Home | Business

Persuasion Continuums: The Key To Your Prospect's Particulars

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.

Finding the key to unlocking our prospect's particulars is persuasion at its core.

Here's a strategy that will make it easier to understand and take advantage of persuasion continuums.

What is a persuasion continuum? Draw a straight line on a piece of paper. 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 as they exist in particular contexts. When the context changes, so will 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.

Many of these are intricately intertwined and dependent upon their criteria or your understanding of their criteria. We define criteria as that which points our prospects and clients to what is relevant for them.

You've heard of a 'what's in it for me' mentality? Well, that's the concept of criteria and values at its essence. Is there something here for me? Or is this not for me at all. Everybody has this one big question when they come to talk to you.

Persuasion continuums are content free strategies. They depend only on the context in which you're talking and not on what you're going to be saying.

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.

This is some deep, powerful persuasion and if you're feeling a little overwhelmed, it's perfectly natural. Stay tuned for more in depth information.

Article Source: http://www.uberarticles.com/articles

Kenrick Cleveland teaches strategies to earn the business of wealthy prospects using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion strategies. Don't reprint this article. Instead, reprint a free unique content version of this same article.

This article is licensed under a Creative Commons Attribution-No Derivative Works 3.0 Unported License, which means you may freely reprint it, in its entiretly, provided you include the author's resource box along with LIVE VISIBLE links (without "nofollow" tags).