5 Dark Psychological Hacks to 2x Your Sales

If you want to be good at sales, you got to be good at tapping into people's psychology. As somebody who's closed over $7 million in sales myself, I'll be sharing my top five dark psychological hacks that can double your close rate. Let's dive in. Five dark psychological hacks to double your close rate. So we'll be going over double binds, disassociation, how to hijack authority, storytelling, and how to hack identity. Stay till the end, because hacking identity is going to be the best way to actually get people across the line to more deals. Now, the first one is a really powerful one, is double binds. And typically I'm going to pair double binds with internal pre sub initial questions. Hopefully I'm pronouncing that right. Okay, so what a double bound is or double bind is, it's a conversational illusion of choice. Like you present two options to prospect, both leading to what you want. Now, oftentimes people are going to attach this to something like the option close, which really just isn't going to work. But when you're asking it in questions and discovery, where there's a lot less need for them to make a decision, they're more likely to buy into your frame. So an example would be like, what would you change about the quality of leads or the amount of leads if you could? So I'm giving them two different option here. Quality or the amount of leads. So if they answer that question, they're going to answer about one of those two things. I'm giving them two different options, but both of those help me. So internal presumption questions, what are they? They are questions that are formatted in a way that assumes that there is an answer and the answer is implied in the question that the cause is internal, like it's their fault, it's something that they are doing. So example would be what are you not doing that is causing the marketing not to work? So in that question, it is already inferring that there is something that they are not doing that is causing the marketing not to work. So is somebody answering answers this question. They buy into the frame that they are the problem. Now, the reason why you want people to buy into the frame that they are the problem, because oftentimes you are selling a solution to the problem that they have. And you can only give them a solution if they feel like they are the problem. If the market is bad, there's nothing you can do to fix it. You can't fix the economy. What you can do is you can fix their marketing so we need to make it internal. That's why those are so important. So if we have a couple of examples of how we actually put these two together. First is what do you feel like you're saying or not saying, or maybe even how you're coming across in your tone that's causing you to get all these objections? Okay, so what does this presuppose? That it's something they're saying, not saying, or their tone that's causing the objections that they're getting? And when we're talking about the double bind, this is actually a triple bind. It's either something they're saying, not saying, or their tone that is causing it. Okay, so that's how you put those two together. Another example would be what do you feel like is is missing in the way that you're marketing to get these leads or how you're nurturing them that's causing things to be inconsistent in the business? Like what do you feel like is missing in the way that you're marketing one bind or how you're nurturing two binds that's causing the inconsistency in the. In the business? So you're presupposing that there is something that is missing in their marketing or nurturing that's causing the inconsistencies. Like it's not the economy, it's something they are doing. So if they answer this question, they are buying into the frame that it is their fault. That's when we can help them. Okay, another one. If you take a look back, what are you seeing in your job or your lifestyle that makes you feel like it's not enough to reach the next level of freedom? Right. So if you take a look back, what are you seeing? Very visual, but it's. It's your job or lifestyle double bind that makes you feel like it's not enough to reach that level of freedom. So you're presupposing that what they have isn't enough to reach that level of freedom. So that's where the presupposition comes into place. And the double bind is, what are you seeing in your job or your lifestyle that makes you feel this way? Okay, cool. Next one is going to be creating disassociation. Now this one is fun. Okay, so disassociation is a mental process that involves disconnecting from one's thoughts, feelings, memory, or sense of identity. So if you get people to actually start to view themselves in third person, like as someone else, this makes a prospect care less about consequences and make an uncharacteristic decisions. You want people to not be associated with their fearful emotions. So if you actually create a disassociation, they can actually view their fearful emotions. They're a lot better equipped to actually overcome them. Okay. So you do this by showing that there are two or more different people inside of themselves, and you can play them against each other. So you get them to actually start to talk about the voices or the people that are in their head. So it's not them. It's a version of themselves that they can talk about. And I'll go through an example if that makes sense. But the reason why you want to do this is because if they can view themselves from a. A detached point of view, they have less emotion involved, so they're more likely to take action on something. Okay, so here's an example. So this is a closer, and this is a prospect. So this is going to be, let's say later in the conversation when we're talking more about fear. So it's like closer. I get taken. The next step is hard, and I've been there before. Now, the reason why I always do that just in a lot of my objection handling is you want to make sure your perception is in the right place. They want to view you as somebody who's there to help them besides the point. Okay. It almost seems like there are two different voices in your head fighting each other. One telling you to pump the brakes and the other saying to go for it. Like, would you agree Again, I'm checking for agreement. Yeah. That's what I'm feeling right now. Okay. This is very common. I've never heard somebody say, like, oh, no. Like, it's not like that. Like, everyone buys into it because, like, you have two different thought process. Like, one telling you to go for it and one not. Okay, but we want to label them as two, like, separate voices. Two separate people inside their head. Like, I get it, man. We all have it. Like, I call it the boss voice and the bitch voice. I'm labeling it, like, the bitch voice that always, like, thinks things are going to go wrong and telling you not