Donald Moine - Unlimited selling power: how to master hypnotic skills

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Copyright 1990 by Penguin Group (USA) Inc.

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PRINTING HISTORY

Prentice Hall Press trade paperback edition / March 1990

Library of Congress Cataloging-in-Publication Data

Moine, Donald J., [date]

Unlimited selling power: how to master hypnotic skills / by Donald J. Moine and Kenneth Lloyd.

p. cm.

ISBN: 978-1-101-66310-3

1. SellingPsychological aspects. 2. Hypnotism. I. Lloyd, Kenneth. II. Title.

HF5438.8.P75M653 1990 89-25500

658.85019dc20 CIP

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Version_1

Dr. Donald J. Moine was co-author of
Modern Persuasion Strategies: The
Hidden Advantage in Selling,
Herd, J. & Moine, 1984, Prentice-Hall.

This book is dedicated to
Linda and Roberta

How This Book Will Help You Put the Power of Sales Hypnosis to Work

In 1983, Tom Olds was struggling to make ends meet. He was months behind in making his car payments. His house was getting dangerously close to foreclosure. He was in debt to numerous credit card companies. Then, his girlfriend of three years walked out on him.

Today, Tom lives in a $700,000 house in the Tustin Hills of Southern California. He owns a BMW 733i and bought his new wife a 3-carat diamond ring. His bank accounts are bulging and he has numerous investments. His future is secured.

What happened in these few short years? How did Tom turn his life around?

Tom Olds learned the best kept secret of sales superstars: the ability to build immediate trust and command respect and confidence by using gentle forms of conversational hypnosis.

Before you object, let us tell you that Tom has not put anyone to sleep with hypnosis. He hasnt tricked anyone. He never uses deceit or any under-handed methods.

In fact, Tom is a man of high moral standards. He regularly attends and donates to his church, the Crystal Cathedral, and was married by the Reverend Robert Schuller. Tom is a man of great integrity. If you had told him a few years ago that he would find financial freedom and self-confidence through the use of sales hypnosis, he would have scoffed at the notion.

If you had shown the Tom Olds of 1983 the communication techniques Tom now uses daily, he wouldnt have even considered them hypnosis. The techniques are so subtle, so natural, and so friendly, that few people consciously recognize their hypnotic powers. No one has any reason to question them or to resist them.

T HESE ARE THE TECHNIQUES OF THE BORN SALESMAN . These are the techniques that were previously considered unteachable. Either you knew how to sell like a champion or you didnt. Most of us didnt.

While the techniques seem like anything but hypnosis, that is exactly what they are: pure hypnosis. Scientists who study language patterns have documented that top salespeople use forms of conversational hypnosis and that less-successful salespeople dont. In addition, scientists have found that top negotiators use conversational hypnosis, as do the best attorneys and the most charismatic ministers and preachers.

These powerful techniques can now be learned and used, for the first time, by the rest of us.

How it is done is what this book is about: sales hypnosis and its many powers. In reading this book, you will learn the specific techniques which have enabled Tom Olds and thousands of other people to greatly increase their incomes, their self-confidence, and their personal happiness.

* * *

Tom Olds was a hard-working and energetic student. After earning his undergraduate degree, he worked his way through two more years of college to get a M.B.A. from the University of Chicago.

Trained and certified as an accountant, Tom got a job with one of the Big Eight accounting firms. His career path was mapped out and Tom thought he was set for lifeuntil the boredom set in. Tom realized that while accounting is an honorable profession, he was not cut out to spend the rest of his years pouring over financial statements, computer print-outs, and other pieces of paper. Tom was also frustrated with what seemed to him to be the relatively low pay that the accounting field offered.

Tom searched for another profession. He wanted excitement, adventure, some travel, and good money. After several years, he quit the Big Eight firm and became an in-house accountant with a major airline. He got to travel and see the world. He had a few adventures. The money was a little better, but still not what Tom wanted and it was definitely not as much as he thought he deserved.

Most significantly, Tom was still pouring over numbers on little pieces of paper, day-in and day-out. He couldnt see himself doing this at sixty. Or even at forty.

But what could he do? What other paths were open to him? Tom had no interest in going back to school to learn another profession, such as law or medicine. Hed had all the school he could stand. He couldnt sleep at night, knowing he had to leave the profession he had trained so laboriously for, and not knowing where else to go or what else to do.

In his work for the airline, Tom met a number of salespeople. He envied their relative freedom and was amazed at how much money some of them, the best of them, made. He saw in these top salespeople many of the traits he thought he had: the willingness to work hard, a love of people, good verbal skills, and a quick mind. I can do it, Tom thought. This is the profession for me!

As Tom began investigating the different types of sales, he learned he could use his knowledge of accounting to sell certain financial products and services. It seemed like a natural, a slam-dunk. He also learned that financial sales was one of the most highly-paid of all sales specialties.