Monroe’s Motivated Sequence

// May 19th, 2012 // No Comments » // Uncategorized

If you’re writing sales scripts or speeches designed to motivate people, then one great place to turn is Monroe’s Motivated Sequence. It’s easy to learn and configure to your particular needs. Here’s how it goes:

Sequence:

1. Attention

Purport: Remember when we discussed how important attention and awareness are to conversational hypnosis and hypnosis in general? Absorbing attention is the first step in Monroe’s 1930′s Motivated Sequence. How do we do it? One easy way is to call someone by their name. People like the sound of their name and have been conditioned since childhood to look up and pay attention whenever someone calls them by name. Another way is to catch them off guard, forcing their attention by making some off hand statement. One example of this could be: “Hey! Check this out, we’re blowing all of our (product) 80 – 90% off today!”

2. Need

Purport: Going back to question based selling frameworks, we have to ask questions to find out if someone has a need, and then develop those needs in such a way that the person you’re selling to or trying to motivate really understands that they have a need. So once a need has been triggered and stimulated then this leads a person or group to thinking about a solution.

3. Satisfaction

Purport: I really like this word satisfaction and this step in the process. I like it because it is during this point that we are presenting a solution that is now clearly needed by the person and getting them to pickup on how solving the problem they are having will lead to satisfaction.

4. Visualization

Purport: This part of the process involves helping the potential customer or person to visualize in their mind the outcome of your proposed solution.

5. Action

Purport: This is decision time. It’s clear now that your solution is the answer to helping them and now it is time for them to take action and get the result they want.

I just wanted to post this as it’s a very quick way of influencing decisions from people. You can take this framework and add in some conversational hypnosis, some NLP patterns, make it your own, and use it to quickly and easily take an individual down the path you want.

Learn Well!

Bryan Westra

 

New Pattern

// May 15th, 2012 // No Comments » // Uncategorized

We’re just wrapping up some new businesses here that we’ve been implementing to get them profitable quickly and so that I can get back to doing what I love best… Training you guys/gals on how to conversationally hypnotize people and make more money in sales and improve the quality of your life and others at the same time.

Today, I want to share with you a brand new pattern that you may not have heard about from anywhere else… With that in mind, you can wonder what the new patter is… Okay… No more suspense! I promise here’s the lesson:

Hypnotic Language Pattern:

With that in mind ____.

Example:

With that in mind, a good example would be this one, where you learn how the ‘with that in mind’ pattern works.

With that in mind, we can move forward with this deal, and you’ll know you made the best decision to improve your financial future!

Purport:

This pattern is great when you’re using patterns and come to a point in the conversation where you want them to reinforce in their minds exactly what it is you’ve previously proposed to them. It signs the application basically.

So with all this in mind, enjoy using the pattern and have a great day changing minds and influencing people!

Learn Well!

Bryan Westra

 

Pattern Interrupt

// April 27th, 2012 // 4 Comments » // Uncategorized

Today we’re going to cover interrupts. Let’s look at it like this and then we’ll cover how it might be useful and applicable in a sales call, etc.

Picture in your mind what the word ‘interrupt’ means to you. It means interrupting the train of thought that someone is having. When someone gives you an objection in a sales call such as, “I don’t have time to talk now!” you can interrupt this by saying something like, “Time is all we have is what someone once told me. You like having more time don’t you?” See what we’ve done is taken the conversation and stopped the person dead in their tracks and forced them to shut down their habitual reactions (He/She probably say’s this to every sales rep. who comes to visit him/her.) and from this point we can spin the conversation in a different direction.

Here’s a short video to discuss some of the goin-on’s here at Indirect Knowledge Limited, and in this video I use pattern interrupts a lot. I’m not going to deconstruct them here, so see if you can find some and if you like share them in the comment field below.

I hope everyone has had an outstanding week. From the middle of May onward you’ll start to see more videos and more rich content being put up on this site.

Learn Well!

Bryan Westra

Founder Indirect Knowledge Limited

 

Hypnotic Language Pattern

// April 23rd, 2012 // 4 Comments » // Indirect knowledge, Indirect Thought

I don’t need to tell you how effective these hypnotic language patterns are. Great marketers and sales professionals know the power of language and how language influences people’s states of mind, and how by changing someone state of mind you can influence them to think in different ways.

So today’s new indirect hypnotic language pattern is:

I don’t need to tell you _____.

