The Most Powerfull Persuasion Skill You'll Ever Learn
By John M. Satterfield CHt, Thu Dec 8th

Criteria Elicitation This is without a doubt the most importantpersuasion skill that you can learn. If you’ll learn to applythis to every situation in which you find yourself you’ll beamazed at the positive results! Many of the hypnotic skills I’llbe sharing with you have a parallel in old sales trainingtechniques. This one is no exception! Lets say that you areneeding to convince someone to do something, accept something,or behave in a certain way. You will need to communicate withtheir powerful subconscious to get your desired agreement. Oncea person’s subconscious “buys in” to what you are proposing theywill just naturally seem to come over to your way of thinking.The question then becomes “how do I get my message to theperson’s subconscious?” Here’s your answer-elicit their truecriteria. Simply put, ask. Try this one SALESMAN John what’simportant to you when shopping for a new car? JOHN Well I liketo know that the person I’m dealing with is honest.” SALESMANYes honesty is the best policy. What else is valuable to youwhen you are making the decision about a car? JOHN I like toknow the car has a high reliability rating from Consumer ReportsSALESMAN an unreliable car is not an acceptable situation. Whatelse is important john? JOHN I want to know that I got a reallygood price. In the above can you put John’s criteria in order ofimportance? If you chose 3, 2, 1 you were right! Ourhypnotically trained sales man knew to ask at least three timeswhat was really important or valuable. He agreed and parrotedeach answer so that John’s SC would react to him as a friend(rapport) John’s SC would give increasingly important info eachtime he was asked what’s important. So our salesman needs tofocus on showing John that he is getting a good price on areliable car from a trusted advisor. When you need to convincesomeone first you should establish rapport. The easiest way todo that is to ask some questions about things important to thatperson. Some people go after rapport by starting with stuff like“how do you like this weather?” A great way to establish rapportis to share some detail from your own life first. “John youshould have been with me last week at the golf range! I washitting them long and straight! Or “my daughter just got thelead in the school play!” People usually respond with instantliking for you when you share a detail from your life. Once youhave conversed for awhile (small talk?) then you can get to theelicitation stage. “Boss—what’s important to you about how mysales job is performed?” What else? What else? Surveys areformalized attempts at criteria elicitation. Once you knowsomeone’s criteria then you have the roadmap to structure yourpersuasion attempts. By focusing on their criteria you will beseen as perceptive, insightful and caring! “Honey what’svaluable to you in a relationship” What else? What else?Structure your communication to take advantage of the criteriathat you have elicited and you’ll always come out a winner!

Any Questions?

John Satterfield C.Ht (Certified Hypnotherapist)www.hypnosisucanuse.com hypnosisucanuse@getresponse.com

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