Article Surfing Archive

What is subliminal persuasion? It is influencing people with more than just words. It is the power of what lies behind or beneath the language. It is influencing people at a level below their conscious recognition. People often don't realize they are being influenced during a conversation by a smile, making even that a subliminal technique. Here is a more subtle method.

Subliminal Persuasion Using Their Words

There is a power in words, and when it comes to influencing others, there is even more power in using their own words. What are "their own words?" Their are two categories.

Category one includes any words, phrases or expressions that a person repeatedly uses. For example, pay attention and you might notice that a person often says, "I see," or "I can understand that." The simple way to use this knowledge is to start using those words and phrases. Start a sentence with, "You can see how..." or "You can understand how..." Using their own words makes the person feel like they know ad can trust you. Thus, persuasion is more possible.

Category two includes the anything a prospect specifically said he wanted. Did he say he wanted a home with an office? Did he specify what kind of stereo system he wanted in his new car? Did she want to keep the cost of her running shoes under a certain amount? Try to really "get" what it is the prospect is looking for, and the language they use to describe it. This is important for the following part of this subliminal persuasion technique.

Assuming you have what the prospect needs, restate what he said he wants, and then show him how you can give him that. Internal consistency is a normal human need, so we don't like to act against what we say. That is why this technique works so well.

Suppose, for example, you are selling a prospect a vacation. You listen to what she wants, and you find something that fits her needs. At this point you would say something like, "If I remember right, you said you wanted a warm beach, nearby nightclubs, and under $2,000 for the week. I think you're in luck. Both packages we just looked at fit your criteria. Would you like to book the Jamaican or the Bahamas package?"

It is difficult for a person to say they're not interested when you find exactly what they said they wanted, and you remind them of their words. Most people won't even notice that you are using their exact words. They'll simply feel uncomfortable contradicting what they said. It is easier to agree. That's why using a person's own words is such a powerful subliminal persuasion technique.