Example:

I don’t need to tell you how by getting this widget today you’ll be able to fulfill a logical need of yours that will also benefit you on an emotional level.

Example:

I don’t need to tell you how by purchasing my new book you’ll learn all about hypnosis so that you can feel good about helping people change their lives for the better.

Purport:

The above two examples have the context of someone wanting to sell something to someone else. The context can of course be different, and it doesn’t have to be related to sales at all. For example it could be that you want to go out to eat with a group of friends and want them to eat out at your favorite restaurant. So you might say, “I don’t have to tell you how much fun we’re going to have when we get to (name of your favorite restaurant).” This example actually presupposes that the person is going to have fun, but by saying “I don’t need to tell you” it makes this assumption that they already will think about it and will consider how much fun they will have when they get there and so they automatically assume it’s a given that they are going to eat at your favorite restaurant.

Well that’s really it for today!

Learn Well!

Bryan Westra

 

Online Business or Not?

// April 22nd, 2012 // 3 Comments » // Indirect knowledge

Today’s post is a little different. I want to share with you just some random feelings of mine. I started working online back in August of 2002. I didn’t know a lot when I got started, nor did I make a fortune overnight, and I certainly didn’t know that I’d be doing this ten years later.

I remember people telling me as I decided to get started in my first online business endeavor how I was crazy and foolish. The idea of doing an MLM or Network Marketing business was a bad idea in many people’s minds whom I knew personally. Other people’s beliefs didn’t stop me.

My rationale was that like any other business I would eventually make a sale and therefore increase my earnings some percent at some point. It just made sense to me that I would eventually recruit someone into my network and eventually another and another. I also knew that eventually someone I recruited would recruit someone else and my income would increase even more.

My final rationale was that it was an inexpensive decision. I would either get started and eventually make money or I would decide not to and not make any money. That choice seemed like a no brainer to me. I got started.

And it is this same basic thought that I tell people who are starting a business with me. It is a simple decision. Owning an online business can be a lot of fun. The rewards are both intrinsic and extrinsic. There are benefits that come from watching something sprout and grow and blossom into something that is uniquely you. Then there are benefits such as financial gain, and ‘learn as you go’ education that will stay with you a lifetime.

I also enjoy very much watching people all over the world take progressive steps to improving their lives. I’ve worked with and watched Russian men in their 70′s earn a substantial income from home, to twenty year old college students retire before graduation. It’s so much fun watching people experiment and share and help each other out all while making a living working online.

If you do something consistent, and you do it over time, around your life, then how can you not build results that in time pay you well? Seriously!

I started Indirect Knowledge Limited for the purpose of sharing and helping other people to grow as professionals. People who visit this site come here for various personal and professional reasons. Some share and some don’t. Many people have told me that they have gone back and sharpened their pencils because of what they are learning on here. Many people have inquired about what exactly I do to earn income online. The answer is that I do a lot and there really is no simple answer.

If you are brand new and limited on your funds my recommendation is that you join two business with me. One has an entrance price of $25 per month, and an affiliate fee of $19.95 per month. Beyond this you are in a good position to earn 100% residual commissions from every sale you make each month. The second business I would recommend has an even lower entrance cost. To get started in this business is free for the first 7 days. Then the price stays low at $10 per month. This business only pays 50% commissions however and will take you more time to develop and profit from. I would say, without making a claim of certainty, that you will earn real profits with either one or both of these businesses. I have. And I started out with no knowledge of this industry whatsoever when I got started.

It is really just a decision you have to make for yourself. And the reality is that you will decide to do it and earn money. Or you will decide not to do it and earn no money. I know people who have said yes and earned money and I know people who have said no and made none. The only certain guarantee that you can be sure of is that if you do not start an online business you will make no money from an online business.

I know this was a little different yet I wanted to share with those who keep inquiring what exactly it is that I do.

If you have decided now that you want to get started earning money from an online business here are my websites where you can get started:

www.make25.com

www.indirectknowledge.ws

As always, I’m always available to help you build your business, and can be gotten in touch with anytime the Skype status is highlighted in green in the top right hand corner of this website.

Learn Well,

Bryan Westra

 

Why, because, how

// April 18th, 2012 // 4 Comments » // Indirect knowledge, Indirect Thought, NLP

Why should you use this new pattern, because how else are you going to be a better negotiator? Why should you listen to anything I say, because how much more effective at sales will you be if you do listen to me.

