Understanding Covert Hypnosis

Covert hypnosis, often perceived as a blend of psychological manipulation and showmanship, is actually a powerful tool in the realm of sales and marketing. This technique is not about controlling minds against someone’s will; rather, it’s about subtly guiding potential customers towards a desired outcome by tapping into their subconscious desires and decision-making processes.

The Mechanics of Covert Hypnosis

The foundation of covert hypnosis is similar to traditional hypnosis, which requires the Michael Emery
Michael J. Emery

subject’s willingness to participate. In a sales context, the goal is to relax the customer and introduce suggestions without their conscious awareness. Unlike conventional hypnosis, which often involves a relaxed setting with the subject seated or reclining, covert hypnosis must be seamlessly integrated into a dynamic sales interaction.
Key Strategies for Sales Professionals

Sales professionals, like car salesmen, utilize covert hypnosis by identifying and leveraging a customer’s core values—such as durability, fuel efficiency, and warranty—when evaluating a product. The challenge lies in doing so without appearing manipulative or aggressive, as this can lead to resistance and lost sales. The art of covert hypnosis lies in the ability to frame suggestions in a way that aligns with the customer’s existing beliefs, leading them to conclude that the product or service offered is precisely what they desire.
The Ethical Use of Covert Hypnosis

While covert hypnosis can be an effective sales technique, it’s crucial to approach it with ethical considerations in mind. The intent should be to assist customers in making decisions that genuinely benefit them, rather than exploiting their vulnerabilities for personal gain. Ethical use of covert hypnosis respects the customer’s autonomy and fosters a positive, trusting relationship between the salesperson and the client.
The Impact on Sales Performance

Studies have shown that sales professionals who are skilled in the art of persuasion, including the use of covert hypnosis, can significantly improve their sales performance. For instance, a study published in the “Journal of Applied Psychology” found that salespeople who employed advanced persuasive techniques, akin to covert hypnosis, were more successful in closing deals compared to those who d