to do it. Then the boss voice is a voice that believes in you and telling you to go for it. So let me talk to the boss voice for a little bit. What is it saying? So again, I'm making a distinction between the two voices. I give them a label, and then I want to talk to the voice that helps me. Okay. Or helps them take action. So let me talk to the boss voice. Like, what is it saying? That I Should go for it and take the risk. Okay. So now they're disassociating from their actual thoughts. Okay. So it's like they're viewing the different voices in their heads at different things so they can talk about it and they become less attached to it. Like, why you want to get them to double down on it? Because I know I need to make a change. Okay? And I can appreciate that. And no matter what voice we listen to, it's going to get louder. So I have to ask, what voice do you want to make louder? The bitch voice or the boss voice? Okay. Give them a binary. Make them choose, and then always follow up with consequence. Like, what happens if you make the other voice louder? So this is a great way to, again, make people actually step back. And they can analyze their thoughts from third person so they're not attached to the thoughts, which just makes them more likely to take the risk that they need to take if they want to make the change. Next is going to be, how do you hijack authority? So authority is a person, organization having power, control in a particular sphere. So humans respond obediently to figures whom they see as having authority. So you have to understand the Milgram experiment. So if you don't know what the Milgramer experiment is, what it showed was people were willing to kill due to authority. About 65% and 100% of people were willing to actually apply shocks to individuals above the safety threshold. So how the experiment was laid out is they had two sets of people. One that was going to ask people questions, and then one that was going to answer questions. And if you got the questions wrong, you're going to be shocked by the person who was asking the questions. But what people didn't know is the people who are getting shocked were actors. Okay? And the people who are asking questions were the real participants. So they had people in lab coats tell them to continue to shock them, and what the actor would do would continuously get questions wrong and actually eventually pass out and stop responding. And over 65% of people continue to shock them even though they could have been dead in there if it was a real person. So this just shows that authority is going to be one of the biggest hacks to get people to actually take action on something. They'll do it against their own will. Because the people asking questions, it wasn't like they're having a good time. A lot of them were very upset, but they did it anyways because authority, charisma, and composure act as a master key to the human mind. And these, at the end of the day, they are skills that you can learn and improve. So we talk about how to actually gain authority. There's a couple different ways. Number one is going to be appearance. Okay? If you look like an authority, people will treat you like authority. So as you can see here, like, this is a doctor. Like, they look like an authority, they look like authority in the health space. So whatever it is in the space that you sell in, if you can look like an authority for your space, you're going to get people to be more open and listen to you more. Also, looking healthy, looking like a respectable person is going to play a big role too. Studies have been showed, like, people who look more healthy are going to get listened to more often. In case, if you don't look healthy, your skin's all out of blue, like you got acne, hair's all disheveled, like, make sure you look the part. You look clean and you look cleaned up. That's going to be important. Next big one is going to be confidence. So confidence is going to be having certainty in yourself and having conviction. You want to ask people to do something you've done before. And this is a big thing I see with salespeople all the time, is they ask people to take action. They ask people to find the money, they ask people to not think about it. But if they hop on a sales call, they're those people who give those objections, okay? So first things first, you need to take your own advice. If you're telling people to take action every day and get after their goals, you have to be getting after yours. That's number one. Number two, we can actually know what. We know what confidence looks like. So let's imitate that. So let's have good posture, general face of enjoyment, relaxation, slow body movements, relaxed shoulders. This is all really important because at the end of the day, oftentimes what confidence is, is just your comfortability in a current situation. And as far as giving yourself more comfortability, a big thing you need to do is just give yourself permission to be comfortable. If you give yourself permission to be the most comfortable person in the conversation, you'll come across as more confident and therefore you'll have more authority. Okay? And there's a couple tricks that you can do to display confidence. You can, first and foremost, just realize everyone is faking it. Okay? Nobody thinks that they are the end all, be all. Everyone is insecure. Like me. I'm sitting here right now making this YouTube video and I'm talking at a screen and it feels kind of weird if I really think about it. Okay, so just realize even the people that are at the top echelons of whatever you're looking at, on some level, everyone is faking it. And if you set expectation of good outcomes, you're going to be more optimistic and you're going to have a better outlook. So if you actually set expectations of like these conversations are going to go well, you have those good expectations, then you're going to just be more confident in those conversations and just know the worst case scenarios aren't bad. When you're talking about a sales conversation, what's the worst case scenario? They tell you to fuck off. Pretty much. That's it. Okay. And once you get told to fuck off a few times, you realize it's not that bad. So you can be more confident in the conversations that you're having. And then understanding limiting beliefs like in your head aren't real. So whatever limiting belief you have in your head of why you're not confident, just understand that's not real. Because you telling me that you're not confident, you're confident that you're unconfident. Okay. And then coming back to look the part, look confident, erect, make sure you look good. Your authority in your space, or at least you look like it. And how do you gain confidence? First and foremost, you need to listen to yourself. Like we were talking about before, create discipline. Okay? A big, big, big thing