Resources for Phone Sales

[meoraine]

Hey guys.
I haven't posted in a long time but I typically stalk these boards every few weeks to keep covert hypnosis fresh in my mind. I just recently got hired at a new job and I thought this may be the perfect situation to start applying covert hypnosis tactics on a daily basis.
Basically the job works like this...
I get a list of people who are looking to ship their cars from point A to point B.
I quote them a price, add my fee and make contact by phone.
Pretty simple, huh?
Well.. not quite. Unfortunately what I am seeing is that a lot of these opposing sales people(brokers) are cut throat. They have all these scams they run on the customers to get them to choose them over me. Someone had suggested that I just beat them at their own game, but I refuse to sink to the level of scamming people. So I've decided to start applying covert hypnosis material to help me convince the customer to choose me over these assholes.

Unfortunately, the only covert hypnosis product I've ever used was Igor's original course which I used a few years back and haven't had access to since then. So needless to say I am lacking in the resources and practice. I was wondering if anyone can recommend some really good sales material, preferably geared towards e-mail and phone sales or if anyone has had any experience at a job like this who would be willing to share some wisdom, I would greatly appreciate it!

Thanks Guys.

[Lazarus_Black]

Well, I would suggest Persuasion Engineering from Bandler and LaValle.  It's all about sales, not necessarily phone based, but certainly applicable to that arena.  I"ll think about the issue a bit more, but off hand that's the initial recommendation.

[meoraine]

Okay I picked up Persuasion Engineering as you suggested and I'm about 50 pages in so far. One question that I have so far is how one would go about anchoring over the phone?? The only techniques I've ever heard about anchoring have involved anchoring to touch or eye sight. Any thoughts?

BTW, this book is great thanks for the suggestion!

[Lazarus_Black]

Hey,

Sorry for not responding sooner, things have been a bit hectic lately and I must have overlooked the post.  Anchoring can be done with any sense, you merely need a unique stimulus to connect to that emotion.  For instance, you might have a specific phrase you use as an anchor, said in a certain tone.  You build the state and use this phrase as the anchor.  A whistle or specific tune can be an anchor.  For instance, a song often works as an anchor to an emotional state, which is why so many couples have a particular melody that serves as "our song", because it is connected with one particular encounter they shared and restirs those same emotions.  You don't need to use a song, but you can realize that your voice can provide you with many possibilities for anchoring.  I do some very advanced work that involves anchoring to specific linguistic patterns, not even to the words themselves but to structures of language, connected with specific vocal tones.  Now, this type of anchoring is far more complicated than anything you'll need, and requires a great deal of vocal control (I took voice lessons for singing years ago and also have a knack for voices and accents, but I'm not expert enough to teach those skills yet), but the basic concept underneath is that you are pairing two different modalities in order to create a unique anchor.  In this case, you have the content, the words themselves, and the actual aural qualities, the sound of your voice.  This is probably something you've done or at least seen done before, for instance there are some movie lines that I will repeat to friends in specific tones, rough imitations of the performers voice, in order to trigger a specific response.  If you can build the state, connecting it to a unique vocal pattern and phrase is a simple way to anchor that will easily work over the phone,

Will