all my years of experience in working for companies into the success of my own coaching company. I feel I have an extraordinary life with an extremely fulfilling, limitless career! Monty Sharp wrote, "I now own my own growing coaching practice and I LOVE what I do! The training I have received at Comprehensive Coaching U has opened up for me new and exciting possibilities I had never really considered. It awakened skills that I possessed but that had been dormant. The exceptional teaching faculty both challenged and supported me every step of the process. Becoming a coach through Comprehensive Coaching U was the very best career move I ever made." And Laura Terrebonne smiles as she says, "I am quickly approaching $100,000/year. I live in small-town, USA, work from home and love my new career." You can follow their path, too. Maybe you were just laid off from work.

www.hypnoticsellingstories.com 9

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ Maybe you're ready for a career change. Maybe you're feeling a nudge from within to do something else. Maybe you love helping people and want to do that for a living. Maybe for some reason you need to work from your home. Or maybe you simply realize that you would love to make money in your own business, working from the comfort of your own home, being your own boss, and helping people go for their dreams -while they gladly pay you well for your service. If any of the above describes you, consider becoming a certified coach. It's a leading-edge career of the future. It's a way of being that allows you to work your own hours while you help people attain their goals. It's challenging, fun, profitable, and rewarding. You can work it part-time, or full-time. It's up to you. Where do you begin? Right here. You can register for our Certified Comprehensive Coaching Skills program. Within only a few weeks -- while you're still in the training -- you can be making $300 a month per client. In other words, you can get paid to be a coach while you are learning to be a coach! We've now taught more than 400 people -- including all the people mentioned above -- from all walks of life to become coaches. The process is simple and easy. For more information, write or call [email protected] Toll-Free: (877) 401-6165 There's no obligation to check this out. What you do right now creates your tomorrow. Why not act now? The next certification program begins April 1st. The one after it will be at a much higher price, so acting right now would be wise. www.hypnoticsellingstories.com 10

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ One phone call or one email and you can have any questions answered. Think of Mick, Cheryl, Monty, and Laura. They are living happy, productive, prosperous lives. You can be next. Simply write or call [email protected] Toll-Free: (877) 401-6165 Sincerely, Terri Levine Author of he #3 best-selling book, "Work Yourself Happy" and "Coaching For An Extraordinary Life" President, www.ComprehensiveCoachingU.com PS -- You should note that the fees for this course will jump in May. To get in now and save a lot of money, get information on the April 1st course. Again, just write or call [email protected] or 1-(877) 401-6165 Why not at least check this out for yourself? Example #2: This letter is one of my more famous ones. I wrote it quickly and spontaneously, right after hearing from my sister. The result was a sudden leap in my book sales at Amazon. I think the sincerity in this story makes it hypnotic. I’m nearly in tears… I was just in the bathroom, reading a letter from my sister, when I got to the line... "I got your book and I read it and I thought it was great. And after I read it, I went out and got myself a new car." I thought she was kidding. My sister has been on welfare, struggled to raise three kids, been www.hypnoticsellingstories.com 11

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ wrestling with health problems, and has fought toe to toe with poverty for years. I wrote my latest book, "Spiritual Marketing," for her, in an attempt to help her. But it wasn't until moments ago that I discovered that my book had such a profound impact on her that she not only read it, and liked it, but she went out and made a dream of hers come true. Later in the same letter she wrote, "Dad read your book before I did and he knew I wanted a new car and he told me that once I read your book he would guarantee that I would buy a new car." That's even more unbelievable. My father has never even acknowledged receiving any of my books, let alone taken the time to read them. But he read "Spiritual Marketing," and it apparently had an impact on him, too. I'm sharing all of this with you today because you are someone on my personal email list, and this is personal news which I think can inspire others to go for, and get, their dreams. Whether it's a new car, a new house, more money, real love, or happiness in this moment, it's all possible. Just ask my sister. Joe Vitale PS -- Amazon.com now carries "Spiritual Marketing." Example #3: This is a letter I wrote for Paul Lemberg. He wanted a “story selling” letter much like the one above. I probed for a story from his experience, he told me one, and I wrote the following. The dialogue in this one really brings the story to life. I didn't buy it for a second when the guy in my yard doing carpentry for me said -"I'm really a management consultant." Talk about being out of touch with reality. In my work as an executive coach I've seen many people off track with their goals, but this www.hypnoticsellingstories.com 12

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ guy took the cake. I decided to be blunt with him. "No, you're not," I said. "You're a carpenter pretending to be a management consultant." He looked sheepish and then admitted, "Well, I *want* to be a consultant." I saw an opportunity. "Tell you what," I began. "You do carpentry work for me and I'll give coaching to you." He agreed. He came and worked at my house and I gave him my CEO coaching, most of it straight from my latest book. Within three months he quit carpentry and became a full-time management consultant. He now makes six figures every year. He works in New York and Paris. And on top of that, he put together a blues band that caters to executives, playing original songs about the company's problems. He gets paid $25,000.00 PER performance. Not bad for a man who was really a management consultant but acted like he was a carpenter. Consider: Who are *you* saying you are while you are doing something else? Perhaps it's time to set yourself free. Paul Lemberg PS -- You can find my book, "Faster Than The Speed of Change," at www.amazon.com or at www.lemberg.com. For a free 30-minute phone consultation with me, call 1-760-741-1747. Example #4: The following is a true story. It was used often in fundraising efforts for the World of Dreams Foundation, a Canadian version of the Make A Wish Foundation at http://www.hopefdn.org. Sometimes you could feel the tears on the other end of the phone when it was finished. It always got a donation for the charity. (This was a spoken, not written, story.)

www.hypnoticsellingstories.com 13

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ There was a 4-year-old girl named Lisa, who was terminally ill from AIDS. When asked what her "dream" was, she replied, "I want a companion for two weeks, and a white frilly dress." When asked about the companion, she replied that she had spent her whole life in the hospital, and all the other children there only stayed for a week or less. She wanted someone to play with longer than that so they could become friends. When asked about the dress, she replied, "I know I'm going to die, and I want something pretty to be buried in." I suggest you study the above letters -- and any other stories that you feel are captivating---and ask yourself what makes them tick. In other words, try to understand the structure of the stories. Answer questions such as these: What makes you want to read the stories? Once you are started reading, what makes you want to keep reading? How do you feel after the story is over? What action do you want (or do you) take? How would you improve the stories? Your answers will help you understand how Hypnotic Selling Stories are created. Do that exercise now, and then move on to the next chapter…which begins with a fascinating question. (Note that you are probably eager to begin the next chapter….Why? Most likely because of the teaser I just left you with. When I wrote “…which begins with a fascinating question,” you were probably curious to know what the fascinating question is. Teasers are a great way to get people to pay attention to your story. It plays on curiosity, a powerful human emotion.)

www.hypnoticsellingstories.com 14

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________

Chapter 3: Why Do Bad Things Happen To Us? Last Friday morning my ex-wife was hit by a hit-and-run driver. She was driven off the road and crashed into a fence. She sustained a lower back vertebrae fracture. She was taken to the emergency room. I made the three hour drive to Houston to get to her, take her back to her home, and arrange for her care. I stayed with her in Houston for three days to be sure she could at least move about the house without falling. I also spent time wondering why bad things happen to us. At one point I was laying on the guest bed, looking around the room, thinking about all this, when my eyes landed on the only book in the room. It was a copy of Louise Hay's famous book, Heal Your Body: The Mental Causes for Physical Illness and the Way to Overcome Them. I quickly got up, got it, and flipped through it. I wanted to know why my ex had her accident. I also wanted to know why she had a broken bone in her back. What the book said confused me. Under "accident" I saw the reason, "Rebelling against authority." Supposedly a person who had an accident was unconsciously rebelling against authority. Yea, I know. It didn't make any sense to me, either. I then looked up "bone breaks." This time I was stunned. The book listed the reason for a fracture as "Rebelling against authority." I flipped through the entire book to be sure that wasn't the reason given for most problems or ailments. It wasn't. In fact, "rebelling against authority" rarely showed up, if at all, ever again in Hay's book. What did this mean? Was the book right? Was my ex rebelling against some authority? I couldn't imagine how or who. I let it go and didn't think much more about it until the next day, when my ex was conscious enough to talk to me. She and I had been married for more than twenty years. It was common for us to have philosophical discussions about the unseen reasons for outer events. So when we talked about her car accident, it was no surprise that she asked me what I thought the metaphysical reason was for the tragedy. "I don't really know," I told her, "but I can tell you what Louise Hay thinks."

www.hypnoticsellingstories.com 15

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ "Tell me." I then proceeded to explain the whole "authority rebellion" concept. When I was done, I asked my ex one question: "Does it mean anything to you?" She nodded. I was intrigued, to say the least. "Explain," I said. "I have a new manager at work," she began. "She's a former Marine, fresh out of the military, and very militant in her approach to being a manager. I don't like the way she does things." Talk about stunning me. Not only was Louise Hay right, but my ex saw the light at the end of the tunnel. An awful experience started to make sense to her. But we weren't done, of course. "Now we have to be sure you are complete with this issue," I said. "If you're not, you may have another accident." I went and got the Hay book. I opened it and read the remedy for the rebellion issue. It said to tell yourself the following: "In my world, I am my own authority, for I am the only one who thinks in my mind." My ex asked me to read the message to her five times. I did. She then smiled, relaxed, and went to sleep. I believe Hypnotic Selling Stories are like the experience I just described. We have the outer appearance -- the story, if you will -- and we have the inner cause -- the message, if you will. Whenever you create a story, you are creating it on two levels. That's how we create life itself. What happens to you just didn't "happen." There was an inner cause. It took place on the metal plane before it appeared on the physical plane. Stories are like that. They are first in your mind, then either spoken out loud or written down. Your job is to be sure you know what your inner message is, as that is what people will pick up on in an unconscious way. In reality, your unconscious will speak to their unconscious. And take a good look at this chapter. Why did you read it? www.hypnoticsellingstories.com 16

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ My guess is that my opening lines involved you right away. My first person narration of my ex's accident made you feel for her, and maybe for me. And there was also a level of suspense. You wanted to know what happened, and why. And you probably also enjoyed the dialogue, which is essential to bringing a story to life. All of these observations are key ingredients to creating a Hypnotic Selling Story. I invite you to re-read this chapter, stopping and asking yourself, "What did Joe say here that made me want to keep reading?" What you learn will take you forward to becoming your own master Hypnotic Selling Story-teller. Do it now. Re-read this chapter and pay attention to the places that your interest heightened. Then ask yourself why it happened. Believe me, this one exercise can triple your powers in creating Hypnotic Selling Stories.

www.hypnoticsellingstories.com 17

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________

Chapter 3: Why Do Bad Things Happen to Us? Last Friday morning my ex-wife was hit by a hit-and-run driver. She was driven off the road and crashed into a fence. She sustained a lower back vertebrae fracture and was taken to the emergency room. I made the three-hour drive to Houston to get to her, take her back to her home, and arrange for her care. I stayed with her in Houston for three days to be sure she could at least move about the house without falling. I also spent time wondering why bad things happen to us. At one point I was laying on the guest bed, looking around the room, thinking about all this, when my eyes landed on the only book in the room. It was a copy of Louise Hay's famous book, Heal Your Body: The Mental Causes for Physical Illness and the Way to Overcome Them. I quickly got up, got it, and flipped through it. I wanted to know why my ex had her accident. I also wanted to know why she had a broken bone in her back. What the book said confused me. Under "accident" I saw the reason, "Rebelling against authority." Supposedly a person who had an accident was unconsciously rebelling against authority. Yeah, I know. It didn't make any sense to me, either. I then looked up "bone breaks." This time I was stunned. The book listed the reason for a fracture as "Rebelling against authority." I flipped through the entire book to be sure that wasn't the reason given for most problems or ailments. It wasn't. In fact, "rebelling against authority" rarely showed up, if at all, ever again in Hay's book. What did this mean? Was the book right? Was my ex rebelling against some authority? I couldn't imagine how or who. I let it go and didn't think much more about it until the next day, when my ex was conscious enough to talk to me. She and I had been married for more than twenty years. It was common for us to have philosophical discussions about the unseen reasons for outer events. So when we talked about her car accident, it was no surprise that she asked me what I thought the metaphysical reason was for the tragedy. "I don't really know," I told her, "but I can tell you what Louise Hay thinks." "Tell me." I then proceeded to explain the whole "authority rebellion" concept. When I was done, I asked my ex one question: "Does it mean anything to you?" She nodded. I was intrigued, to say the least. "Explain," I said. "I have a new manager at work," she began. "She's a former Marine, fresh out of the military, and very militant in her approach to being a manager. I don't like the way she does things." www.hypnoticsellingstories.com 18

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ Talk about stunning me. Not only was Louise Hay right, but my ex saw the light at the end of the tunnel. An awful experience started to make sense to her. But we weren't done, of course. "Now we have to be sure you are complete with this issue," I said. "If you're not, you may have another accident." I went and got the Hay book. I opened it and read the remedy for the rebellion issue. It said to tell yourself the following: "In my world, I am my own authority, for I am the only one who thinks in my mind." My ex asked me to read the message to her five times. I did. She then smiled, relaxed, and went to sleep. I believe Hypnotic Selling Stories are like the experience I just described. We have the outer appearance---the story, if you will---and we have the inner cause---the message, if you will. Whenever you create a story, you are creating it on two levels. That's how we create life itself. What happens to you just didn't "happen." There was an inner cause. It took place on the metal plane before it appeared on the physical plane. Stories are like that. They are first in your mind, then either spoken out loud or written down. Your job is to be sure you know what your inner message is, as that is what people will pick up on in an unconscious way. In reality, your unconscious will speak to their unconscious. And take a good look at this chapter. Why did you read it? My guess is that my opening lines involved you right away. My first person narration of my ex's accident made you feel for her, and maybe for me. And there was also a level of suspense. You wanted to know what happened, and why. And you probably also enjoyed the dialogue, which is essential to bringing a story to life. All of these observations are key ingredients to creating a Hypnotic Selling Story. I invite you to re-read this chapter, stopping and asking yourself, "What did Joe say here that made me want to keep reading?" What you learn will take you forward to becoming your own master Hypnotic Selling Story-teller. Do it now. Re-read this chapter and pay attention to the places that your interest heightened. Then ask yourself why it happened. Believe me, this one exercise can *triple* your powers in creating Hypnotic Selling Stories.

www.hypnoticsellingstories.com 19

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________

Chapter 4: How to Easily Structure a Hypnotic Selling Story How do you create your own Hypnotic Selling Stories? I'm often asked that question. I realize it is the number one stumbling block for anyone trying to create sales letters, telephone pitches, or even ads. Just how do you structure a Hypnotic Selling Story, anyway? Basically, I follow a formula that hasn't been improved on in almost 2,500 years. Here it is: First, I grab attention. Then I create a desire for resolution. Then I offer a solution. And then I explain how to get that solution. If you know anything about Aristotle, you know the formula I just gave you is straight from his ancient Greek mind. He just used fancier terms than me. 1. 2. 3. 4.

