This article unveils a powerful secret that can help you penetrate the minds of your prospects and influence their decisions, including convincing them to purchase your product or service. This technique, which has been kept under wraps until now, can be a game-changer for your business. It may sound unbelievable, but as you read on, you'll understand its potential and how you can harness it.
The technique revolves around the way people read. Historically, people used to read books by moving their lips. Over time, this practice evolved, and people started reading silently. However, most people still read by mentally pronouncing the words, almost as if they were speaking them out loud. This is a normal reading habit, and it's the key to influencing your prospects' decisions.
This reading habit allows you to plant persuasive commands directly into your prospects' minds. When people read your sales letter, they are essentially speaking your words to themselves. You are in their "command center," and this gives you immense power.
Unless your prospects have taken a speed reading course, which teaches them to scan pages and avoid seeing single words, they are hearing what you want them to hear in their own minds. This gives you the power to influence their decisions, whether it's to buy your books, hire you to write copy, or follow your instructions.
To harness this power, you need to understand that people are reading your sales letters (or ads, memos, email, web copy, etc.) by pronouncing your words in their heads. This puts you in the "forbidden zone," ready to influence their thoughts.
As people read, they think and ask questions as if you were there to answer them. Your job as a persuasive writer is to anticipate these questions and answer them. If you do this effectively, people will follow your commands.
Hypnotists know that you will obey their commands as long as you don't already have a counter-suggestion in your mind. The same principle applies to your readers. You can tell them to "Send me money now for my new product," and they will do exactly that unless they have counter-thoughts (or objections). Your job is to anticipate these objections, answer them, and then give your command.
This hypnotic dialogue process involves writing your sales letter while pretending to talk to one person about your product or service. As you "talk" on the page, you imagine what your prospect will ask next. It's a dialogue in your mind, but if done correctly, that same dialogue will end up in your prospect's mind.
Throughout the writing process, keep asking yourself, "What will he ask?" By anticipating your prospect's questions, you can handle them persuasively, leading them to your way of thinking and to doing what you want.
For instance, right after my opening paragraph, I wrote, "Sound hard to believe?" I placed the question there because that's probably exactly where you asked the question in your own mind. By anticipating your thoughts and answering them using the dialogue process, I can influence your actions.
Go back through this article and see if you can find this "dialogue process" at work. And then notice what you do next, because that action will reflect the command I secretly embedded in you. Now that your objections are handled, you have little choice but to act on it, or not. This is the power of persuasion, and it's a skill you can master to influence your prospects' decisions.
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