Session 6: Pacing and Leading
What Am I Reading: conversational hypnosis
"If you are into sales or marketing then this is the session for you."
If you are following sessions then the last session had exercises on tonality. Igor discusses it with the people present and no doubt each one had same kind of experience. The best part I liked about this session is that Igor makes it a roller coaster by putting us in and out of trance at his will. He explains how he does it just using his tonality. Its all like normal lecture, no special music or anything but he uses his tone to make you think what he wants. Amazing learning experience!
Coming on the core of the session of conversational hypnosis. It is about pacing and leading. Pacing here stands for the style of convincing by mentioning statements that a person can personally feel and verify. E.g. telling somebody to feel that weather is hot on a hot day. Its a rapport building technique. Igor show how to effectively use it to get other people to agree to you. To make them accept your viewpoint. How to get them in an Yes saying mode effectively.
Other wonderful concept I learned is Positive Negation. A technique I have seen so widely used by Insurance and fund agents. It is how they make you feel to get you buy their product.
You also get to learn the technique of how to make the balance tilt in your favor by creating a doubt. This is something you might have seen being used by cops. This is how they get to know your inner feelings and get the truth out from you.
I think this session was the most useful session for someone like me. I got to learn too many things about sales techniques. It was equally impressive to see the positive outcomes that the people using this program are having. All this when we are jut midway through the course. I am sure there is plenty more to come.