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Avoiding the Pack Mentality

By: Kenrick Cleveland..

Yeah, I know, things are getting expensive. Grocery prices are soaring because gas prices are soaring because there's a war going on because a fear of scarcity has been instilled in us because . . . well, it's complicated, right? Regardless of the reasons, I get back to the point that things are expensive.

And yet, we're not being asked to conserve or pull in the reigns on spending, tighten our belts so to speak. We're being told it's our patriotic duty to engage in this economy by buying more, more, more. And people are spending, true, but much more conservatively than in times of plenty. Price comparisons, coupons, internet deals, et cetera, are all culminating in sales professionals getting pinched. And as a former sales professional and trainer of sales professionals, I feel it. Most fortunately, for me and for the sales professionals I work with, our products and services are geared toward an affluent clientle and the affluent are not necessarily feeling the pinch like the non-affluent. Because of this, there is absolutely no need to gear our message toward the bargain shoppers.

Because we persuade an affluent clientle, we are working on a level where we must immediately set the frame that concepts such as bargain shopping and cutting corners is absolutely going to disappoint them with substandard and inferior products and service.

As persuaders and sales professionals who work with the affluent, we must frame our products and services as elite and practical, luxurious and patriotic. Our products and services are of a higher level and therefore we must market the experience of luxury along with what they can do to meet the criteria and values of our clientle. We can also appeal to the notion of like causes like. My preference is not to operate within a framework of scarcity because I know in my life, that like attracts like.

Along those lines, instead of "slashing prices", we must maintain our premium prices. I implore you not to engage in the practice of undermining yourself. Maintain your individuality. As a persuaders, this will naturally come quite easy to you. We have the unique ability to know exactly what our clients and prospects want because we know the techniques necessary to trigger those hot buttons.

Focusing on word of mouth and referrals as a result of the experience of working with us, is key. We have special knowledge as persuaders, and can most definitely deliver the emotional experience that people are craving in a business (or social or other) interaction. Keeping in mind that everyone, EVERYONE, rich, poor, in between, man, woman, child, EVERYONE wants to feel understood and everyone wants to feel special.

So it is my fervent hope that you will begin to understand that you are worth what you charge and once you believe it, your affluent clients will have no choice but to also fall in line.

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

Kenrick Cleveland teaches techniques to earn the business of affluent clients using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion techniques.

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