Exordium. A shocking statement or story to get attention. Narratio. You pose the problem the reader/listener is having. Confirmatio. You offer a solution to the problem. Peroratio. You state the benefits of action on the solution.

Let's take this apart and make practical sense out of it. First, you need an opener that stops people. An Exordium. In these busy days, without something to get people to stop, look, and listen, you don't have a chance to sell them anything. So how do you get their attention? Here are a few ways: • • • • • • •

Call them by name. Be silent. Ask a question. State a startling fact. Quote someone famous. Explode something. Interrupt their path.

Those are just some ways to get attention. I suggest you let go and let your mind be creative. Think like a wild little kid. Go crazy. Zany. Gonzo. Next, state the problem. The Narratio. How do you do this? Answer these questions:

www.hypnoticsellingstories.com 20

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ • • • •

What's going on in your readers' mind? What's their ache? What keeps them up at night? What would they pay to remove?

Next, offer a solution. The Confirmatio. Here are some ways to do just that: • • • •

Explain how your product or service solves the problem. Paint a picture of someone using your goods. Talk about someone who is now better due to you. Demonstrate what you are selling.

Finally, ask for the order. The Peroratio. Here are some ways to do that: • • • • •

Give your phone, fax, e-mail, or other contact information. Hand them an order form. Show them your Web site. Hand them a pen and ask them to sign your agreement. Talk about the procedure someone else did to get the solution.

That's it. All of the above will help you create an interesting story. But for you to create a true Hypnotic Selling Story, you need to say all of the above without specifically addressing the person you want to sell. I'll repeat that: "For you to create a true Hypnotic Selling Story, you need to say all of the above without specifically addressing the person you want to sell." How do you accomplish that feat? Easy. Talk about someone else. In other words, you still use Aristotle's tried and true formula, but you do it without any direct selling. Instead of telling the person "You have a problem and I have the solution," you say "I know someone who had this problem and I gave him this solution." See the difference? The old way of selling is to go directly after the prospect's wallet or purse. The new way of selling is to dangle a hypnotic story before them that leaves them reaching for their wallet or purse and handing it to you. Try your hand at writing your own Hypnotic Selling Story using the above four points, and then move on to the next chapter. www.hypnoticsellingstories.com 21

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________

Chapter 5: What I Learned From the Sea Wolf One of the writers who deeply affected me growing up was Jack London. He's probably most famous for the book, The Call of the Wild. But he wrote more than fifty books. Some of them non-fiction. A few autobiographical. But by far most of them were great works of fiction. One of my favourites was called The Sea Wolf. One thing I learned from Jack London is to never... Before I explain what I learned, let me point out that Jack London was a powerhouse writer. He wrote adventure tales packed with energy, conflict, and character. Whether the lead character was a person or an animal, you could always identify with them. In The Sea Wolf, the lead character is the captain, called the sea wolf. He's mad. He's insane. And he's driving our narrator and everyone else batty, as well. But you get to know the captain through the book. You learn he's smart, well read, articulate, and a bit of a tetestorene freak. But what could you expect when he came from the mind of Jack London, one of America's most popular he-man authors of the early part of the 1900s. London himself was a sailor. He had spent time on the sea, owned boats, wrote of his travels, and lived life to it's fullest. One of my favourite quotes by him is this: "I would rather be ashes than dust! "I would rather that my ashes should burn out in a brilliant blaze than it should be stifled by dry rot. "I would rather be a superb meteor, every atom of me in magnificent glow, than a sleepy and permanent planet. The proper function of a man is to live, not to exist. I shall not waste my days trying to prolong them. I shall use my time." No wonder he was dead by the age of 40. He lived a hard, active, wild life, and regretted none of it. You can imagine my thrill when I went to the Jack London Ranch outside of San Francisco at the end of 2000. I went to San Francisco to be interviewed on a new television show. While there, I rented a car and headed out to Jack London country. I went to his famous home, too, called Wolf Mansion. I walked around what was left of it, anyway. It had burned nearly completely to the ground before London ever got to move into it. And I went to London's grave. He was cremated and put under one of the giant volcanic red boulders on his property. www.hypnoticsellingstories.com 22

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ I also went inside a museum on the property, now part of the California parks system, and saw an old movie with Jack London in it. It was of course a black and white film, a silent one, but Jack London's smile lit up the frames. It was incredible to see this hero of mine so obviously alive, to realize he did indeed once live and walk the earth, just like you, or me. What I learned from Jack London's writing, and especially from The Sea Wolf, was to keep readers hooked by not giving them an ending to something you know they wanted to see resolved. In other words, many of London's chapters ended right when new conflict bubbled up. You had no recourse but to keep reading in order to resolve the tension London had created. In essence, he had hypnotized you to keep reading. I did the same thing at the beginning of this chapter. When I said, "One thing I learned from Jack London is to never...," I was setting you up for a lock down in this chapter. In short, I held your attention by not resolving the statement I began and betted you wanted to hear the ending of. And that's a secret to created Hypnotic Selling Stories. You have to keep your readers or listeners engaged. One way to do that is to tell them you're about to say something important...and then go into a new subject, with the promise that you'll return to the original one in a minute. Believe me, it works every time. It got you to read this entire chapter, didn't it?

www.hypnoticsellingstories.com 23

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________

Chapter 6: Your Turning Point Message Last night Nerissa and I watched the movie "The Rookie." We loved it. It's the inspiring true story of an older man who gets a chance to pursue his dream of playing major league baseball. It's a great movie. The ads for the movie all say it's about going for your dreams. They're right. The movie certainly nudges you in that direction. But that's not all the movie has to offer. Every movie -- every book, play, article, sales pitch, or anything else that might be called a story -- has what I call a "Turning Point Message." You can call it a TPM, for the sake of sounding cool. A TPM is usually one line that causes the story to almost completely turn around. It might seem like the motto of the movie. Or the main message of the story. Or even just a mental stumper to get you to think. It will often feel like the philosophical foundation for the entire story. A TPM is the central message of the story that causes the lead character to rethink what he or she is doing, or even to cause you, the witness to the story, to rethink what you are doing. It's usually given at the point of dramatic transformation, when the entire plot changes or the main character changes. Last night, while watching the movie "The Rookie," we heard the TPM two-thirds of the way through the story. The main character has a chance to pursue his dream of playing baseball again. He's troubled. He doesn't know what to do. Does he leave his family and his job and go on the road playing ball again? He goes to his father, who he has a strained relationship with, to get advice. That's when you hear the TPM. The character's father says, "It's fine to do what you want to do but sooner or later you have to do what you were meant to do." There it is. It's the turning point in the movie. It's the line that makes the character at first angry. And it's the line that stayed with Nerissa and I long after the movie ended. We even talked about it over breakfast this morning. Every Hypnotic Selling Story has a TPM. Take the movie "Good Will Hunting," another one of my all-time favorite films. The TPM in it occurs when the troubled youth hears his counselor repeatedly tell him, "It's not your fault...It's not your fault...It's not your fault." Without a TPM, a story lacks heart. Your story might have character, conflict, and even humour. But without the TPM, it lacks a core that will make it unforgettable.

www.hypnoticsellingstories.com 24

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ Let's say you are creating a story about how someone used your product or service and made a difference in their lives. Any story will do. You might even tell about your own experience with your product or service. But add a TBM and your story will plant itself in your reader or listener's mind and virtually never disappear. Take this very chapter. It, too, is a story. I told you about watching the movie The Rookie. I told you about watching Good Will Hunting, too. And I told you I believe all truly Hypnotic Selling Stories have a TBM in them. Well, what's the TBM in what I've said here? Think about it for a second... What is the TBM here? I think it is when I said, "Your story might have character, conflict, and even humour. But without the TPM, it lacks a core that will make it unforgettable." That, to me, is the Turning Point Message in this very chapter. I'm telling you about the need for a TPM to help you create hypnotic stories that sell people. How do you create a TPM? You don't. You let them evolve from the telling of your story. The trick is to *let* them involve. Don't try to control them. When you do, you kill them. In other words, don't be too ruthless in how you edit your stories. It's tempting to take out all of the lines above that I said were TPM's. But if I had, the essence of this chapter would be gone. Think about that before going to the next chapter...

www.hypnoticsellingstories.com 25

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________

Chapter 7: What Everyone Will Always Read I had a fight this morning with my neighbor. We don't fight often, but sometimes it happens. What can I say? We're human. Fights happen. And that's good news. It's good news because it's the number one thing people love to read about. Give me a conflict and I'll give you a story. It's that simple. Think about it. What are the best movies about? What are the best books about? Aren't they always involving someone who wants something and is struggling to get it? Isn't something in his or her way? In short, there's always a conflict. Conflicts make great news, too. Any time two people fight, or two groups, or two armies, the media will be there. Why? Because conflict is, at heart, hypnotic. And you can use this to your advantage. The next time you want to create a Hypnotic Selling Story, look for a conflict. The conflict can be between you and another person, two other people, or even ideas that are butting heads. For example, I began this chapter with the phrase, "I had a fight this morning with my neighbor." I did that for one main reason: To get your attention. I knew your hard-wired human interest in battle would make you at least curious about my opening line. From there, I weaved a story about how we humans crave conflict, and how you can use that fact to create stories no one can resist. The truth is, I did not have a fight with my neighbor. I live in the Hill Country outside of Austin, Texas. I don't even know my neighbors. But by beginning this chapter with the hint of a conflict, I got your attention and got you to read all of this. See how it works?

www.hypnoticsellingstories.com 26

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________

Chapter 8: Your Connotation Is Showing When I was in junior high school, I recall my English professor telling me about the denotation and conation of words. Denotations were the dictionary meanings. Connotations were the colloquial meanings. If you didn't know both, you could confuse people. For example, there are 18 denotations for the word "great." (Check your dictionary.) But the connotation of the same word means much more. Haven't you used it to mean everything from "I loved it!" to "It was incredible," to "It was better than I thought"? In fact, the word "great" is so often used that it's almost meaningless. We simply assume anyone who says something was great means they liked it. Maybe a little. Maybe a lot. But they mean something positive. That's the general acceptance of the word "great." That's the connotation of the word. Well, stories are the same way. Stories have a direct meaning -- most likely what you are describing or declaring. But stories also have an indirect meaning -- what people conclude from what you are describing or declaring. In short, stories have denotations as well as connotations. Hypnotic Selling Stories are created around their connotations. In other words, their in-direct communications do the selling more than their direct communications. I'm sure you'd like an example by now. One day many, years ago I met a woman at a restaurant in Houston. I was teaching writing classes at the time. She wanted to meet me to ask questions about my classes, my books, and so forth. At that time, I didn't mind meeting complete strangers for an hour of lively discussion. I told her about classes and said something along these lines: "I love teaching my classes. People always buy my books and tapes after it ends, too. My one e-book, "Hypnotic Writing," sells the best. I'm not sure what gets people so excited about it but they line up to buy it. Several people wrote books of their own after reading it. I make $40 every time I sell it, so I'm smiling in class the whole time." After a few minutes of my impassioned talk, she smiled and said, "You do it so well." "I do what so well?" I asked. "You're selling me on your books without asking me to buy them," she explained. "I want all of them." That's when I realized I had created a Hypnotic Selling Story. My exact dialogue to her was simply the denotation of my communication. But my connation said things like, "My books are great," and "People use them for quick results," and "Joe's classes are popular." www.hypnoticsellingstories.com 27