Today’s lesson is about a neat pattern that is powerfully effective when you need something to say that’s influential and which drives home your embedded commands.

Here’s the pattern:

Why ____, because how _____.

Purport:

Here’s the power of this pattern. Say you want to slip in an embedded command easily and covertly. All you need to do is use this pattern. If you want someone to ‘buy your product’ here’s what you do: “Why do you want to buy my product, because, how else will you be able to do this and that unless you buy my product?”

Notice how we’ve used the embedded command twice “buy my product”…

One last example:

“Why do you want to go with me to Atlanta in June, because how cool would it be to stay at the Omni Hotel and enjoy an awesome experience with an awesome group of people when you stay at the Omni Hotel when you go with me to Atlanta in June.”

Learn Well!

Bryan Westra

 

Rule-Instruction Pattern

// March 31st, 2012 // 5 Comments » // Indirect knowledge, Indirect Thought, NLP

Rule-Instruction Pattern

Today I want to share with you a phenomenon that will help you in a variety of ways. I call it simply the ‘rule-instruction pattern’. It is based on the reality that people are constrained by rules for just about everything. When we’re small children we learn very quickly that we are governed by certain rules which guide our behavior. As we become older we realize that with more responsibility we have more rules to follow. Rules are a part of our social make up. At work there are rules to follow. At home there are rules to follow. While driving a car there are rules to follow. Point made.

Now let’s look at how rules can affect behavior. Some people obviously do not like to follow the rules. Others clearly obey without questioning them. Then there are people who will follow them if they understand the logic behind them.

There is also a relationship between rules and instructions. If I give someone instruction, they must start with the first instruction on a numbered list, and continue until all of the instructions are successfully carried out so that they can complete all of the instructions. Again this is a rule, that we start with the first instruction, and continue one-by-one until all of the instructions are completed.

The person who creates the rules and instructions has the power to influence others. So keeping this in mind, before I give you the pattern, think first about how it is possible to create rules and instructions to influence others behaviors to ensure your outcome is reached, next think about how you might apply this cleverness to various persuasive contexts, and finally I want you to write down in a minute this pattern and associate it with your particular usage. You will need to take these three steps, if you want to be successful using this pattern, because this is the Rule-Instruction Pattern, and you have to realize that there are rules for using these patterns. So follow them closely.

The above paragraph is the actual pattern being used on you. Some people who have been following along with these lessons may have distinguished this already. I like to give you examples of how the pattern itself can be used covertly in these lessons, as I think it helps you unconsciously learn these lessons.

THE PATTERN:

Before (I/You/We/etc.) give, tell, share, etc. ______ first _____ second/next _____ lastly, finally I want you to _____, because this must be done in order to _____, as ____.

EXAMPLE:

Before we can get you the right product for your business, first I need to ask you a few questions, second I’ll have to get you to pencil me in for an appointment for tomorrow to meet with you again, and finally I want you to take some notes on the information I’ll be giving you just before leaving today, because this has to be done in order to make sure we get you the ‘right’ product for your needs, as when I get you taken care of, I want us both to be satisfied with everything, and for there to be no doubts about our decision. Now, we need to get started…

PURPORT:

Notice that in the above example it’s rather generic. Also notice how the instructions act as rules for doing business with this particular selling professional. The customer naturally accepts that in order to be satisfied and taken care of, they are going to have to play ball with the sales professional. This is actually quite the opposite of how the selling process takes place between many sales professionals and their potential customers. Often newbies will accept the rules of their clients, and often they lose sales because of this. As a sales professional you might consider how being in an empowered state, making up your own rules and instructions for the potential client to unconsciously and naturally follow, and using this pattern to help you do that, might help you sell more and have an easier go at it.

As a final note, remember that this pattern offers a lot of flexibility, and you can change it how you like and make it user-friendly for your personality type. Just get the main psychological logic behind the ‘Rule-Instruction Pattern’ so that you can take that and gain some benefit.

Learn Well!

Bryan Westra

 

Language Pattern

// March 25th, 2012 // 6 Comments » // Indirect knowledge, Indirect Thought, NLP

Okay, when you truly start to master this language pattern then you’ll become aware of how compelling it is to use naturally and effortlessly on anyone. Then, you might also begin to see how much more easier it is to influence people when you have a grasp of some basic language, and I know you want to learn these for your own purposes, because they will assist you in each and every situation you come across when you need to be influential.

