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The Unthinkable

By: Kenrick Cleveland..

There's a bumper sticker I saw recently that said, "Don't believe everything you think." Ironically, I found this oddly thought provoking. Something about it resonated with me. There's something to the idea that thinking is a little bit overrated.

Wikipedia defines thought or thinking as: a mental process that allows beings to model the world and to deal with it effectively according to their objectives, plans, ends and desires.

According to C.S. Lewis there are three levels of human thought. The first level is 'will'. The will contains everything that is real and factual. These thoughts influence your day to day actions and are usually influencing you on a sub/other-than-conscious level.

The next level of human thought is your intellect. The intellect tends consists of your conscious thoughts and decisions, things we've studied, academics, true and verifiable information.

The third level is 'fantasy.' This is most definitely the most random level of thought. It can often make very little sense. Children and artists are most active in this fantasy realm, but even adults (who are not artistic) have the potential for rich fantasy lives. This arena, as it relates to persuasion, gives amazing advantage. When we deal with this level of thought in our prospect's and client's, we see that there is a more easily molded (malleable) area which is less attached to "reason". Using the fantasy level, we can more easily create pictures for our prospects which they can experience as what their lives will be like once they've bought our products or service.

When we give our prospects and clients images or a "fantasy" of what we have to offer them, we've got them already partially invested in having or owning or participating in our product or service. This can be done simply by saying, "Picture yourself as having achieved X. . ." or "What will it look like when you have Y?" and fill in the X and Y with their highest criteria. For extra power, look to their orientation -- whether they are towards or away from in the way they view the specific item at hand. Tailor your language to go in the same direction.

'The will' is another interesting arena that we can explore in terms of persuasion. Everyone believes they have strong wills, and for some of us, that may be true. I believe I am not someone who is easily influenced and my clients and students have exceptionally strong wills, however, we are constantly working on learning persuasion and can notice when someone is attempting to influence us the second it starts. Most of the world doesn't have the information we have and that's our advantage as we learn to unlock our our affluent prospect's and client's minds.

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

Kenrick Cleveland teaches strategies 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 strategies.

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