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ Do you see what I mean? Here's another quick story: Nerissa came up to my office earlier today and asked for my help with a classified ad she wanted to run. She owns a rental unit in Austin and wants a new tenant. So we went over the various words she could use in her ad. We also went online and noted all the other similar ads running for places like hers. It was clear she had to word her ad differently. I suggested she begin her ad with a question. Since all the other ads simple declared "Great location!" or "Great view!" she needed to stand out from the crowd. So we went with, "Do you like walking, hiking, or just watching trees and birds?" She liked the headline and used it in her ad. That's the story. What did you notice from it? On the denotation level, the message is along the lines of just the facts: I helped Nerissa by creating a unique headline for her. But on the connotation level the communication is more like, "If you want an ad written, call Joe. Even his girlfriend goes to him in a pinch." When you create your own Hypnotic Selling Stories, keep in mind there are two messages being communicated: The direct one and the in-direct one. The first should hold the attention of people. The second should sell them. In fact, this entire chapter has a denotation and a connotation. The denotation is that every story has two meanings. What is the connotation? (Hint: It's whatever you concluded from the chapter. There is no right or wrong answer.) My friend Blair Warren, author of the yet-to-be-released powerful book, The Forbidden Keys to Persuasion, says this: “One reason stories are so persuasive is that they allow people to draw "their own" conclusions. Ironically, the conclusion drawn must be based on the material as presented in the story material placed their by the storyteller. Thus, the lesson for persuasion is, tell a story that doesn't "ram a conclusion down your audience's throat", but one that naturally leads your audience to make the conclusion that supports your proposition. As the following excerpt explains, people rarely argue with "their own" conclusions making an effective story a virtual Trojan Horse for the persuader's ideas. “I remember reading a story many years ago about Ted Turner. Though I can't recall the author, the title, the magazine, or anything substantive about the article, there was something about it I will never forget. In it, there was a very brief account of the author riding along in Turner's vehicle as they got to know one another. At one point, Turner unexpectedly stopped his vehicle and, without saying a word, walked over to a soda can lying on the ground. He picked it up, threw it into the back of his vehicle, and continued driving. With that single anecdote the author www.hypnoticsellingstories.com 28

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ painted a picture of an environmentally friendly and conscientious man. Had he simply said those things about Turner, they'd have gone unnoticed. But by showing Turner in action, the author allowed me to make that conclusion on my own. And not only have I never forgotten it, I've never questioned it. “Without a doubt, we are more committed to what we conclude than what we are told. If we come to believe something is false, virtually nothing will convince us it is true. If we come to believe something is true, virtually nothing will convince us it is false. The problem is, despite our faith in our conclusions, they often lead us astray without us even being aware of it. While few of us give this a second thought, masters of persuasion never lose sight of the fact that people sometimes believe what they are told, but never doubt what they conclude.” Again, keep these ideas in mind as you move through this book and consider writing your own Hypnotic Selling Stories. As can imagine, you’re dealing with phenomenal power here.

www.hypnoticsellingstories.com 29

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________

Chapter 9: What are My Secrets for Writing Hypnotic Selling Stories? What did you notice about the title of this chapter? I asked you a question, didn’t I? In fact, I just asked two more questions. (I’m tempted to add, “Didn’t I?”) I have found questions to be a remarkable way to engage people, to get them started reading your story. As my friend Joe Sugarman says, the goal of the first line of any sales story is to get people to read the next line. Well, when I use a question as my first line, I’m virtually guaranteed to get you to read the next line. You’re still reading, aren’t you? (Yes, that was another question.) Now that you’re near the end of Part One of this e-book, I thought I would reveal one of my favorite secrets for writing Hypnotic Selling Stories. Yes, I’m talking about questions. I love questions. But unless the question is open-ended, there’s the risk it will not engage your reader or listener. In other words, if the title of this chapter was something like, “Do you know my secrets for writing Hypnotic Selling Stories?” you could answer it with a “yes” or a “no” and all would be over. You wouldn’t have much reason to keep reading. That’s not good. Instead, by asking an open-ended question, as “What Are My Secrets for Writing Hypnotic Selling Stories?”, there is no way you can accurately answer it without reading this chapter! Do you see how powerful this technique is? (Yes, that was another question.) So my tip to you is to remember to engage people with questions. The more open-ended, the better. Got it? Now move on to the next section of this e-book and let Larry Dotson walk you through some astonishing specifics on how to write Hypnotic Selling Stories.

www.hypnoticsellingstories.com 30

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________

PART II Chapter 10: Introduction by Larry Dotson Writing a selling story is comparable to creating a hypnotic script. The hypnotist recites the script to a person in order to persuade them to focus on something that will change their mind, emotion, behavior, etc. The script triggers a mental movie in the person's mind that will achieve the hypnotist's goal. Selling stories trigger mental movies in people's minds too. Your prospect's subconscious mind doesn't know the difference between imagination and real life. Stories can come in many forms and be called by many names, for instance: tales, anecdotes, narratives, product descriptions, comics, testimonials, case studies, interviews, movies, audio, metaphors, similes, jokes, analogies, TV shows, news updates, fables, pictures, graphics, etc. Many types of stories sell. Stories about your education and business experience could give you more credibility. Stories about your personal life could give your sales message a personal touch. Stories that educate can make you an expert in the eyes of your prospects. All those types of stories can increase your sales. I feel the most persuasive types of stories are the customer success stories. They are real life evidence that your product does what you say it does. Almost every business has at least one customer success story. If yours doesn’t, I'll show you later how to get one. A customer success story tells how one of your current customers has gained pleasure or avoided pain by owning or using your product or service. Your prospects will think if your customers had success with your product or service, they will too. Customer success stories help your prospects picture themselves mentally owning or using the product or service. Your customer success story needs to create a mental movie in your prospects’ mind that will persuade them to buy your product or service. Your prospects will interpret the success story as their own experience. They'll pick out pieces of the story that are similar to their own life and add their own information. While reading or listening to the story, your prospects may either mentally insert themselves into the story, put themselves in the shoes of the customer, or observe as a spectator to come to their own conclusion. I know when I read, watch or hear a good story that has characters I would like to be, or who have some of the same similarities as me, I subconsciously place myself right into the story’s action. I even do it sometimes when I look at pictures. I actually start to experience in my mind what the characters are experiencing and doing. Admit it, you have too! :-) Here is what happens in a nutshell: 1. Your prospect reads, hears or sees one of the selling stories. 2. It will trigger a mental picture, scene, snapshot, movie, etc, in their mind.

www.hypnoticsellingstories.com 31

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ 3. The mental picture will trigger their emotions, wants, desires, needs, etc, which will persuade your prospect to buy. Which of the follow examples would persuade you more to buy: number 1 or 2? 1. "Don't Risk Your Family's Safety" The "Super Duper Alarm" will protect you and your family from dangerous intruders. It comes with step-by-step instructions and installs in only minutes. It's backed by a 30-day money-back guarantee, so you'll have no risk and you won't jeopardize your family's safety ever again! Plus if you order by Oct 15, 2002, we will throw in a second alarm absolutely free. You can have the alarm in just two easy payments of $19.95 Click here to order! 2. "How The Super Duper Alarm Saved Jon Brown's Family" by Jon Brown My wife, our two kids and I were asleep upstairs in our beds. All of a sudden we all woke up when the "Super Duper Alarm" sounded. I told my wife to call the police and then I quickly got the kids and brought them to our bedroom. After they were all secure, I grabbed a bat and headed downstairs to have a look around. To my surprise the living room window was broken; we didn't even hear it shatter! I didn't find anyone in the house so they must have been scared off by the alarm. Shortly after that, the police came to investigate. I don't know what would have happen to my family if we didn't own the "Super Duper Alarm." I highly recommend ordering it. Click here to order now! Most of you would probably have said "No. 2." Why? Because it's a selling story. It was more believable and hypnotic. It put you in that particular situation and made you think about what could happen to your family if you didn’t buy the "Super Duper Alarm." Stories are also hypnotic because they can influence the prospect to buy the product without sounding or looking like an ad, similar to the example above. People have trained their brains to ignore ads because they usually see hundreds of them every day. That's why stories can bypass the conscious mind and slip into the subconscious mind. This is true power. Now note the following: Very few businesses ever take the time to write or tell selling stories. Re-read that line. “Very few businesses ever take the time to write or tell selling stories.” This is a *big* opportunity for you. You can give yourself a super, unfair advantage over other businesses by writing and by collecting selling stories. Think about how many times you bought a product just because you www.hypnoticsellingstories.com 32

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ read or heard a story about one of the customers having success with the product. Maybe you even heard the selling story from one of your family members or friends. That's your niche! That’s what will set you apart from the competition! You’ll have a hypnotic selling story that they don’t have!

www.hypnoticsellingstories.com 33

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________

Chapter 11: How to Write Hypnotic Selling Stories with Little or No Writing One of the easiest and fastest ways to write a customer success story is to have others write it for you. You simply ask your customers for their success stories. You can contact them through your customer list, e-zine, Web site, online community, etc. If you don't have any customers yet, let people try out your product for free and ask for their success story. For example, here is a sample e-mail or "success story request." Don't use it as a template. You will have to change it for your own particular need. I would send something like this e-mail if I wanted to compile some success stories. ---Subject: I need your help? Dear Friends, My name is Larry Dotson. The reason I'm e-mailing you is because you bought my e-book Hypnotic Selling Tools at http://www.hypnoticsellingtools.com. Like you, I'm always looking for new ways to increase my sales. I'm currently compiling some success stories from people who have used my e-book to increase their sales. Could you take a few moments to write down your success story? Please only submit content that you own the intellectual property rights to (e.g. copyrights, trademarks, patents, etc.). I will be using the success stories on my Web site and in my ad copy. Though I can't offer you payment for your story, I can give you free publicity. You can include your name and web site underneath the success story. It will be a win-win situation for both of us. I may or may not use all of the success stories I receive. If I need to edit any of them or ask a question, I'll contact you to get your final approval and permission. Please e-mail your story to [email protected] or visit my Web site to use the automated form at http://www.ldpublishing.com. Please let me know any questions and concerns you might have. Sincerely, Larry Dotson P.S. I will need the stories submitted by Oct 31, 2002, or I won't be able to use them. Also, you'll lose out on the free publicity. www.hypnoticsellingstories.com 34

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ ---There are a few ways to go about using these customer success stories. You can either use them as they are written by your customer and add your two cents; rewrite them in your own words and get it approved by them; or interview them about their success then either publish the interview or rewrite it in a story format. Collecting all these stories can also tell you which ones are best to publish and show. If you have a lot of similar stories, you’d know that that particular theme would most probably be one of the most persuasive ones.

www.hypnoticsellingstories.com 35

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________

Chapter 12: A Step-By-Step Example of How to Create a Hypnotic Selling Story 1. Create the Main Selling Storyline The storyline isn't a piece of the selling story, it's just a blueprint to help you create it. In this example, the main selling storyline is: How our customer, Mary Brown, a poor, single mom from Utah, made $4,543.83 in three weeks using our XYZ Business Ideas book. So you want to pick your main character (which could also be you, a prospect, a family member or an acquaintance), the character's problem, the product you’re selling and one or more major benefits of the product. 2. Create a Title or Headline for the Selling Story You need to grab your prospect's attention so they will read your selling story. The best way is to use a headline that's related to the main selling storyline. We will use the one above. Here are a few ideas: How A Single Mother From Utah Made $4,543.83 In 3 Weeks! The Story Of A Poor Utah Woman Who Made $4,543.83! Poor Single Mother Makes $4,543.83 In Only 21 Days! 3. Create the Opening (the problem or situation) You want to introduce and describe the character(s), setting, their problem or goal in the opening lines. You want to create just enough interest so that your prospect is influenced to read on. Mary Brown was a low paid waitress from Utah. She was struggling to make ends meet while raising two small children all by herself. Mary knew she needed to find a better way to make money if they were going to survive. 4. Create the Catalyst (the possible solution) This is when the character finds a possible way to solve their problem or reach their goal, like buying your product. One day Mary was surfing the Internet on her next door neighbor’s computer. She came across an ad for our XYZ Business Ideas book. She told her neighbor she really wanted to try it out but she didn't have a credit card or the extra money to buy it. Her neighbor, a good friend, said she would order and buy it for her if she would babysit her son next Monday night. Mary agreed.

www.hypnoticsellingstories.com 36

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ 5. Create the Build Up (leads up to the possible solution) This is when the character starts using your product to reach their goal or solve a problem but they haven't reached the desired benefit yet. Mary received the book on May 1, 2002. She read it and got an idea from the book to start a commercial cleaning business. She didn't have money for the equipment so she made a deal with her boss to use his cleaning equipment and supplies and, in return, she would clean his restaurant a few nights a week after closing hours. 6. Create the Climax (the solution takes place) The main character getting one or more of the major benefits of your product. Now, many local business owners would eat lunch at this restaurant every day. She always made sure she told them about her business. Well, to make a long story short, word about her business spread very quickly and by May 21, 2002, she had already landed four cleaning accounts and made $4,543.83. 7. Create the Ending (the benefits of the solution) How the character(s) lived happily ever after with your product. This story could have ended in many ways but a lot of stories leave it to the reader’s or listener’s imagination. That's what I did. I'll leave it to your imagination about what happened with her current restaurant job. 8. Create the Closing (close the sale) Ask them to buy your product while they’re still under the hypnotic story trance. If a poor waitress from Utah can start her own profitable business, you can too. Just give our book a try -- it comes with a 30-day money-back guarantee. Click here to order now! Notice: This selling story shows the target audience it's possible to: Start a business with little or no start-up costs. Make way more money than in their current job. Have a limited amount of extra time to run their business. Get a good business idea from the book. Isn't the selling story more persuasive and believable than just plainly stating those four benefits in a bullet format?

www.hypnoticsellingstories.com 37

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________

Chapter 13: The Major Benefits of Hypnotic Selling Stories •

Stories Trigger Imagination. Many people hypnotically insert themselves into a story which they are reading, hearing and/or watching. It could be because they wish they were the character or in that current situation. They imagine feeling, seeing, hearing, tasting, thinking or smelling everything the character(s) does in their mind. It might help the person to gain pleasure or avoid pain. It might be profitable for you to tell stories that have characters who are buying your products and enjoying their benefits. All the prospect has to do is buy your product to make his fantasy a reality.

