1. Covert influence/hypnosis: uncovering mostly classified information which has secretly influenced your life

2. Why do we have to learn this?  Relation to charisma  Hypnosis or mind control is powerful.  Covert hypnosis is even more powerful!!!  You are influenced by covert hypnosis everyday without knowing it.  People (con artists, politicians, religious leaders) intentionally/unintentionally use this technique all the time.  It is time to take the control back!

3. Introduction  Misunderstandings in hypnosis.  Hypnosis has very little to do with sleeping.  Trance state.  No stage/equipment is needed.  Not total control over subjects’ minds.  People can usually remember things when they are in trance, unless they are given a command to forget things.

4. Origin of covert hypnosis  Overt and covert hypnosis.  Dr. Milton Erickson’s stories.  Early examples of covert hypnosis: subliminal stimuli (Youtube: Subliminal Messages Busted)  Subliminal stimuli in the movie Picnic, 1957  Placement marketing (embedded product information)

5. Example in sales/marketing  How will you sell something to others?  Traditional SOP: Be a friend and listen; explain (enthusiastically) why buying the product is a must; deal.  This works only when your product meets the customer’s needs.  Problem 1: Most people don’t know what they need or lie about their needs.  Problem 2: Robotic moves -> robotic response

6. Example in sales/marketing  What should we do?  1. Tell your customer to meet a 11:48am and expect the reaction. (It will only take several minutes and he/she is free to go for lunch.)  2. Promise not to sell anything.  3. Promise not to bother him/her again unless he/she asks for a meeting.  Effects: create great curiosity; false time constraint; showing unneediness.

7. Example in sales/marketing  What to say during the time?  Basically some truths (dark side) in this business.  Near the end, reveal something dramatic without giving details.  Then pretend to notice the time and leave.  When he/she begs you to stay, make a fake call to postpone the “next meeting”.  Then, use “case study” to increase interest.

8. Another example (shown by students)  Use a small gift to attract customers.  Good-looking girls/guys.  Wings (faked customer).  Comparison (even lower price).  Time constraint.

9. Techniques commonly used by charlatans  Value creation and trap setting  Movie example: Matchstick men  Beggar example 1: No bills, please.  Beggar example 2: Volunteered guide -> show the school -> not in school due to parents’ death -> show the abandoned hospital -> goal of becoming a doctor to save people -> need money to study and fulfill the goal.

10. Techniques commonly used by charlatans  All roads lead to Rome (Magicians love this too!)  Predictions for reducing resistance  Metaphors  Paint with the same brush  Focus directing