that really helped me with my confidence is practicing gratitude. If you're grateful for the things that you've done and outcomes you've got that you're just going to be more confident as a person in general. And then three, give yourself permission to be comfortable in your conversations. Because confidence is going to be one of those hacks to get authority. Anything else? Because if you are confident, these people do not know your entire life. They only know the interaction that you're having with them. And confidence, what it's going to do is subconsciously trigger that this is how this person acts all the time. And the only way a person can act confident all the time is if they're really competent in their own authority. They get good reactions out of people. So that's why confidence is going to be a hack. And something that I'll do quite often too is I'll use quotes to hijack somebody's authority to make sure, like I'm getting more authority as I go by. For example, somebody like Tony Robbins, I quote all the time because he's going to be authority in like the Self improvement space. I'm typically helping people improve themselves. Okay, next is going to be storytelling. So why storytelling is such a hack as far as getting people to open up and eliminate objections is because when you hear a story, you automatically put yourself in the protagonist spot. We can use this to our advantage with embedded commands, opening ourselves up emotionally so they'll open up emotionally to us. Called tactical vulnerability. And we can eliminate certain objections. So if you don't know what an embedded command is, it's phrases that are hidden within normal language and they're designed to be absorbed directly by the conscious by bypassing the critical part of the brain. So an example of that is like when you're telling a story. So I asked my dad what should I do? And he told me, what would you do if you knew you couldn't fail? I thought that was a good point. So I did it and I decided to take action. Okay, these are embedded commands like I did it, I decided to take action. And you would always want to emphasize that. So those are going to really imprint in the brain on somebody needs to take action. And something you can do with storytelling as well is you can actually start to pre handle objections. So this one's a good example of what would you do if you knew you couldn't fail. Like somebody taking action is pre handling to think about an objection. But I've also seen this done for a part. Objections, money, objections, any objection you can think of. You can create a story to pre handle these objections. I will say make sure it is your own story. Authenticity is going to be a big thing. When I use a story, I typically am going to do it to get certain type of answers out of things like consequence and get people to really open up emotionally. To me. So that is a real great hack to get people to open up emotionally. Okay, last is going to be how do you hack identity? So sales isn't just about transactions, it's about transformation. And the deepest level of change happens when somebody changes their self perception. So you got to understand like what their current identity is, help them shift it and then cement the new identity changes. Because there have been studies done about people on how they view how they handle stress. So people who view themselves as not handling stress well got negative health outcomes. But people who viewed themselves as stress is good and they handle stress well did not get the same negative health outcomes. So this is just going to show that the way you view yourself has a huge impact on your life in every aspect, including your health. So if you're able to actually help shift people and shift their identity. They're going to want to be consistent with that new identity you help them get. So not only will you be able to close more people and not get as many objections, they will actually perform better in whatever you're selling. They'll get better outcomes because you help them get this new identity. That's going to help them get the outcome that they want. Okay, so a few examples of how you can do this, how you can implement some different things to tap into people's identity. Okay, so let's talk about the first one. I've always struggled with social anxiety. So I can really appreciate how open you are. Have you always been this open or do you work on it like me? Or did you have to work on it like me? So let's take a look at this sentence. So the very first part is, I struggled. I've always struggled with social anxiety. Now, the reason I would say something like this is because it's tactical vulnerability. Again, I'm going to be vulnerable with them. They can be vulnerable with me. Then this identity, I appreciate how open you are. I want them to be open. This helps me. Have you always been this open or did you have to work on it like me? That's a double bind. So you see how we can add some of these things together. They're like, oh, no, I've always been open. Or no, I did have to work on it. And like, I'm like, now I'm open and things like that. So they're entrenching that they are open. And them being open is going to help me in the conversation, really dig down deep into the things I need to dig down deep into to get them to make a change. That's one example of it. Okay, this is another example. Do you know someone or know of someone who is where you would like to be? What are the characteristics, not skills that allows them to be the way that they are. Based off of that, what do you feel like is missing? Why is that? So what happens if that's always missing? So if we break this down, do you know someone or know of someone who's where you'd like to be? Because if you're helping somebody make a transition, let's say, for example, you're selling like a biz offer, okay, and they're getting into real estate. Do you know someone or know of someone who's where you like to be? Do you know someone who's like, making money in real estate, for example? What are the characteristics, not skills, because what you'll get out of that is like, okay, what's the characteristics? Oh, like they just know what to do. No, it's not skills that allows them to do what they do. Take action, dedicated, disciplined, whatever it is, you want to get those out of them. Based off of that, what do you feel like is missing? Like, you want them to tell you what the things that they are missing that's preventing them from being the identity they want to be. Why is that? Get them expand and then what happens? If that's always missing, then we consequence on what if they always are missing that trait. Okay, so that's a really good way to dive into identity. Let me know, let me know if this is helpful. And if you have any questions, go ahead and leave them in the comments and I'll see you guys next time.