•

Stories are Entertaining. Stories are very hypnotic because they entertain people. Things that are entertaining grab and keep people’s attention. Think about how much time you spend in front of the TV or computer. How much money have you spent on movies, books, DVDs, audio books, etc? Even video games are actually stories that you are in control of. Stories will entertain people into your ads and influence them to order your product or service.

•

Stories are Sticky. Our whole communication system is mostly stories transferred through phones, email, people, instant messages, faxes, etc. People can't even leave their houses any more without being connected to stories through their laptops, radios, cell phones, mini TVs, etc. That's hypnotic. You can broadcast or send your selling story to just about anywhere.

•

Stories are Memorable When people hear, see or read a story, it gets stored in their subconscious mind. It's always with them. It can affect their decisions, choices, emotions, moods, lifestyle, etc, for the rest of their life. People have a harder time remembering normal ads because they don't trigger their emotions like story ads can. It's harder to remember logical information like numbers, features, facts or specific benefits without any kind of emotional story attached to it. Your prospects will remember the selling story even when they forget the logical parts of your ad. Even if your prospect doesn't buy your product right away, the selling story may persuade them to order your product in the future.

www.hypnoticsellingstories.com 38

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ •

Stories Create Habits. One of the first things most people do when they get into their cars is to turn on the radio. Some people use radio alarm clocks so that they can wake up to stories. People eat in front of the TV or computer. There are TVs in restaurants and bars. People have been mentally and physical programmed to be connected to stories. Many people read testimonials on ads and automatically assume they need to buy the product because they think they will get the same results.

•

Stories are Viral. Haven't you heard a good story, joke or news alert and couldn't wait to tell the next person you came in contact with. I bet you've passed a few notes across the classroom in school, haven't you? Haven't you ever had an awesome vacation and had to tell your best friend a story about your whole experience? How many times have you forwarded an interesting story via e-mail to someone? Stories can skyrocket your sales just by word of mouth advertising.

•

Stories are Understandable. Stories explain things and make people understand them. I bet you’ve tried at least once to explain something to someone and they just didn't understand. So you then told them a story similar to your explanation and they finally understood what you were trying to tell them. Stories can act just like examples do. You need to make your prospects understand why they need to own your product.

•

Stories are Informative. People want to stay informed. Why do you think the news is on several times a day? There are whole channels with nothing but news stories. People like current stories. Why do you thing the news is so appealing? Take the "s" off news and you get the word NEW! News stories and informative stories are on the TV, Internet, radio and print publications; even your friends and family will tell you informative stories. You need to inform your prospects so that they will buy. For example, if you were selling autoresponders, you could tell your prospects a story about how autoresponders increased one of your other customers’ sales by 300%.

•

Stories Create Emotions. Stories bring out people's emotions. How many times have you felt happy after a funny movie? How many times have you felt down in the dumps after a sad movie? Your story should create emotion that will persuade people to buy your product. For example, if you were selling security alarms, you would want your selling story to make the person a little insecure or unsafe with their current door locks or security system.

www.hypnoticsellingstories.com 39

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ •

Stories are Relaxing. I'm not saying all stories are relaxing but a lot of them are. Why do your think parents read stories to their kids at night? It relaxes them and they fall asleep. How many times have you fallen asleep watching TV or a movie? When people are relaxed, it lowers their buying defenses and opens up their willingness to accept your sales message. But you don't want to put your prospects asleep or they won’t buy. Just relax them! :)

•

Stories Create Trances. Haven't you ever been watching TV or reading a book and heard someone yell at you, saying something like, "Can't you hear me? I called your name 4 times?" It's because you were in a hypnotic trance. The story had your full attention. Though you could physically hear the person, you couldn't process the information because you were mentally in sync or in flow with your story. Just imagine if your ads could do that? Well, they can! ;) Test your selling stories just like you would regular ads. Find one that will pull the most sales per reader.

•

Stories are Physical. How many times have you watched a TV show that made you laugh out loud? How many times have you watched a movie that made you cry or jump out of your seat? Maybe you've read a scary story that sent chills up your spine and made you twitch? You get the point, right? If you can tell a story that can make a person smile or trigger a persuasive physical reaction, you've won half the battle of selling. When people smile, it tells their body and mind to be in a good, happy or even excited mood. When people are in a good mood, they are more likely to part with their money.

•

Stories Change Moods. How many times have you been completely satisfied with what you just ate, then someone described a certain kind of food and you were in the mood to eat again? It most likely happened while you were watching a TV commercial, movie, or reading a magazine, etc. Simple stories can change your moods. Just imagine if you can use stories to get your customer in a buying mood for your product.

•

Stories are Attractive. You've seen those late night dating shows, haven't you? Or maybe you've been on a date where there isn't much being said? Have you ever noticed that you (and other people) are more attracted to people who communicate and can tell stories? When people are attracted to you, they want to be around you and get to know you better. Of course it doesn’t have to be a sexual attraction. Imagine if I walk up to you, give you my name and that was it? You need my story in order to fully get to know me. Stories create relationships with your prospects. Maybe your prospects will get to www.hypnoticsellingstories.com 40

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ know you more by buying your product. :) •

Stories Eliminate Competition. There are thousands of Web sites offering similar content to your business, but they can't offer your stories that go along with it. When you offer original content it will increase your traffic which, in return, will increase your sales. And since you’re combining your content with stories people can remember, people will forget about the competition.

•

Stories are Magical. When you start to hear a story about another person's problems, it makes your own problems disappear, at least for a while. That's why people like to listen to all those problem stories on talk shows. And they really listen to them when they think they can find out how to make their own problem disappear. So, if you used a selling story about a customer who had the same problem as your target audience and made it vanish with your product, you would have a good chance to make your product inventory disappear.

•

Stories are Personal. Usually when people tell or retell a story, they add some of their own views and personality to it. That’s why if two people tell the same story, it can come across totally different. People might insert their own personal sayings, jokes, non-verbal expressions, etc, into the story. It's easier to add your personality to your selling stories than it is to add it to normal ads. When people can experience your personality, it makes your offer more personal (that's especially needed over the Internet). It will give your offer a human face and could possibly increase your sales. It would also give people the impression that they know you.

•

Stories Create Trust. How many times have you bought a product because one of your family members, friends or associates told you a story about how great it was? You probably already heard of the product from reading or hearing an ad about it. So why didn't you buy it till you heard about it from someone who wasn't related to the company? Businesses have to earn people’s trust. They do trust success stories from other customers who have spent their hard-earned money on the product and don't have anything to gain from you buying it. Customer stories will improve your business’ credibility and also create trust and rapport with your target audience.

•

Stories Motivate People. How many of you at one time knew you needed to lose a little weight? How many of you didn't do anything about it till you saw a story about a similar person who used a www.hypnoticsellingstories.com 41

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ product which helped them lose 50 pounds in year without suffering because of it? It motivated you to do something about it, didn't it? Why? Because the business used a customer who was similar to the largest part of their target audience and had success with their product. You thought if they could do it, so could you. It motivated you to change your mind about your weight problem. It gave you hope to know that other people have done it. •

Stories Create Curiosity. If you saw this story headline "How Ted Johnson From Ohio Made $35,678 In 7 Days!" by Larry Dotson, wouldn't you be curious as to how he did it, especially if you needed or wanted that kind of money quickly? Wouldn't it grab your attention? Would you consider it a story instead of an ad because it says "by Larry Dotson"? Wouldn't you believe it because the headline is pretty specific? Wouldn't the story keep your attention if Ted had similar problems, skills, situations, etc, as you? Since you would consider it a story, wouldn't you be open to buying the product when you got to the end because it didn't trigger your buying defenses?

•

Stories Brand You. After you read a normal ad and leave, it's hard to remember things like statistics, business names, web site addresses, e-mail addresses, features and benefits. Big businesses use 30- or 60-second commercials to brand their business. How do they make people remember that type of information in such a short amount of time? They put all of it into a mini-story format. Commercials nowadays are almost all stories -they have characters, themes, plots, sequels, etc. Some businesses even use half-hour story commercials called infomercials. I'm sure you know what I'm talking about. It's easier to remember their business and product information because it's in a story format. People will easily remember the story because it was entertaining or it hit them on an emotional level. All the selling details were embedded in the story. When they have a situation similar to the story in the future, it will trigger them to remember the business’ product which can solve it.

•

Stories Create Experiences. Haven't you ever been on vacation somewhere and knew that you were going to go back there again because you had such a wonderful experience? When you tell your prospects stories, it can make them have similar experiences in their mind. So if your selling story gives them a wonderful experience in their mind, they will want to buy your product in order to fully live the experience in reality.

www.hypnoticsellingstories.com 42

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________

Chapter 14: Hypnotic Selling Story Strategies Test Your Stories. You need to test your selling stories just like you would normal sales letters. You can tweak them just like ads. Different prospects will respond differently to different stories. You want to use a selling story that will pull the biggest percentage of sales. How your prospects will interpret the success story can’t be guaranteed but you can test it. You could also allow some of your prospects to read your selling story before you publish it. Ask them if the selling story would trigger them to buy. Make them Vivid or Trigger the Senses or Describe Vivid Scenes. You need to use words and phrases in your selling stories that will trigger your prospects’ five senses. The more your story appeals to their senses, the more it will open up their imagination and get them interested. Their mental scene will appear more real and persuasive to them. Use words like: feel, hear, see, vision, picture, taste, smell, look, listen, sense, think, experience, etc. You can also use words that describe sensory impressions, like: spicy, blue, rough, bright, loud, etc. For example, if I use the word "steak" alone it doesn't trigger your senses that well, but if I use the phrase "tender, juicy steak seasoned to perfection" it opens up your mind and appeals to your senses. The more detailed and vivid your stories are, the more persuasive they will be. Use Hypnotic Headlines/Openers. The key to getting your selling story read is making your story headline not look like a sales letter headline. You want it to look like a story title. People have trained their brains to ignore anything that looks like the start of an ad because they usually see hundreds of them every day. That's why stories can bypass the conscious mind and slip into the subconscious mind. How many times have you started reading what you thought was a story which turned out to be an ad? Like most stories they have an author, so you would want to put the author’s name right below the selling story headline. Here are a few examples: "The Story of the Hypnotic Writing Monkey" by Joe Vitale or "How Ted Johnson from Ohio Made $35,678 In 7 Days!" by Larry Dotson www.hypnoticsellingstories.com 43

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ They look like titles of regular stories but they lead to your selling story. It's also a good idea to open up your selling stories with regular story openings. It will keep people reading your story. Here are 29 good selling story openers to get you started (you can also use these as story headline templates) : 1. Once upon a time... 2. Just the other day... 3. One day... 4. Way back in (year)... 5. Yesterday... 6. Last week... 7. Last month... 8. Last year... 9. (No.) years ago... 10. (No.) months ago... 11. In (month) of (year)... 12. In (month)... 13. Round about (month) 14. I want to tell you about... 15. It's (month) (year)... 16. In (year)... 17. Last (day of week)… 18. It's (time)... 19. One sunny day... 20. One cold evening... 21. Let me tell you a story… 22. One winter morning... 23. I was... 24. My friend was... 25. (Character’s name) was... 26. It was a... 27. How… 28. Imagine… 29. The story of… Keep It Flowing. Smoothly connect your selling stories with flowing transitions. Transitions are “connector words” such as “and”, “but,” “or,” and “finally.” Transitions can be phrases too, such as “Let me tell you one more thing…” or “By the way...” You can also use hypnotic transitions. They do the same thing, but they also trigger your prospect's imagination more and appeal to their subconscious mind. They combine a regular transition with words like "imagine," "picture," "remember," etc. For example: As a result you remember... www.hypnoticsellingstories.com 44

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ If you want a huge list of over 400 hypnotic transitions you should check out our e-book Hypnotic Selling Tools at: . They can put your prospects into a persuasive flow state or zone while they are reading your story. Another tip for putting people in a flow state is to use a lot of words, phrases and sentences that rhyme throughout your story. Haven't you ever read a poem that rhymes and just flows together, bringing your inner mind along with it? Poems can even be hypnotic selling stories by themselves. Embedded Product Information. Insert your product's benefits, features, guarantees, action commands, limited time offers, etc, into the context of your selling stories. You can also insert your business information, like your name, slogan, professional credentials, your mission, your personal credentials, etc. Your offer won't sound like an ad and your prospects will be virtually unaware that you're trying to sell to them. You will be triggering the logical and emotional side of their brain at the same time. It's more persuasive to influence the whole brain than half the brain. You'll get their full attention. Your product offer will be under the radar, virtually unmarked and invisible. Your offer will shoot right past their conscious buying defenses and go straight to their subconscious mind. For example: My dad once said to me, "I'll never buy anything without a no-risk money-back guarantee." The movie industry does this all the time. Movie owners will allow businesses to buy spots in their movies where the viewers can see their product. It's almost subliminal. Know Your Prospects. You must really know your target audience in order to produce a selling story which will trigger them to buy your product. You can find out most of this information by simply communicating with them on a regular basis. You could offer a free message board, chat room, e-mail discussion list, web blog, etc. You could e-mail them surveys or polls. You can ask for feedback after people order or while they're at your web site. Ask your customers to send you their success stories. By doing this regularly, you'll be able to find out their selling triggers like emotions, needs, wants, problems, etc. Also don't be afraid to imagine being in your prospects’ shoes. Just close your eyes and picture things that would persuade them to buy. End By Closing. When your selling story comes to the end or conclusion, ask your prospects, while they are still under your hypnotic story trance, to buy your product or find out more information about it.

