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Big Softy |
By:
Kenrick Cleveland |
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big softy
Kenrick Cleveland
There's something I'm curious about. . .
Just so I'm absolutely clear. . .
Absolutely. Fantastic. And just so that I'm perfectly clear and understanding you completely . . .
What am I doing here? Well, it's like icing on the cake. It's like polishing the silver. Once we get beyond the basics of rapport and criteria elicitation, we have free reign to be creative and elegant and finished in our expression of our persuasive abilities.
Softening statements and softening questions are the means to this elegance and finishing. We elicit criteria and there is a very basic structure for that. 'What's important about X? What's important about Y? And ultimately, what's important about Z?'
Once you're comfortable with the process then adding these softeners soothes and encourages your prospects and clients further adding to your persuasion powers.
'I'm just curious, tell me, what's important to you about finding a new real estate agent to represent you?'
'I'm just not feeling comfortable with my current person and I'm looking for a change,' says our prospect.
'Excellent. Really good. That makes perfect sense. And so that I'm understanding you completely, what's important about feeling comfortable with your financial advisor?'
'Well, I just really want to feel solid in knowing that I am being taken care of with my best interests being looked after. I am not finding that to be the case right now.'
'Absolutely. I understand completely. And just so I am crystal clear on this, when you find that safe and secure feeling that you're being taken care of, what will that mean to you?'
'It will mean that I don't have to worry about my family or my financial future.'
When we use softening statements, we're putting our prospects at ease. We are showing we truly understand and are acting in full accord with their needs and desires.
Persuasion, to me, is a lot like being a musician. We learn the fundamentals, the theory, do the exercises, practice, and then when we get the piece down, we can add to it our own special flourishes and improvisation. This combination creates a beautiful symphony that is hard to resist.
Kenrick Cleveland teaches strategies to earn the business of affluent prospects 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/article71351.html |
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