Home | Business

The Continuums of Persuasion: Keys to Your Prospect's Particulars

Recently I heard a pretty funny joke: '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.

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.

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 content free strategies, meaning they're not dependent on what you're going to be saying, it depends upon the context that you're talking about.

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 are we doing here? We're increasing rapport, increasing our persuasion skills and creating magical differences fast.

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. Click here for other unique persuasion articles.

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).