www.hypnoticsellingstories.com 45

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ Even offer an incentive like a freebie. To keep their enjoyable mini-trance or mental movie playing they'll need to buy your product. Make It Believable. People won't buy if they don't believe your selling story. They'll probably believe it more if one of your customers wrote or approved it. If the story really is true but unbelievable, you may want to use a selling story that's a little more down-to-earth. There are many more ways to make your story more believable. You could attach pictures, audio, or video to the story. Scan and publish a handwritten story. Add a date and time to the story. Have a reputable, third party approve the story. Give the successful customer's name and contact information so people can verify it. Short As Possible. Your selling story should be as long or short as it takes to persuade the greatest percentage of your target audience to buy, though shorter stories are easier to remember. You want them to remember because they may come back later and buy, or tell other people the selling story. Some of the best stories are only a few lines. You want your selling story to get straight to the point. People don't have a lot of time these days to read or listen to a long story. Make every word count and persuade them to buy. Just cut out or replace all the useless words. You can make your selling stories even shorter by only using one or two characters with a single story line. Again it will make it easier for people to remember and it's less likely your story will confuse them. Haven't you ever got confused in a story or movie when there were just too many characters and things going on at the same time? Visuals Strengthen Stories. Visuals can give your selling stories more persuasive power. Visuals could be pictures, videos, graphics, etc. If you have a selling story about a person who used your product to lose 20 pounds, you could add their before and after photos. That would add more credibility to your story. And, like stated before, it would make it more believable. When using visuals of people, don't forget about non-verbal communication. You can persuade people by using smiles (happy), frowns (sad), hands in air (anger, excitement, or surprise), hands over face (shock), tears (sad), head up (confidence), etc. Think about what certain non-verbal facial expressions and body gestures mean to you, because they will usually mean the same to your prospects. Use ones that will influence people to purchase your product. The clothes they wear can also help. A suit (professionalism), expensive-looking accessories like glasses, briefcase, laptop, jewelry (wealth), etc. For example, if you see someone smiling it usually makes you feel comfortable, which makes you smile and puts you in a good mood. Even text can be visual: J. www.hypnoticsellingstories.com 46

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ Visuals are also symbolic. They can create selling stories for your selling stories. Some symbols have been branded in your readers’ minds their entire lives, like road signs, mathematical symbols, shapes, etc. Also every day objects people see, like dishes, furniture, houses, trees, roads, etc. When people see a stop sign, they have been conditioned to stop. When people see a bed, they may feel relaxed or think of sex. Of course if you are telling your selling story in person, the tone of your voice can be symbolic or create non-verbal communication. You can use your voice to sound excited, scared, angry, etc. You really need to examine and test which visuals will add more persuasion to your stories. End With Mystery. Your selling stories will usually end with a mystery anyway. Let's say you read a selling story about how someone like yourself made a large amount of money with a certain product, and the story ended with the company asking you to buy the product. The mystery would be if you could do the same thing the person in the story did to make money. You would have to buy the product in order to solve that mystery. Endings like that also leave the ending of the selling story to your imagination. Movies do this a lot. They leave you trying to imagine what happen to a certain character. So if you're imagining yourself making that much money with that product, it will eventually persuade you to buy because your subconscious mind doesn't know the difference between reality and fantasy. Soap operas leave you guessing what's going to happen next so that you’re tempted to watch the next episode. So if you’re trying to guess if you can make that much money with that product, you know the only real way to find out is to buy it. Edit Your Story Your selling story should be well written and easy to understand. You want to correct your grammar, spelling, missing words, punctuation and capitalization errors. Eliminate or replace hard-to-understand jargon and slang. Make sure a child could understand it. Have other people proofread it for you to find hidden mistakes. Trigger the Emotions. When you trigger your prospect's emotions in your selling story, they'll be more open to your sales message or offer. It will remove all their buying defenses. Make sure you or your characters show their emotions in the selling story so those emotions carry over to your prospect. Since people imagine being in stories, if you’re excited about the product they might get excited; if your characters get mad at the competition, they might get mad, etc.

www.hypnoticsellingstories.com 47

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ Use plenty of emotional words. Sometimes if people just see the word, it can trigger your targeted emotion. It can be words like happy, MAD, CrAzY, etc. Even repeat emotional words throughout your story that mean the same but are different, like the words "mad" and "angry". If the reader uses "mad" more in their vocabulary, it may be a stronger selling trigger than using just the word "angry." Use visuals with your stories that can trigger your targeted emotions. J (happy) Mention the benefits of your product within your selling story. If one of your product benefits is making money, that could trigger greed, excitement, relief, etc. Triggering emotions is one of the most critical hypnotic story selling strategies.

www.hypnoticsellingstories.com 48

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________

Chapter 15: 80 Hypnotic Selling Story Ideas that Sell! Tell a selling story about: 1. 2. 3. 4. 5. 6.

A customer who gained positive emotions from using your product. A customer who avoided negative emotions from using your product. A customers who gained negative emotions from not buying your product right away. A customer who avoided positive emotions from not buying your product right away. A customer who achieved their goals by using your product. A customer who had a harder time reaching their goal by not buying your product right away. 7. A customer who solved their problem with your product. 8. A customer who had more problems from not buying your product right away. 9. A customer whose problem got worse from not buying your product right away. 10. A customer who experienced a positive memory from using your product. 11. A customer who experienced a negative memory from not buying your product right away. 12. A customer who benefited from using your product. 13. A customer who saved money by using or buying your product. 14. A customers who made money from using or buying your product. 15. A customer who had a positive experience from using your product. 16. A customer who had a negative experience from not buying your product right away. 17. A time when you gave a customer a refund because there was a misunderstanding. 18. How you and the prospect have something in common. 19. How your prospect and your current customers have something in common. 20. How your prospect will have something in common with your current customers if they buy. 21. Sharing a secret with your prospects. 22. What other people will say, think, or do if your prospect buys your product. 23. What other people will say, think, or do if your prospect doesn't buy your product. 24. A famous person or expert who has bought your product. 25. The amount or ratio of people who buy your product. 26. How your business donates part of its profits to charity. 27. How your product worked for a customer and other similar products didn't. 28. How you created or developed your product from the ground up. 29. How your business has grown over the years. 30. How you have improved your product over the years. 31. How you solved a customer's complaint quickly and effectively. 32. How your product relates to the current hot news stories or worldly topics. 33. How your product or business is related to a current fad. 34. Your experiences with an affiliate product you've bought and are now selling. 35. How you care about your customers. 36. The number of awards your business has won. 37. How you've helped customers with their personal problems. 38. How you offer fast customer service. 39. A major business event you've attended. 40. A free class you're offering to people. www.hypnoticsellingstories.com 49

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ 41. A contest or sweepstake your business is offering. 42. An special event you're sponsoring. 43. What the media is saying about your business or product. 44. Your opinion of a current news story or topic. 45. An experience in your personal life. 46. Plans to expand your business. 47. A new Web site or business you're starting. 48. The new information you're offering at your Web site. 49. The new section you’ve added to your Web site. 50. The new e-zine you're offering. 51. A holiday event you're sponsoring. 52. A new business club or association you've started or joined. 53. A new employee you've hired. 54. An award you've given to one of your employees. 55. A goal your business has accomplished. 56. A major customer or client your business has landed. 57. The new product(s) you will be offering in the future. 58. A new partnership with another well-respected business. 59. A new patent or trademark you now hold. 60. Results of a survey or poll you've conducted. 61. Research you're currently conducting to improve your product. 62. New skills you've leaned recently. 63. Your business credibility or personal education. 64. A conversation you've had with someone else. 65. An award you've given to one of your current customers. 66. Something you're offering for free. 67. Some recent volunteer work you've done. 68. An information product you've read or been reading. 69. Something you've heard recently from the media. 70. Something positive someone's said about your product or business. 71. A question you answered for someone. 72. A case study you performed. 73. An employee who’s recently been promoted. 74. A contribution you've made to your community. 75. A letter or e-mail you've received lately. 76. A related debate or protest you've participated in. 77. Your opinion of a related controversial subject. 78. How you send gifts to all your customers on their birthday or at Christmas.

www.hypnoticsellingstories.com 50

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________

Chapter 16: 38 Ways to Make Your Selling Story Extra Hypnotic The most important part of any selling story is the character(s). The character could be you, your current customers, prospects, family members or other acquaintances. The more your prospects get to know and identify with your character(s), the greater the chance they will become one of your customers. 1. 2. 3. 4. 5. 6. 7. 8.

What are the names of the characters? What are the sexes of the characters? What are the ages of the characters? What date were the characters born? What location were the characters born? What religions do the characters have? What is the income status of each of the characters (rich, poor, middle, etc.)? What are the education levels and history of the characters? (high school, drop out, college, etc.) 9. What do the characters physically look like (height, weight, hair color, etc.)? 10. What are the characters wearing in the story? 11. What are the characters’ family histories (relatives, parents, pets, etc.)? 12. What are the characters’ occupations and job histories (income amount, skills, business owner, etc.)? 13. What interests and hobbies do the characters have? 14. What are the characters’ favorite things (food, color, music, etc.)? 15. What do the characters see in the story (background, colors, things moving, location of things, size of things, your product, etc.)? 16. What do the characters hear in the story (background noises, tone of voices, etc.)? 17. What do the characters smell in the story (smell of location, smell of other characters, food, etc.)? 18. What do the characters taste in the story (food, drinks, etc.)? 19. What do the characters feel in the story (temperature of location, the feel of objects, each other, weather, etc.)? 20. What are the characters privately thinking in the story? 21. What emotions do your characters have? 22. What are your characters imagining in the story? 23. What is the location of the characters in each scene of the story? 24. What are the characters saying to each other in the story? 25. What problems do the characters have in the story? 26. What goals do the characters have in the story? 27. What product or service are the characters using to achieve their goal? 28. What product or service are the characters using to solve their problem? 29. What are the characters’ needs and wants in the story? 30. What emotions are the characters expressing to each other? 31. What other unrelated products are the characters using in the story? 32. What are the characters remembering in the story? 33. What product benefits/features are the characters experiencing in the story? 34. What ways are the characters using your products or services? www.hypnoticsellingstories.com 51

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ 35. What experiences are the characters having with your customer service? 36. What do the characters think about your business, product, story situations and you personally? 37. What are the characters’ strengths and weaknesses? 38. What are the characters’ reactions to other people, objects or situations? 39. What are the characters’ health histories (current health, addictions, handy caps, injuries, etc.)?

www.hypnoticsellingstories.com 52

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________

Chapter 17: How to Create One-Line Hypnotic Selling Stories -- In Only Seconds! One simple statement or question can induce a mental selling story in your prospect's mind. For example, if I said, "Imagine what you could do if you won 10 million dollars!" Your mind would start thinking of all the new things you could buy, how it would improve your life, the positive emotion you would feel, etc. Now, if I were selling lottery tickets, you might be persuaded to buy one because the selling story in your mind was so persuasive. You can insert these one line selling story into any regular ad to help influence your prospect to buy. Below are several ways to construct one line selling stories. •

Have them Imagine You would simply ask them to imagine something that would create a persuasive story in their brain. Like in the example above: "Imagine what you could do if you won 10 million dollars!" If you were selling a diet program or product you could use something like, "Picture yourself losing ten pounds in seven days!" The person might imagine a selling story that shows them having more confidence, fitting into their clothes better, having more energy, etc. They know that to make the fantasy story into reality, they would have to buy your product. You could have them imagine the past, present or future. You could use words like: imagine, recall, remember, picture, see yourself, etc.

•

Ask a Question Questions are very hypnotic. Your prospects have been raised their whole lives to answer questions. It's like an automatic mental habit. Questions can produce persuasive stories in your prospect's mind. If you were selling a business opportunity you could ask, "What if you could increase your sales by 456% in two weeks?" The prospect would probably start picturing a selling story that creates a picture of him or her spending all the extra profits, like buying new personal items, investing in new equipment, paying off debts, buying more advertising, going on vacation, etc. You could start questions with the words: How, What, When, Where, Do, Can, etc. You could also turn simple statements into questions. For example, “You want to retire early, don't you?”

•

Use a Metaphor Metaphors usually suggest one thing is like another thing. For example, being a cheapskate is being a loser. The prospect would probably think of a past story or situation where he or she lost out on an opportunity because they were being really tight with their money.

•

Use a Simile A simile compares two unlike things as being alike. For example, “Ordering is like www.hypnoticsellingstories.com 53

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ getting an unfair advantage.” The prospect would probably think of a past story or situation where he or she ordered a product and ended up getting an advantage that lead to some kind of success or pleasure. Most similes use the words "like" or "as" in the middle of them. •

Use an Analogy An analogy compares something unfamiliar to something familiar so people understand the unfamiliar. For example, "Stepping out of a plane in Hawaii is like stepping into a warm house on a cold day." A person would think of a story or situation where they have done that. The great feeling would persuade them to buy the vacation to Hawaii.

•

Use a Quote Many quotes are one line or longer statements, questions, similes, analogies and metaphors that create selling stories in people's minds. That's why you occasionally see quotes as headlines or within ads. If the quote is by a famous or respected person who your target audience knows, that gives your business and product more credibility. If you see or read a quote that would help persuade your prospects to buy, just ask permission to use it or create your own. Quotes also stand out because they have quotation marks around them.

Don't feel limited to only one line stories. You can expand metaphors, similes, analogies, questions and imagination triggers into full selling stories.

www.hypnoticsellingstories.com 54

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________

Chapter 18: How to Turn Your Selling Stories Into Multiple Marketing Tools Now that you know how to write hypnotic selling stories, check out a number of ways you can use your story/stories to increase sales and traffic. •

Full Page Ads You can use them as full-page ads. You simply publish them as a selling story on your web site and at the end of it, ask them to order.