Now I’ve made these up with some variance… This means, you can feel free to liberally use these patterns how best you see fit…

Language Pattern:

When you surely start ____ then ____.

When you really start ____ then ____.

When you truly begin to ____ then ____.

When people really get ____ then ____.

When we really begin to ____ then ____.

As soon as you surely start ____ then ____.

As soon as you begin to ____ next ____.

If you ____ then ____.

Okay guys, here’s an example if you didn’t already catch me using the pattern in the first paragraph of this lesson…

Example:

As soon as you surely start to relax then you will be able to just drift into a nice trance…that’s right…allllll the waaaaayy dooooooooooowwwn. Thaaaats Riiiiigght!

Okay, when this becomes even more fun for you then you’ll start to smile and know that you have mastered this lesson. If you make life fun, then the world is your playground and money will just come to you without effort.

Learn Well!

Bryan Westra

 

6 Steps to Hypnotic Influence Mastery

// March 24th, 2012 // 6 Comments » // Indirect knowledge, Indirect Thought, Stories

6 Steps to Hypnotic Influence Mastery

Break Attention

During this stage you stop the direction of their attention and break their state. In marketing this is the objective of a lead capture page or opt-in page.

Rapport

This is the stage where you will want to be completely ‘authentic’ with others by being yourself as a person. When you naturally are yourself with people it is far better than when you try and pretend to be something that you are not or try and be manipulative. Stay authentic! Keep in mind also another term, ‘charisma’ as this means you being friendly and outgoing and personable. Most people like charismatic people and they like to associate with charismatic people.

Pacing

This is the stage where you will ‘connect’ with your potential customer of the person you are wishing to persuade or influence, or sell an idea to. During this stage you start low and then go high. In other words, you tell a story about how you were at a low point in your life, and then took steps, changed state of mind, and forged forward to overcome adversity. When communicating to groups of people, keep in mind that members in the group will be on different levels, so you will want to go down to the lowest possible level you can and then begin working upwards, taking each member of the group with you as you move up to the level they are currently on to the highest level you can.

Proof / Validation

This is where you cite testimonials and actual stories of other people who have gone through this same process and have come out on top. This validates that what you say is true, and is a great time just afterwards to tell someone how that if you’ve told them the truth about all this (what you just verified and proved) then how likely is it that they can trust you on what you’re about to sell them or tell them next. This part of the hypnotic process is important in that it satisfies people’s doubts and misunderstandings. Even if people still do not understand everything yet, they are at least trusting of your intentions.

Show Them How

If you want people to buy stuff you have to make a decision to buy stuff because how can you possibly know what someone is going through until you have yourself gone through it yourself and experienced those feelings. You have to have experience to lead people through this process. This cannot be over emphasized enough, as to be a good conversational hypnotist you must be able to understand how a person feels emotionally even when those feelings cannot be translated into words. You also have to know how you yourself dealt with those feelings and ‘how’ you were able to make the decision to move forward to be able to teach others how to move forward.

Command Them

In this final step, you may be thinking that this is a bit unethical to command someone to join your business or accept your idea or buy your product, and I’m going to encourage you to think differently, and don’t do that! See, when you use conversational hypnosis and covert communication, persuasion, and influence skills on someone, they will not do anything that they ‘secretly’ do not already want to do. The key word here is ‘secretly’ as deep inside them they know if they want to join, accept, buy, or be a part of something. When you have their attention and they are ready to whip out that credit card or sign on the dotted line, commanding them is the final step and a very compelling step. The psychology behind this step is that people are all the time being told what to do and commanded to do things. It’s how people have unconsciously become accustomed to taking action. Parents tell their children what to do. Teachers tell their students what to do. Bosses tell their employees what to do. It’s embedded into the fabric of our social systems. It’s unconsciously expected, so it is a very necessary step and one you must get accustomed to doing, if you want to be highly successful in sales and marketing!

Social psychologists have determined that it’s best to command someone no less than three times to do what you want them to do during this final stage.

Learn Well,

Bryan Westra

 

Lesson From David Wood

// March 23rd, 2012 // 8 Comments » // Uncategorized

Tonight I have a very special guest who is an awesome conversational hypnotist and he will be sharing with you the influence process that he uses to both sell and market products so where people will literally be jumping up and down with their credit card in their hands ready to buy from you.

Incidentally David is the founder of the company where I have been earning tons of money with. If you want to learn more from David and join my team, please click www.learntomake25.com.

Learn Well!

Bryan Westra