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The Persuasive Power of Focus

By: Kenrick Cleveland..

If you're anything like me, your life is full of distractions. From every direction we are bombarded with one thing or another. Just in the course of this paragraph, I've had one 'new e-mail' alert, some instant messages from my assistant, in the other room I can hear my kids arguing over the remote, my dog wants to go for a walk, I'm a little thirsty, the phone will ring any second. . . One simple paragraph can be exhausting in light of all the other things that are vying for attention.

There's an old saying, 'If you chase two rabbits, both will escape.' By scattering our energy, we are not giving adequate attention to the important task at hand.

Alexander Graham Bell once said, 'Concentrate all your thoughts upon the work at hand. The sun's rays do not burn until brought to a focus.'

There are so many things we can and may be thinking about when we are interacting with a prospect or client. Our internal dialogs may have us worried about our breath or maybe we've got something stuck in our teeth. We might be worried about what the mechanic is going to tell us when we call them back or if the kids got to school on time. Issues large and small will battle for our attention and really what we need to be doing is focusing on our prospects and moreover, focusing intently on our prospects criteria and values.

I think of this focus as a flashlight. For example, if we aim our flashlight at a wall out in front of us, we might think we're seeing quite a bit. But say there's something on a shelf that you really want to see. . . what do you do? Well, if you have a flashlight like mine, you have the ability to make the beam wider or narrower. When it gets narrower, it penetrates further. And when it's wider, it shows me more space, but less distance. By beginning to focus laser-like on one aspect, we can see more clearly what we want to see (in this case, what we want to know is what our clients want).

I imagine that my prospect is a white board which I have wiped clean. Additionally, I am a white board which has been wiped clean. We are now open to them writing themselves onto that board and becoming a part of it. If we can focus on identity as persuaders, this would be a key area for which we can develop parts, a key area that we can frame and reframe. It's a very powerful area.

One of our main objectives in persuasion is to learn to shine that light in various ways to best understand and provide what it is that our clients and prospects want. Next time you're interacting and find yourself drifting into your own head, take a deep breath and really focus that beam on them shutting out all other distractions.

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

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

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