•

E-zine Articles You can shorten the selling story, add some helpful information to it and include a resource box at the end of it. You can submit it to related e-zines and Web sites which accept article submissions. And, of course, use it in your own e-zine. Even use one as a press release.

•

Small Ads You can pick out a few persuasive lines from your selling story and turn it into a classified ad. You could use it in e-zines, in print publications, on pop-up ads, banner ads, signature files, text links etc.

•

Autoresponder Stories You can divide your selling story up into follow-up autoresponder messages (if it's long enough). Or use multiple selling stories. You could include your advertisement at the end of each e-mail message.

•

Free E-books You can convert your selling story/stories into a free e-book. It could be just about selling stories or you could combine the stories with other helpful information. People will visit your Web site to get the free e-book. You can also multiply your traffic by allowing others to give your free e-book away.

The marketing ideas and tools ideas are virtually endless J Good Luck!

www.hypnoticsellingstories.com 55

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________

Chapter 19: 58 Formulas for Creating a Hypnotic Selling Story The formulas below can help you write selling stories about your current customers that go from bad to good situations because they bought your product. This will persuade your targeted prospects to buy because they are likely in a bad situation and want to get out of it. You also can reverse the story selling formulas about people who didn't buy your product right away or procrastinated for too long. This may create urgency for them to buy now. So you are actually getting 116 of them! For example, From wealthy to broke. To be open to both points of view, some bad situations are considered good situations by some people. 1. From employee to business owner 2. From job to working at home 3. From broke to wealthy 4. From losing money to saving money 5. From dead-end job to a promotion/raise 6. From alone to a relationship 7. From out of shape to in shape 8. From working a lot to working less 9. From unattractive to attractive 10. From unhealthy to healthy 11. From in debt to out of debt 12. From high price to bargain 13. From worry to worry less 14. From losing to winning 15. From pain to pleasure 16. From negative emotion to positive emotion (e.g. like sad to happy) 17. From unsuccessful to successful 18. From slow sales to increased sales 19. From bad credit to excellent credit 20. From lazy to energized 21. From dumb to intelligent 22. From addicted to recovered 23. From unknown to famous 24. From problem to solution 25. From mystery to solved 26. From dateless to married 27. From no style to in style 28. From shy to sociable 29. From depressed to positive 30. From last to first 31. From lonely to in love 32. From no extra time to plenty of time www.hypnoticsellingstories.com 56

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ 33. From unsatisfied to satisfied 34. From hungry to full 35. From thirsty to satiated 36. From untalented to talented 37. From unskilled to skilled 38. From uninformed to informed 39. From bored to entertained 40. From fantasy to reality 41. From hopeless to hopeful 42. From goal-less to achieving goals 43. From trapped to free 44. From dirty to clean 45. From disorganized to organized 46. From burden to freedom 47. From in trouble to trouble-free 48. From unsafe to secure 49. From misunderstood to understood 50. From hard to easy 51. From outcast to belonging 52. From the same to changed 53. From untested to credible 54. From bad habit to good habit 55. From disadvantage to advantaged 56. From need to fulfilled 57. From want to fulfilled 58. From pain to relief

www.hypnoticsellingstories.com 57

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________

Bonus #1: The Amazing Psychological Trigger of Using Stories by Yanik Silver From the ancient times to current day -- stories continue to hold readers and listeners spellbound. There is nothing better than a good story. It works almost like magic. You can give people information and motivate using stories without having the barriers that come up normally. This is a seldom used copywriting technique that work wonders for your bottom line. Here are a few examples of successfully using stories: The first is the single most successful letter ever mailed according to Denny Hatch, former editor of "Who's Mailing What?". How about that for proof this trigger works? It is the famous Wall Street Journal mailing with "two young men." Here's how the story (and copy) starts: *** "On a beautiful late spring afternoon, twenty-five years ago, two young men graduated from the same college. They were very much alike, these two young men. Both had been better than average students, both were personable and both -- as young college graduates are -- were filled with ambitious dreams for the future. Recently, these two men returned to college for their 25th reunion. They were still very much alike. Both were happily married. Both had three children. And both, it turned out, had gone to work for the same company Midwestern manufacturing company after graduation, and were still there. But there was a difference. One of the men was manager of a small department of that company. The other was its president." *** Here's another example, it is from Joe Sugarman's most famous ads for Blu-Blocker sunglasses. He uses a story approach: *** "I'm about to tell you a true story. If you believe me, you will be well rewarded. If you don't believe me, I will make it worth your while to change your mind. Let me explain. Len is friend of mine who knows good products. One day he called excited about a pair of sunglasses he owned. "It's so incredible," he said, "when you first look through a pair, you won't believe it." "What will I see?" I asked. "What could be so incredible?" www.hypnoticsellingstories.com 58

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ Len continued, "When you put on these glasses, your vision improves. Objects appear sharper, more defined. Everything takes on an enhanced 3-D effect. And it's not my imagination. I just want you to see for yourself." *** And the copy continues in a story fashion. You'll notice Joe's friend talks about the benefits of the sunglasses inside the dialogue so prospects don't have their "ad defenses" up. It slips right by. Another example of the story technique is an e-mail I use to promote a product called "Power Pause" written by my friend John Harricharan. Check out the story element here: *** [[firstname]] - 3 minutes to greater joy, wealth and happiness? Hi [[firstname]] I stumbled across something unusual recently... And as a valued subscriber I wanted to let you know about it. A few months ago I met a man named John Harricharan at a seminar, who graciously offered me his material to review. I smiled and politely thanked him but I knew that I probably wouldn't get around to reading it anytime soon. (You should see my stack of reading material to get to and I'm actually a quick reader.) But as luck would have it, I was going away on my honeymoon one week after this seminar and I decided to bring some 'lighter' reading along. Honestly, I can't remember the last time I read a book that didn't deal with the subject of marketing or advertising, but once I started reading John's material on the airplane and I couldn't put it down. It was simply incredible! His manuscript combined every success principle I've ever been taught and wraps it all up into one succinct exercise called a "Power Pause." And the best part is it only takes just 3 minutes and 3 steps to achieve. Yep! Only 3 minutes! The truth is, I constantly find myself applying John's simple (yet extremely powerful) "Power Pause" principles in my life now and I feel like there is no problem or situation I can't conquer. www.hypnoticsellingstories.com 59

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ (Frankly - I'm not one of those spiritual 'walk on hot coals' type of guys -- but this stuff really has had a profound effect on my life.) What's more, other top marketers like Declan Dunn, Jonathan Mizel, Monique Harris, Joe Vitale and Marlon Sanders all vouch for John's material (he even has an endorsement from famed Deepak Chopra, MD). It's amazing to think there are only 3 steps to solving almost any problem you'll ever deal with (money, happiness, relationship, you name it). And John assures me that it works for anyone willing to give it a try. The only thing you need to give this information a shot, is an open mind. Open enough to take a chance on yourself and the material contained in the "PowerPause". (Actually, you don't even need to take a chance because his proven material is backed by a 100% unconditional, guarantee -- so you really can't lose!) Do yourself a favor and check out this valuable information by clicking the link below: https://secure.nitromarketing.com/cgi-bin/hss/w.cgi?R1100_ppause You'll be glad you did! Yanik Silver P.S. Could there really be 3 steps to happiness, joy, wealth and getting almost anything you really want in your life? I couldn't believe it either until I applied the "Power Pause" material myself here: https://secure.nitromarketing.com/cgi-bin/hss/w.cgi?R1100_ppause -----There you have it. Just try using a story in your next ad or sales letter and you'll see how quickly and immediately you engage your prospect. (c) 2002 Surefire Marketing, Inc. All rights reserved. ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ Hot on the heels of Yanik Silver's first Internet project (http://www.instantsalesletters.com), he's released the new "Instant Internet Profits" course. Yanik is now spilling the beans and revealing his simple blue print that nearly anyone can follow to achieve online success. Check it out at ===> http://www.instantinternetprofits.com ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

www.hypnoticsellingstories.com 60

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________

Bonus #2: Storytelling Sells the Middle of Nowhere by Tom Pauley In 388 B.C. in the city state of Athens a highly respected member of the community formally petitioned the civil authorities to do something which may shock you. Such a petition today would undoubtedly evoke screams of protest if taken seriously. The petitioner would in all probability lose the public’s respect and his credibility as a leader. But this was not the case when in absolute sincerity the famous philosopher, Plato, petitioned the city fathers to exile all story tellers for the safety of the citizens. He believed that storytellers were a danger to society because they conceal their ideas inside the seductive emotions of art. He believed that the process of concealing an idea inside a story charged that idea with a power beyond its scope. In fact, the persuasive power of a story is so great that we may believe its meaning even if we are totally set against it. He was right. Storytelling takes your selling ability to another level. Story telling is one the topics I discuss in my new e-book Quantum Selling. Story telling is such a powerful tool. I use it all the time. I generally tell stories of someone else’s success, but perhaps my favourite story tells a tale of loss while at the same time selling the means of redemption. On one hand it illustrates how failure to recognize the truth while holding tight to your old school thinking can do you endless harm. And, on the other, it offers the buyer a chance to jump on the band wagon of amazing success. After my first bankruptcy I sold what earthly possessions I could, packed the rest into a U Haul truck and headed west with my wife, three kids, dog and cat. We left our beloved Houston, Texas, and moved to Nowhere, Hobbs, New Mexico. Because of a housing shortage, we moved in with my wife’s sister, her husband and their daughter in what seemed like a very small 1100 square foot home. It was crowded, but we survived and I will forever love them for their generosity and kindness. I tell you this to set the stage. To explain what a big time advertising writer like myself was doing selling radio spots in the middle of Nowhere. When we rolled into town in our 26 foot U Haul, Nowhere was an oil town in high gear, pumping money everywhere. Getting a job was about as hard as saying, “Here I am.” Unfortunately most jobs were in the oil patch. That meant driving 100,000 miles a year, working 20 hours a day and never seeing your family. Or it meant working on a drilling rig, perhaps one of the most dangerous jobs in the world. Our first week in town a friend of my brother-in-law took us on a drilling rig. We watched as one man averted decapitation by dropping to his knees with less than a second to spare. Not my kind of work. Luckily Hobbs had a few radio stations. I went to work for the biggest one. My first week on the job I quickly realized that Nowhere was an amazing little town. There were plenty of good people, but the place looked like a bad western movie. The wind blew sand constantly. Tumbleweeds rolled briskly across empty parking lots. The predominate style of architecture was clapboard, tilt-up and Quonset hut. Flat-bed trucks carrying D-9 Cats and drilling rigs made up a good share of the traffic. The land was flat and even though you could see forever, there wasn’t much to look at but sage brush, creosote and the ever moving pump jacks. www.hypnoticsellingstories.com 61

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ Men, women, children, everybody wore blue jeans and boots to ward off the scorpions and “rattlers.” But the most notable feature of the town was the smell. Nowhere smelled like a bad sewer leak, sulphur permeated the air day and night. And we might very well have kept right on driving if it hadn’t been for the second most notable feature of the town. Even the most average looking roughneck with grease embedded deeply into ever square inch of his well-worn blue jeans had five to ten thousand dollars in ready cash tucked neatly into his front right pocket. This is the scene I stepped into, with my silk shirts, elephant skin sh**-kickers and a bright red beard - I walked in as the big-shot ad guy from Houston. Not that it mattered much. The merchants of Hobbs had a pretty good deal going. Too good, I thought. They were paying between $1.00 and $2.00 for every 60 seconds of air time. Yep, they had a good deal going and they intended to keep it that way. Big-shot ad guy or no big-shot ad guy. There were five radio stations and one newspaper competing for the advertising dollars. And most of that money went to the newspaper because the radio stations sold price instead of benefit. The radio salesman all cut each other’s throat for a very small piece of the pie. Big or little, radio ad guys were a dime a dozen. I hate selling cheap. It makes me feel like a failure. If I have something of value to sell, then by golly I’m going to sell it for as much as it’s worth. Buyer and seller both deserve that effort. Cheap anything isn’t worth having. Cheap cheats the seller out his rightful profit while degrading his spirit and doing serious damage to his self-respect. Cheap also cheats the buyer out the satisfaction and the pride only value can convey. I offered our radio spots at $5.00 for 30 seconds or about ten times the going rate. Which was fair considering the value they held. The trouble was convincing the merchants of that value. They firmly believed that newspaper ads sold merchandise. They put most of their budgets in the newspaper and every day they could see their money hard at work drawing in customers. They bought radio ads primarily to support the community more out of a sense of charity than profit. They didn’t really think radio was a viable and effective advertising vehicle. I took this intense resistance as a personal challenge. As a result I sold more advertising for more money than any one in that town thought possible. In fact, my first year at KZOR/KYKK I led the radio station to all time high in sales. We increased sales and collections 524% the very first year. They made me sales manager and we increased sales another 37% the following year. Here’s the story I used to convince the merchants and the other salesmen that radio advertising worked. People love stories. By the time we are gown to adulthood we have either read or seen over 10,000 stories. People have an insatiable desire to hear yet another story. I could tell people all day long that advertising was the most power media in the world. (This was before popularization of the internet and I think it now is the most powerful.) I could tell them eight days a week that radio reaches people in the most personal space possible. The privacy of their car. I could tell them that advertising commercials soaked into the deep reaches of the buyer’s mind without his ever knowing it. I could tell them it was like programming a Pavlovian dog. That once that radio ad got in their head they were absolutely going to take action. I could tell them that newspaper ads and signage were little more than spark plugs to the gasoline of radio www.hypnoticsellingstories.com 62

