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Persuasion Continuums: The Key To Your Prospect's Particulars |
By:
Kenrick Cleveland |
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Persuasion Continuums: The Key To Your Prospect's Particulars
Kenrick Cleveland
I heard a joke recently that I thought was pretty funny. 'I have the idea that one person's dream is another person's nightmare. For example, it's my dream to sleep with Cindy Crawford. I'll bet you anything that would be her nightmare.'
Some people like to take tests, others like puzzles or math or reading maps, some of us even love to clean. . . Our differences make us unique. And our client's differences are what make persuasion extra powerful.
The key to unlocking your prospect's particulars is deciphering their messages and understanding that all of our keys are uniquely configured.
This is a strategy that will make it easier for you to grasp persuasion continuums and how you can take advantage of them in your life.
Persuasion continuums are an interesting phenomenon. What is a persuasion continuum? If you were to draw a straight line on a piece of paper and if you were to put one of the directions of the continuum on the right side and the opposite on the left side, then you'll know what I'm talking about when I say 'continuum'. These are patterns that exist in the minds of people and they exist in particular contexts. As the context changes, so too can a continuum. They won't always hold the same across all contexts.
I will explore different types of continuums in future articles such as 'towards/away', 'sameness/difference', 'internal/external' and 'options/procedures'. These are all different orientations which our affluent prospects and clients are to one degree or another depending on the context.
A lot of these are intertwined with or are dependent upon or utilize your understanding of criteria. If we define criteria as that what which points people to relevance, we are in fact giving people relevance.
You've heard of WIIFM. What's in it for me? Well, that, in essence, is the concept of criteria and values. Is there something here for me or is this not for me? That's the big question everybody has when they come to talk to you.
Continuums are free of content. This means they don't depend on what you're going to say at all, but depend on the context in which you're talking.
Say you're a financial adviser and you spend your days talking to people about their finances. That is the context in which these continuums will hold. This continuum will hold and remain constant within this particular context.
What is it that we're doing here? What's the point of a continuum? A continuum increases rapport, persuasion skills and creates incredible changes.
The continuums I've mentioned are ones that we can spot and find everywhere. There are significantly more but over the next few articles, we'll just be focusing in on these four.
Phew! This is some deep, powerful persuasion and if you're feeling a little overwhelmed, it's perfectly natural. I'll explore more deeply in these upcoming articles each of the continuums I mentioned above, so stay tuned for deeper persuasion understanding.
Kenrick Cleveland teaches strategies to earn the business of wealthy clients using http://www.maxpersuasion.com/ persuasion. He runs public and private seminars and offers home study courses and coaching programs in http://www.maxpersuasion.com/ persuasion strategies. You can get a http://www.uberarticles.com/?id=15833&b=79 unique content version of this article.
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Article Source: http://www.statssheet.com/articles/article61524.html |
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