Changing States for Fun & Profit

by Lou

Fascination is a great state to elicit for whatever you are selling

You know how vital it is to the success of your business to change a propect’s emotional states, right? And how the most prosperous and flourishing businesses are the greatest state changers and can change the emotional states of large groups of people at the same time?

No matter what you are selling, you get the greatest results by changing someone’s state. If you are a sales person, you get the best results by inducing prospective customers into buying states; if you sell real estate, you get better results if you get your clients into states of trust, comfort, and desire. If you sell sports cars, you need to get your customers into states of arousal, of wanting, of impressing others.

What do you sell? What states of mind do you want your prospects to go into. What’s the name of this emotional state? Trust? Hope? Fascination? Hunger?

Next think of a time when YOU were in this state. Think of it in sensory rich descriptions. What you saw, what you heard, what you felt (and what you smelled or tasted if it applies to what you’re trying to do). The reason I say for you to do this is that you’ll be describing your experience to that of the person you want to influence.

Now what do you want to link this state to? Yourself? A car in your lot? A piece of property or a house? An e-book you’re selling?

Richard Bandler did this very elegantly. He was teaching a seminar, and he had the participants raise their hands if they hated mathematics. Several of them did. He told them to close their eyes. He then elicited a state of joy of learning (in another subject) and other positive states. While they were doing that with their eyes closed. He drew a complicated mathematical formula on the board in front of the group. After they were in state, he had them open their eyes and look at the formula. The participants who were once afraid of math looked at the equation on the board and saw it in a new light.

So to what do you want to link the state you elicited?

There are many ways to change a person’s state.  I would like to show you one of them in this post using language patterns.

The pattern goes like this:

Have you ever (STATE) + (EXAMPLE) + (ANCHOR)

For a buying state, I might use this example:

“Have you ever been really excited to buy something. Like the time you read a description on a menu you just said to yourself, ‘that sounds delicious’ and you had to have it…and you did. Or you received a sales letter, you opened it. It intrigued you, fascinated you. As you read, you got more and more excited, your heart beat faster, you saw yourself succeeding with the product, you said to yourself, ‘I have to have this. This is just what I need!’”

So, think about the states you want to elicit in your readers/ listeners/ viewers. Remember a time when you were in that state. What do you want to anchor it to? Now, create a script you can use in your sales letters, videos, or podcasts.


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