| What do we mean "Under the Radar"? | | | | too much and you can become very queasy |
| Getting under the radar is a way of sneaking in | | | | indeed... |
| through the back door without anyone noticing. | | | | ...don't you think? |
| The Stealth Fighter plane is famous for evading | | | | Embedded Suggestions |
| the enemy's radar systems so it can drop its | | | | This one does sound rather rude, doesn't it? And |
| bombs with precision accuracy. Harry Potter is | | | | this is the under the radar tip that is closely |
| legendary for his invisible cloak which allows him to | | | | related to hypnotic selling. |
| sneak anywhere un-noticed. | | | | You see, so much in our lives is automated. Our |
| Now if you, like me, believe wholeheartedly in | | | | bodies and minds are on auto pilot constantly as |
| ethical selling. In other words only selling something | | | | we try to make sense of the signals we're being |
| to someone who genuinely needs it and can | | | | bombarded with continuously. We do this because |
| afford it. Without a hesitation of doubt...then you | | | | if we had to consciously focus on absolutely |
| need some selling under the radar tips because | | | | everything, we'd probably explode. Our conscious |
| you can use them with the belief that you're | | | | mind can only deal with between 5 and 9 senses |
| legitimately helping the customer along the path of | | | | at any given time, much less if you're a man! |
| the sale. | | | | So everything else is dealt with admirably by our |
| Now that's really important to get off my chest | | | | sub-conscious or behind the scenes brain |
| because it's true to say that I honestly believe | | | | processing. This is why brands are so powerful. |
| that if you have the slightest doubt whether to | | | | We see Robinsons on the juice bottle and |
| proceed with the sale, then you shouldn't. Find a | | | | automatically buy it. We're in the pub and see |
| customer who truly needs your product or | | | | Stella on show and order a pint without giving it |
| service. | | | | anymore thought, well I do anyway. |
| Just like a rolling stone...someone needs to give it | | | | This rule of life helps us to understand why all |
| a little push first and then it travels a path. | | | | these under the radar tips work but specifically |
| Customers sometimes need a little push along the | | | | embedded commands. |
| right path and these tips will help you do just that. | | | | These are words or short phrases that we slip in |
| Lets start with "under the radar" tip number 1, | | | | with our normal conversation that are ignored but |
| truisms. | | | | subliminally processed by our customers to have |
| Truisms | | | | an effect. Here's some examples: |
| A truism is a statement or sentence that is, | | | | "I, like many other people, enjoy driving" |
| without doubt, true and most people will find | | | | "Buy now, Mr Smith, you're wondering what |
| themselves agreeing to it. They are a great | | | | benefits this product gives you..." |
| calming skill and all you're doing here is confirming | | | | "You, like me, enjoy getting value for your |
| to the customer what is true in their minds and | | | | money" |
| allowing them to go into a state of comfort | | | | "I'm hoping you'll want to place an order right now, |
| where there are no hidden surprises. | | | | but before you do..." |
| Simply say things that are true for the customer, | | | | "Buy the way, let's have a quick summary of the |
| Keep them global at first such as | | | | benefits of this plan." |
| "Its a beautiful day today isn't it?" | | | | So there are 5 examples for you of embedded |
| "Parking's a bit tricky in town at this time?" | | | | suggestions. You'll notice, like many other people |
| Then later on you could use some truisms you've | | | | reading this article, that I mis-spelt buy. It should |
| found out about the customer such as: | | | | be by. But the reason I did this was to show you |
| "Your family is a real priority to you aren't they?" | | | | that some words have more than one meaning |
| "From the information on the form you obviously | | | | and the brain has to process all the various |
| keep yourselves fit and healthy" | | | | meanings before it arrives at the right one. So the |
| "Getting a service that will save you time is | | | | customer is thinking about buying without knowing |
| important to you, don't you think?" | | | | it. |
| As the customer relaxes and sees that your | | | | Also I really want the customer to like me, so I |
| product is right for them...introduce some specific | | | | embedded the phrase in and at the same time |
| truisms such as: | | | | drove home the fact that I like lots of people. |
| "So you agree your budget for the package is | | | | The other phrases are just suggestions that I |
| just under £600 per month?" | | | | openly stated. |
| "You'd like to complete the forms now?" | | | | These all slip under the radar or into the sub |
| Notice that I've tagged some of the questions at | | | | conscious and start working for you. |
| the end with what we call a 'yes tag'. | | | | Negation |
| Yes Tags | | | | These are similar to the previous tip but slightly |
| These are little words at the end of the | | | | different so they need a separate category. If I |
| statements to get a positive "yes" from the | | | | said to my 8 year old son, Euan...don't worry |
| customer. Useful to gain a commitment to move | | | | about the carol concert this afternoon, what do |
| the sale along. Yes tags come in all sorts of | | | | you think he'll think? That's right he will worry |
| shapes and sizes and I just know you've used | | | | because I've suggested he shouldn't but just by |
| them before without knowing what they were | | | | suggesting this I've reminded him of his fears. |
| called...haven't you? | | | | Likewise if I said to you now please don't ever |
| Examples of yes tags... | | | | consider eating an apple. You'll consider eating an |
| Haven't you | | | | apple. You can't stop yourself because your brain |
| Aren't you | | | | has processed the positive before obeying the |
| Don't you | | | | don't command. |
| Isn't it? | | | | Use this in sales to make suggestions that you |
| Won't you. | | | | don't want to be accused of later. For example: |
| Just put one at the end of a truism, statement | | | | "Don't think for a moment that you need to |
| and your customer will want to nod their head in | | | | decide to go ahead today" |
| agreement. | | | | "I'll not be asking for the order today" |
| But I'm sure you'll agree, won't you, that overuse | | | | Good aren't they? You don't have to get excited |
| is dangerous Chocolate is lovely in small doses - | | | | about all of this right now, do you? |