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The Edge: Persuade Using Our Ingrained Drive To Compete

By: Kenrick Cleveland..

I noticed something interesting at the gym. The gym I go to is by no means a meat market. . . there are few mirrors, most of the patrons are really there to work out, not to see and be seen, the clientle, on the whole, seems to care about attaining or maintaining their health through exercise and that's their agenda as far as being there goes.

However, on occasion, I've noticed that as I ride the stationary bicycle, someone will hop on to the one next to me and I pick up my pace a little. It's not a conscious decision, really, but my other than conscious wanting to show off a little. It could be a desire not to be outdone.

I've noticed the opposite happening as well. Sometimes when I get on to a machine next to someone who is already working out, the person increases their speed as well. This is all about competition. Human nature includes a very strong desire to compete. Some people embraced this, some people shy away from it. I love it, myself. When I was a young man working in sales, I'd constantly challenge myself to double or triple what people around me were doing, and constantly competing with my own past triumphs.

You'll find the most vehement competition in places where there are limited resources. In the United States our whole culture is based on economic competition. Survival of the fittest. We don't go around trading or cooperating, for the most part, but competing for money, mates, parking spots. And when we go home at night and put our feet up, turn on the TV, we sit around and watch other people compete--sports, beauty contests, reality television.

In the case of my observation at the gym, it shows how competing can be incentive for self improvement. If I work out harder, show them what I'm made of, ride that bike to nowhere faster than they can, then I am only doing myself good (unless I get fanatical about it and pedal myself into an injury). Now, a drinking competition. . . that, obviously, is another story.

So how can this base instinct be used most effectively for selling our products or services? Well, we see it all the time. . . two gas stations across the street from each other with slightly different prices, the lower of the two deciding to take that much less for the product. I'm not suggesting you lower your prices by any means, but through framing, we can show ourselves, our products, our services, as the answer in the minds of our affluent prospects and clients. 'I am by no means the cheapest, and in fact, I may be one of the more expensive realtors, but you really do get what you pay for.'

What is your relation to competition? Do you embrace it or shy away from it? And how can you begin to use it for persuasion purposes?

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

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.

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