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All Things Not Being Equal: Social Position in Persuasion

By: Kenrick Cleveland..

"Do not worry about holding high position; worry rather about playing your proper role." ~Confucius

Here's a great exercise for explore your affluent prospect's values and beliefs, thereby really getting into their mindsets.

The idea of social position has a lot to do with how you view yourself in a particular context. Are you 'one up' at work, 'equal' at home, and maybe 'one down' when dealing with police officers? These are broad generalizations which I'm using just to give you the idea.

As a nineteen year old, I was working in a health club, and I decided I wanted to be the manager. So I went to see the VP of the company I was working for, and he said to me, 'What can I do for you today, Kenrick?'

To which I responded, "It's not what you can do for me, it's what I'm going to do for you. As your top salesman, I hold every company record in sales and you're going to make me the manager of this club."

"Yeah, right," he said.

To which I responded, "If you don't make me the manager, I'm going to go to your competitor, the one next door to your strongest club, and I will run your club into the ground."

He looked at me and asked, "Are you serious?"

I said, "I'm dead serious."

"You can't do that."

To which I replied, "What's stopping me?"

Then he got an attitude, "You're not good enough."

So right then and there I said, "Goodbye."

I walked out and did exactly what I said I was going to do. I recruited all of the staff, the staff I had hired and trained, and took them with me. This is about the time the old club had a fit and tried to hire me back.

What do these social positions mean?

Remove any idea of 'judgment' and think about it this way: who has the most power in the situation?

This is also present in logical levels of though. If I'm eliciting your criteria about what it means to sell your house and get to the highest level of 'freedom', for you, freedom equals having your house sold.

In order to move someone from one position to another, elicit their highest value and use that value to move them. In order to do this, you'll have to learn how to move up and down efficiently and effectively.

Are you approaching everyone because you're a "sales person"?

Are you coming at them from a lower level, as in, "I'd be so appreciative if you'd listen to a few minutes of what I have to say."

That's baloney.

In order to garner the respect and trust of your affluent prospects, you have to come at these situations from an equal footing and then flawlessly, and quickly, get yourself into the higher position. That's how they understand your value.

This isn't about domination or arrogance. And maybe you even had to start a little lower to start. Keep in mind at all times that these positions are all in your head, they're your intention, and you have to get good at moving between them as the situation warrants.

Learning how to maneuver societal position will really help you to do better in your life because you're not just locking yourself into whatever feels right for you today, you're actually thinking about it. In turn, you become a more effective persuader.

Article Source: http://www.gcyarticles.com

Kenrick Cleveland teaches techniques 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 techniques.

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