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 you “happen to be” nearby. Why not meet at …? (for example, at 11:48am; the meeting only takes several minutes and you will go to another meeting.)
2. Just to chat; don’t mention selling things.
Effects: create great curiosity; false time constraint; showing unneediness.

7. Example in sales/marketing
What to say during the time your guys meet?
Basically chatting, but combine some truths (dark side) in your 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 fulfill the goal (without directly asking for money)

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