Succeed at Sales with Embedded Commands
Two things have been observed over the centuries about the human mind. The first thing is that most people’s thoughts are not rational and logical. The other thing is that most thinking takes place in the unconscious mind. This knowledge was theorized by philosopher for many generations, and is now being confirmed through scientific research. This means that the average person actually considers the merits of a product based on other things besides its practical features. The key to creating a sales presentation that wins over the customer is to include messages, or embedded commands, that are not apparent to the logical, conscious mind. These appeals can take either verbal or visual form, depending on the medium being used. The idea is to use words and images that are seductive and attractive in themselves, or that elicit positive thoughts and emotions in the targeted audience. Learning about, and mastering, these embedded commands can open the door to a successful sales career.