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ advertising. I could tell them that radio would power their sales to a new and higher level. I could tell them until I was blue in the face and no one would listen. Remember the first rule of sales: it’s not what you know; it’s what they believe. And they believed that radio didn’t work, newspaper did. So instead of spouting the “reasons” why they should believe in radio - I illustrated them. I told this story. “Mr. Merchant, I’d like to tell you a story about a client in Houston that was a lot like you. I worked for one of the world’s largest advertising agencies, Young & Rubicam. We had a client who, like you, believed he should put most of his advertising dollars in newspaper ads. He could open that paper and see his ad dollars at work every Sunday. Other people might miss it because there’s so many of ‘um, but he could see it. It was right there in front of his eyes. Truth is, it’s hard to catch your radio ads. You can listen in your store all day, but when a customer comes in you stop listening and you might miss your ad. Everybody else’d hear it, but you might miss it. This client in Houston was the same way. He just couldn’t see the power of radio advertising.” “The client was a large downtown jewelery store. Every year he spent all his money on newspaper advertising. And they’d built a good business. He was, however, expanding and wanted to boost sales, but he had a limited budget. He asked our agency for advice. The agency immediately suggested radio advertising. Said that was the only way to go. It was ten times more effective than newspaper advertising at a fraction of the cost. We went to the client and suggested he do a 4 week test. We would take all the money they spent on newspaper and buy radio commercials with it. He wouldn’t even have to increase his budget. Naturally, we would write a series of powerful and creative radio spots. The client agreed.” “The first week, while advertising only on the radio, the client’s sales jumped. Which he attributed to the previous week’s newspaper ads because he himself had not heard any of the radio spots.” “The second week the client took his own survey when someone came in and purchased jewellery. He had all his sales people ask, ‘How did you know we were having a sale?’ Eightyfour percent of the customers said they had seen the signs in the window. And our client called us in to explain what we were doing with his money. Oh, his sales were higher the second week than the first, but he was convinced it had very little to do with the radio ads.” “We told our client that even though he hadn’t heard any of the radio spots himself it was obvious others had since the radio spots were the only advertising he had working for him. And his business was better than ever. But the client was not convinced. He believed that his point of sale signage was the key factor in his new growth. He also thought his newspaper ads which now had not run for two weeks were still pulling. Maybe people read them when they made cookies or lined the bird cage. He wasn’t sure.” “The third week of the test the client set a new off season sales record. Not counting the Christmas season his stores had sold more goods in three weeks than in any other month in their history. He was thrilled with his sales. But he still didn’t believe it was from those radio spots. He asked his customers, ‘Did you hear about us on the radio.’ Nearly ninety percent said, no. Said they didn’t hear a single commercial.” www.hypnoticsellingstories.com 63

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ “Needless to say he called us back in. We explained that radio advertising was subliminal, that people received the message of the ad and its call to action, but they seldom registered where it came from. The client wasn’t convinced. In order to prove this concept we asked the client to ask his customers the following question, ‘Did you see our ad in Sunday’s paper?’ Remember there was no ad in Sunday’s paper. In fact there had not been an ad in the newspaper for almost a month. Sixty-seven percent of the people who purchased jewellery from our client that week said they had seen the ad in the paper and that is why they decided to come in. They attributed their decision to visit his store to an ad that didn’t exist. Why? Because the radio spots were doing their job. Selling around the customer’s natural resistance.” “Our client just couldn’t accept it. He had his biggest off month in history. His sales for the month were as good as the previous November which for jewelery is big. But he never came to recognize that the source of his increased business was his radio advertising. He fired the agency at the end of the fourth week. Decided to stop advertising all together for a month. His business dropped quickly. Eventually he went back to doing some newspaper ads. But his business continued to dwindle. It didn’t seem to have the fire it once had. He never could believe that it was radio advertising that had single handedly doubled his July sales. About a year later he posted new signs in his store. The sign read: Going Out of Business. Everything Must Go.” “And I know you wouldn’t do that. If you were to run a test of radio advertising you would know if it worked or not, right?” As they were nodding their head I’d say, “I wouldn’t want to see you have any problems. Please tell me, you are going to continue to advertise, aren’t you?” Immediately they’d say, “Of course, I’m going to continue advertising.” I’d chime in, “So if you did a Radio test and it was successful, you’d keep advertising, right?” They’d say, “Somebody doubles my sales, you bet I’ll keep advertising.” I’d say, “That puts my mind at ease. Now, let me explain our Radio Advertising Test Package.” They were sold. All I had to do was fill out the paper work. I made sure they bought enough spots to guarantee excellent exposure and a high enough price tag to cut deeply into their newspaper budget. I prospered along with my clients. Because the big secret to radio advertising is exposure. The more ads the better. Better for sales. And better for salesmen. I did very well in Hobbs, but I never did make many friends at the newspaper. Storytelling can take your sales to a higher level, no doubt about it. In the course of a story you can make all the points that a prospect would object to if you were simply pitching. In a story those points just soak straight in. You can say things about someone else in a story you could never say about the prospect. Yet, he will immediately consider how this applies to his own situation. Stories get the prospect considering what if. Since it’s a story he doesn’t have to defend his position. He can relax and listen with an open mind. Stories sell. They always have. And they make selling a whole lot more fun. Story telling is so powerful it probably should be illegal.

www.hypnoticsellingstories.com 64

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ I still use stories all the time. Storytelling allows the prospect to distance himself from his own objections, so he’s open to new ideas. Storytelling gives the prospect the opportunity to detach from his responsibility long enough to make an informed buying decision. Besides stories are entertaining and there’s nothing like a little fun to pump up the volume of your selling. As you know that’s one of the biggest keys to successful Quantum Selling. Used with permission from “Quantum Selling: Reaching Through The Portal” by Thomas L. Pauley © 2002. Thomas Pauley, Author/Salesman. I’m Rich Beyond My Wildest Dreams. I am. I am. I am. Quantum Marketing: Unleashing A Higher Power. “Quantum Selling: Reaching Through The Portal.” http://www.richdreams.com/

www.hypnoticsellingstories.com 65

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________

Bonus #3: Covert Hypnosis Using Story by Kevin Hogan, Psy.D. (Author of The Psychology of Persuasion, Talk Your Way to the Top and amazon.com best selling, Irresistible Attraction) Excerpted from: Covert Hypnosis, An Operator’s Manual Copyright 2001 Network 3000 Publishing. For complete information: http://www.kevinhogan.com/ Each of us sells something if we are to be successful in life. We all exchange our time and energy for dollars. The more assertive and successful we are the better we are paid. This module is not only dedicated to the field of selling but it is written in such a fashion as to carry numerous key cover messages with you to the end of the module. Read on and we will discuss what the specific covert story elements were at the end of the module. Every person on earth owes an eternal debt of gratitude to people because without people there would be no jobs for anyone. The Birth of A Salesman Autumn 1972 Selling: My Only Hope I (KH) started selling when I was 10 years old. I had to. I was the oldest of five children and we had no money. My stepfather was going to die in less than 18 months and Mom’s time was divided between her job and taking care of Dad who was confined to a hospital bed in our home. It was a heck of a way to live… We lived in a “lower-middle class” suburb of Chicago. If I wanted to have money for anything (and I did) I would have to sell something. I sold my services in the winter-time as the kid on the street who would shovel your driveway. $1 per hour… The Chicago winds would blow out of the North and off the lake with a bitter coldness that I’ll never forget. Sometimes I’d take the $3 I would earn and give it to Mom. Sometimes I’d keep the money and buy Pepsi and Reese’s. In the summer, I would sell my services cutting people’s lawns or pulling weeds. (I hated pulling weeds.) Realizing that there was no hope for me in the lawn and garden services, I knew at age 10 I would have to do something where I could utilize my time in a far more efficient manner. I saw an ad in a Sunday newspaper for Cheerful House Greeting Cards. I read that I could earn from fifty cents to two dollars for each box of cards sold. I immediately sent the company my $10 for a sample kit. ($10 was a lot of money in those days.) In return Cheerful House sent me five boxes of Christmas cards. Some quick math calculations revealed that if I just sold the five boxes I’d make one dollar per box sold! The sales literature said that there would only be four “selling seasons” per year, so whatever money was going to be earned would have to last a LONG time.

www.hypnoticsellingstories.com 66

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ I got home from school the next day and as soon as my paper route was done I was ready to go make some real money! I knocked on my neighbors door. It was Mrs. Gossard. I showed her my cards and she bought a box. My first dollar was earned! Then I went to Mrs. Singer. (She couldn’t buy a box.) Mrs. Hendricks bought two boxes, Mrs. Serdar bought a box. Mrs. Makela bought a box. Lots of other people didn’t. I was gone until 8:00 and had knocked on 30 doors and sold about 18 boxes of cards. I looked at my watch as the sun was setting. I knew I had to go home and help put the kids to bed. I had checks totaling about $60, of which my math whiz brain figured, $20 was mine… Mom was so excited when she saw the order sheet. I told her that I’d give her all the money I earned. She said, “No. You earned it, you are going to keep it.” Wow! The next day I left the neighborhood to start selling in a neighborhood I never went to. I was out from the time my paper route was done until sunset. I sold only four boxes of cards. Some of the people’s houses were…scary looking and being a skinny little kid…I decided that I wouldn’t go back there again! Nevertheless, I made about $4. I showed Mom when I got home and she told me that it was mine to keep. The problem was that I knocked on about 50 doors to earn that $4. I couldn’t believe that more people didn’t buy my Christmas cards. They obviously weren’t as smart as the people in my neighborhood. The next day was Saturday and I remember getting up, delivering the Saturday Morning Waukegan New-Sun (They had to be delivered by 7 A.M.!) cutting the lawn, and then at noon off I went on my bicycle. I went into neighborhoods I had never been to and knocked on over 100 doors that day. I didn’t stop to eat lunch…or dinner. I sold 6 boxes of cards. I got home to find that there was no Hamburger Helper left. (I was eternally grateful.) I told Mom that I didn’t have a very good day. I made $6 but I was driving across highways and I was kind of scared of the neighborhoods I was going into. She suggested I stick with the neighborhoods where people knew me and that I wouldn’t be crossing the highways anymore. (She would later tell me she was scared to death that her son was going into some of the neighborhoods!) We totaled the order sheet. I had sold 28 boxes of cards. My total earnings would be about $30. I would get paid after I delivered all of the cards to my clients. I couldn’t wait! I learned a lot that week. I learned that people were more likely to buy from me if they knew me. I realized that if people had the money, I could talk them into buying an extra box for someone else as a gift. I learned that selling cards was a lot better than cutting the lawn, pulling weeds, shoveling the snow or delivering the newspaper. I learned I could only work four weeks per year selling cards. Selling cards was going to make me $100 per year next year but I’d need to think of something else to sell if I was going to make more money.

www.hypnoticsellingstories.com 67

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ More importantly, after delivering the cards to the people a few weeks earlier, I realized how much fun it was to see people smile and say “Thanks, Kevin.” “They’re beautiful.” “You got those to me faster than I expected.” Most importantly, I made $30 for about 20 hours of work that was not physically killing my scrawny 10 year old body! I sold greeting cards for the next four years as a source of income. I sold flower seeds and vegetable seeds. (I also continued to sell my body shoveling snow, pulling weeds, cutting lawns, and doing anything I could.) The most fun was selling cards though. The women were (for the most part) fun to talk with, the work was all sitting down in their living room and some of them even gave me cookies and milk those few days per year when I was selling. I was actually having fun working at something. The ad from Cheerful House Greeting Cards changed my life. Not because it made me rich. It didn’t. It gave me hope that I could escape living in poverty. The Boy Scouts wouldn’t need to bring me clothes and turkey dinners on Thanksgiving anymore. (The Boy Scouts delivered clothing and food to our home on Thanksgiving on a couple of occasions. I remember appreciating the clothes and food…and hating being needy.) I knew whatever I was going to do when I was older, it would be selling. I was right. I discovered as a 10 year old that the ability to think quickly and talk with people could give me a chance to escape being poor and maybe…just maybe…be rich. Selling was hard work in some ways, but it was fun. It certainly beat “physical work!” Selling would give me security, freedom, independence and the ability to be productive...to be valuable to other people. It was something I could do well. Fast forward to1998. Autumn 1998 I’ve been earning a six figure income for a few years. I’ve owned my own business, consulted or sold for other people since 1987. The idea of receiving an hourly wage and punching a time clock is almost a phobia. Business is good. I have several books in print including one, The Psychology of Persuasion, that is doing pretty darned well in the bookstores…But… I’ve stalled. I’ve stagnated. I’ve been earning $1,000- $2,000 per speech I give. Nothing wrong with that but I’ve been there and did that. What is going on? No one is offering me more than that. I am baffled. People compare my speaking www.hypnoticsellingstories.com 68

