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Rapport And Criteria: Two Sides Of The Same Coin |
By:
Kenrick Cleveland |
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Rapport and Criteria: Two Sides of the Same Coin
Kenrick Cleveland
"You will make more friends in a week by getting yourself interested in other people than you can in a year by trying to get other people interested in you." --Arnold Bennett
I've recently added an additional service to my advanced coaching club--one-on-one calls with students. I love these calls for a number of reasons, from getting to know my students better, to further understanding what people are looking for from MaxPersuasion and their study with me. I'm excited about giving my students the ability to really focus on what they're struggling with or dig in deeper in places that really excite them and where they want to move at a more accelerate pace than other students might be comfortable with.
Part of why I love these calls so much is the phenomenal questions and comments my students come up with. From time-to-time I'm going to work some of the more pertinent ideas into these articles. The sources will always remain strictly confidential as these are private calls.
Recently a student said he had always thought of the process of criteria elicitation as part of rapport building but that he had gotten some contradictory information as a result of a comment I made or posted.
So let me make this clear: criteria elicitation and rapport building are absolutely, 100% linked. I break them into separate functions and give the elements of rapport in one article and the elements of criteria in another just so that we get good at doing both sides separately.
If you don't have a modicum of rapport before you start eliciting criteria, you're not going to get your affluent prospect's criteria.
This process applies to any prospect, absolutely, however, we focus on high net worth prospects and clients because they have all the money. For procedurally oriented people, beginning the process by gaining rapport and then using my strategies to obtain their deep criteria is the order to go in. By establishing rapport first, your prospect will be more open to giving you the information you're looking to elicit. And in the process of eliciting their criteria, your rapport with them will dramatically increase. Can you see how these two processes compliment each other?
Knowing how to gain rapport will guarantee your success in eliciting criteria from your high net worth prospects, and in turn you will feel yourself become a powerful persuader as you close the sale.
Kenrick Cleveland teaches strategies to earn the business of affluent 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.
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Article Source: http://www.statssheet.com/articles/article71045.html |
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