19 EXAMPLES OF SALES PSYCHOLOGY AND CONVERSION TECHNIQUES #6 - EMBEDDED COMMANDS
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#6 EMBEDDED COMMANDS
These are commands hidden in a normal conversation, but delivered to get the required response. Embedded commands are often marked out through Analogue Marking. Analogue Marking is the process of using an action, gesture, or tone of voice to mark
out specific words within a sentence. Professional talents do this naturally, even though they may not even realize it.
Keep in mind that an embedded command isn’t something you directly and forcedly try to impose on a client. Instead, you’re using what sounds like a very simple statement or question to direct your potential client to do something for you. Let’s go back to our example of a busted water heater. Your client is on the fence about whether or not they’re ready to move forward. To help usher them along, use embedded commands like “You might think about how good a warm shower will feel when you replace your water heater.”
You’re not demanding that anyone perform any action, and yet you just embedded a command to get them to think about a certain situation or scenario.
Other embedded commands include:
● Maybe you will...
● Maybe you haven’t... yet
● Can you imagine...
● You might not have noticed...
● You might want to...
Embedded commands are a surefire way to get your client thinking and/or acting upon the hidden suggestions you just threw their way. In each of these examples, you’re commanding them to imagine a specific instance or are getting them to notice something they may have missed about their issue.
Embedded commands are harmless and are easy to slip seamlessly into conversation about your product or service
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