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ style to Anthony Robbins and my physical and offstage presence to Kelsey Grammar, David Letterman and Drew Carey. Now, what more could a guy want? That’s enough talent to feed off of for FOUR lifetimes. Enter Dottie Walters, the author of “Speak and Grow Rich” (Dottie owns the world’s most prestigious speakers bureau and publishes Sharing Ideas magazine for national speakers.) I see her “Speak and Grow Rich” course listed next to mine in the Open U catalog. I have no time to take a full day off and learn what I already know regardless of who it is with. But for years I have been wanting to meet Dottie. She would now be about 70 or maybe older…and it was her book, Speak and Grow Rich that helped me focus my world into teaching and speaking in public for a significant portion of my current living. I decided to take the Saturday off and go see Dottie. If nothing else, I should thank her for being inspirational in my life! I experienced her class with about 20 other students. I enjoyed watching the woman speak for 5 hours. She was able to keep the group enthralled with stories she had no doubt told for decades. Her approach was simple and somewhat “grandmotherly.” She was kind and direct. I was in love. (Not to mention watching her do back of the room sales was inspiring!) I didn’t get what I came for though. I hadn’t really learned anything “new.” But I was in love. I approached her after everyone had left the class and her grandson had finished packing the few books and video’s that hadn’t been snatched up by the audience. “Dottie, I’m Kevin Hogan. I want you to know you have been an inspiration in my career.” “Thank you Kevin.” She looked up into my eyes. She was tired. I’ve been here before. The last person wants to keep you forever. You (I) have been on stage for six hours and you want to find the bed in the hotel and fall flat on your face and have them wake you in 15 hours for breakfast… “Dottie, I want you to have this.” (I hand her my book, The Psychology of Persuasion.) “Thank you dear.” O.K. Kevin, her brain is fading. Either ask or get the hell out of here. She has a date with a hotel pillow and you are being as charming as a bottle of mental Drano.

www.hypnoticsellingstories.com 69

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ “Dottie, I have one question for you. I have been doing about $1500 per speech for the last couple of years. It doesn’t change. They don’t offer more than $2,000. What do you suggest? You tell me, I’ll do it. Anything. What is going to take me to the next ($5,000+) level?” “Have you asked Kevin?” “Pardon me?” “Have you asked for $5,000?” “Well, not really. I mean…no…you know, I haven’t.” She put her hand on my arm and patted me like I was a little child. “Well honey, just ask.” (She looked at my book and smiled.) “Just ask.” “Thanks Dottie, I will.” As I walked out of the door on that brisk Minneapolis afternoon I wondered just how stupid I must have looked. Successful author towers over sweet woman asking the dumbest question on the face of the earth. Thank God no one would ever know about this moment. Fast Forward: One Month. Early Winter 1998 I have a sore throat and a terrible cold. My nose is stuffier than it ever has been in it’s life. I feel terrible. CNBC is on in the background. The market is not doing well and I’m not making money today. (ring) “Who could that be?” I talk to CNBC when no one else is around. “Kevin Hogan, can I help you?” (It didn’t sound like that…maybe they bought it on the other end.” “Is this Dr. Hogan?” “Yes it is.” (Dr. Hogan has actually left the building for dead. This is his associate who has not yet succumbed to the flu…) “Oh…you sound terrible…this is Richard Marks (Not his real name) with the Sales Association (Not their real name either).” www.hypnoticsellingstories.com 70

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ “How can I help you?” “Well we were at your website and are looking for a speaker for our winter meeting in Minneapolis. What are you charging nowadays.” Here it is, Kevin. You spent the last month finishing, Talk Your Way to the Top. It’s over. The book is at Pelican. What are you going to tell this guy? Your voice sounds like hell. You’ve just yelled at CNBC. You…just ask, honey. Just ask…. “$5,000 is my fee but I’d sure like to know more about your group and what you are looking for.” Richard tells me about his group, tells me they want me to talk about “body language” and asks if I will settle on $4,000, which is what his budget is approved for. What’s the difference between 4K and 5K anyway? You’re working for ONE HOUR Kevin? You moron. It’s an hour drive and you are working for an hour….Just ask honey…just ask. “No, My fee is $5,000 and I think I can give you exactly what you are looking for. An hour of massive entertainment combined with an hour of data all happening simultaneously.” “I’ll have to check for approval on $5,000. I’ll call you back. Thanks Kevin, we’ll talk soon.” I thought to myself, “You stupid moron.” (CNBC was running a commercial with Ringo Starr in it…I could use a little help from my friends…Ringo… ) “What the heck are you thinking? Guaranteed $4,000. Been paid that once for a full day, never for an hour and you say, $5,000. Idiot. Idiot. Idiot.” Sue Herrara talks with Ron Insana about how the market is taking a hit today and I’m feeling like a bigger idiot by the micro-second. The phone doesn’t ring for the rest of the day. Fast Forward: Next day. (Ring) “Kevin Hogan.” “That really you?” “Who’s this?” “Richard Marks.” “Hi Richard, good to hear your voice.” (I’ll take the $4,000. Just offer it again, now, and I’m yours.) www.hypnoticsellingstories.com 71

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ “Kevin we got the $5,000 approved and would like you to….blah blah blah blah…(Get out of here. DOTTIE, I LOVE YOU… Just ask honey….I never doubted you Dottie, I swear to…just ask…and I wrote THE PSYCHOLOGY OF PERSUASION. I mean, how long does it take to realize that you are unable to follow your own advice…just ask honey…DOTTIE, YOU ARE THE GREATESET…) “How does that sound Kevin?” “Yes, absolutely, let’s run through the details again. My head is foggy from this flu.” Deal closed. Check received in 6 business days. That was the last time I doubted that still small sweet voice in my head. Dottie is with me always… Have you ever suffered from low self-esteem? We all do. I tell you this story because every time I think of it I remember that I’m worth an enormous amount to people, to society, to my self. I also think of my childhood because it reminds me that no matter how tough things get, they aren’t going to be that bad ever again. When you sell, you determine your outcomes. Whether you are 10 years old or 70 years old you are going to determine your own fate in selling. You are a free agent and can choose to sell almost any product or service you want. Once you have the product or service picked out that you want to sell remember this fact: People don’t buy your products they buy you. You must represent a great product or service. What you sell is critical to your self-image and your self-esteem. It needs to be the best and if it isn’t dump it and go get on the team that is the best. Every product has problems. Every service has its weaknesses. My question is, did you pick the best of the group? If not, go sign up with the best. Because, once you do, the rest of the story is about YOU! Selling is an inside job. It all takes place inside of people’s minds. Selling is a simple science that encompasses beliefs, values, attitudes, lifestyles, emotions, feelings and psychological shifts. Selling is the most wonderful profession on earth because it gives you what you want: > Freedom > Security > Productivity www.hypnoticsellingstories.com 72

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ > Independence > Sense of Accomplishment No longer are you a slave to anyone. You are your own boss and you are the master of your life. You’ll never work 40 hours again. You’ll work 50 or 60 because they are for YOU and the people you love. Selling is the solution to the destructive “dollars per hour” mentality that exists everywhere. You’ll never get paid an hourly wage again. You’ll be “unemployed” every day for the rest of your life and you will never feel more in charge of your own life! Covert Hypnosis Lesson 1. Through the stories in this module you I was able to teach you about my dedication to my family when I was a child. You learned that I cared about my family. You learned that I wanted to take care of them. Covert Hypnosis Lesson 2. Through the stories in this module you learned my exact process of finally asking to be paid what I am worth. You saw my struggle with my own self esteem and discovered that you are a lot like me. If I can do it you can do it. That message was critical to get through from my conscious mind to your unconscious mind. Covert Hypnosis Lesson 3. You now know that I have been successful in the field of influence and are therefore more likely to accept what I tell you as factual and therefore you are more likely to act upon those messages. Covert Hypnosis Lesson 4. I have disclosed personal weaknesses to you so you know that I am not a superman…nor do I think I am. If you want people to like you and respect you, you must let them know that you are not arrogant. You are just like they are. Used by permission. Copyright 2001 Network 3000 Publishing. For complete information: http://www.kevinhogan.com/

www.hypnoticsellingstories.com 73

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________

About the Authors Joe Vitale is the world's first Hypnotic Marketer. He is President of Hypnotic Marketing, Inc., and author of way too many books to list here, including the #1 best-selling book Spiritual Marketing, the best-selling e-book "Hypnotic Writing" and the best-selling Nightingale-Conant audio program, The Power of Outrageous Marketing. Joe currently lives in the Texas Hill Country outside of Austin. When he isn’t writing hypnotic selling stories, he’s in his pool or driving his BMW Z3. You can have Joe's proven marketing e-course -- "Recession-Proof Marketing" -- delivered to your e-mailbox every day for a week -- for FREE -- by sending a blank e-mail to [email protected] You can also get Joe's e-mail marketing course, Easy Marketing Secrets, free, by sending a blank e-mail to [email protected] Joe’s Web sites include: http://www.MrFire.com http://www.HypnoticWriting.com http://www.AdvancedHypnoticWriting.com http://www.CreateAdvertisingThatSells.com http://www.HypnoticWritingSwipeFile.com http://www.HypnoticMarketing.com http://www.HypnoticSellingTools.com http://www.SubconsciousInternetMarketing.com http://www.ImpulseInternetMarketing.com http://www.HowToWriteHypnoticEndorsements.com http://www.HowToWriteHypnoticArticles.com NEW! - http://www.HowToWriteHypnoticJointVentureProposals.com NEW! -- http://www.hypnotictraffictools.com Larry Dotson is the author of 42 e-books and has a fee-based membership Web site. He has written over 150 articles on business-related subjects and has been published in countless e-zines and magazines. Larry first got online and began writing back in December 1995. On his web site http://www.ldpublishing.com he offers free business related e-books and e-mail courses. Larry's Web sites include: http://www.LDPublishing.com http://www.HypnoticWritingSwipeFile.com http://www.HypnoticSellingTools.com http://www.SubconsciousInternetMarketing.com http://www.HowToWriteHypnoticEndorsements.com http://www.HowToWriteHypnoticArticles.com NEW! - http://www.HowToWriteHypnoticJointVentureProposals.com NEW! -- http://www.hypnotictraffictools.com www.hypnoticsellingstories.com 74

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________

Additional Nitro Marketing Resources As you progress in your Internet marketing business, the most important thing you can do is continually feed your mind with good, solid information. In addition, you should use all of the tools available to reduce your workload and improve your results. Nitro Marketing offers a host of resources to help you on your path to Internet success. Take a look at some of the tools below. We guarantee each and every product, and give them our strongest personal recommendations. Below is a brief description of some of our top tools and resources to help you in your business. For more information about the complete line of the powerful Nitro products, simply visit: www.NitroMarketing.com/products.html

Top Tools for Internet Success •

Nitro Affiliate Program - With the Nitro Marketing affiliate program you will earn a commission on every one of the 60+ different high-demand products and services we offer, including information from some of the best known names in the industry like Joe Vitale, Ted Nicholas, Joe Sugarman, and many others. All you have to do is refer somebody to any one of our sites using your affiliate link and if they buy anything from us, you will get a commission for every product or service they purchase then or at other times as well. Sign up for free as a Nitro Affiliate now!

•

Nitro Webcast Training – Top notch solid, no-fluff training from experts who have proven success and who share their knowledge and expertise with you in an easy to use format. It’ll be the best 90 minutes you spend every month!

•

What Works Now! News – Would you like to have the inside scoop on the closelyguarded Internet marketing tactics that are working RIGHT NOW... the fresh, cuttingedge ‘Money Making Playbook’ that marketing millionaire’s are using to rake in fistfuls of cash every single day? Get your free subscription today!

From the Nitro Marketing Team... •

PowerfulOffers.com - Learn how to Create Powerful Offers that Pull Massive Results: This multimedia ebook tutorial reveals our revolutionary formula for creating instant, powerful, irresistible offers that sell 477% more affiliate products (or ANY product online or offline) with just a few minutes of work, and teaches you how to recreate it for yourself instantly.

www.hypnoticsellingstories.com 75

Hypnotic Selling Stories: How to Sell with Hypnotic Selling Stories

____________________________________________________________________ From Joe Vitale, The Hypnotic Marketing Series... •

Hypnotic Library – The Hypnotic Library Super Package is a CD-ROM packed tight with the complete collection of Joe Vitale's popular series of hypnotic marketing products.

•

Hypnotic Writing - This course, by Joe Vitale shows you how to use "hypnotic" tricks in your writing to get people to more easily agree with you. A must for anyone who wants to write persuasively. The Original that started it all.

•

Advanced Hypnotic Writing - The unparalleled sequel to Joe Vitale's blockbuster "Hypnotic Writing." It reveals how to use the phenomenon of hypnotic suggestion to turn your words into cash.

From Ted Nicholas, one of the world's most successful direct marketers... •

Magic Words That Bring You Riches - This ebook is written by Ted Nicholas, widely recognized as one of the greatest direct marketing wizards of all time. In "Magic Words" Ted reveals the 17 magic words that can make you a fortune.

•

How I Sold $400 Million Dollars Worth of Products and Services - This monumental book shows you how to prepare profitable copy for your own business with Ted Nicholas' hard won marketing and advertising secrets.

From Joe Sugarman, one of the world's most successful direct marketers... •

Psychological Triggers - “Triggers” is a groundbreaking book that takes you deep inside the caverns of the human mind and reveals secret strategies you won't read anyplace else. No weapon ever forged in marketing has been as powerful as the knowledge of psychological triggers that cause people to buy what you’re selling.

From Joshua Shafran... •

How To Create Net Profits On Demand - This is a complete audio and video course, with workbook manual, on How To Create Net Profits On Demand. Although the creator of this product, Joshua Shafran, has just recently started teaching his system, he has an amazing track record. In less than 4 years, he has created 20 businesses that have made over $ 30 million dollars. He has created a quick and easy bulletproof SYSTEM that has stood the test of time and consistently cranks out the profits. This is what Nitro Marketing uses to roll out successful project after successful project after successful project…..

Remember, for more information on the entire line of Nitro Marketing products, visit www.NitroMarketing.com/products.html

www.hypnoticsellingstories.com 76