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Your Prospect's Particulars: Persuasion Continuums

By: Kenrick Cleveland..

Recently I heard a pretty funny joke: 'I have the idea that one person's dream is another person's nightmare. For example, it's my dream to sleep with Cindy Crawford. I'll bet you anything that would be her nightmare.'

We're all different: some of us like to do crossword puzzles, others love math, some of us like to take tests or read maps, others enjoy cleaning. Our differences make us unique and our prospect's differences are what can make persuasion extra powerful.

The key to unlocking your prospect's particulars is deciphering their messages and understanding that all of our keys are uniquely configured.

This is a strategy that will make it easier for you to grasp persuasion continuums and how you can take advantage of them in your life.

A persuasion continuum is an interesting phenomenon. If you were to draw a straight line on a piece of paper and if you were to put one of the directions of the continuum on the right side and the opposite on the left side, then you'll know what I'm talking about when I say 'continuum'. These are patterns that exist in the minds of people and they exist in particular contexts. As the context changes, so too can a continuum. They won't always hold the same across all contexts.

I will explore these types of persuasion continuums more specifically in future articles. A few of them that we'll be working with are 'towards and away', 'sameness and difference', 'internal and external' and 'options and procedures'.

A lot of these are intertwined with or are dependent upon or utilize your understanding of criteria. If we define criteria as that what which points people to relevance, we are in fact giving people relevance.

You've heard of WIIFM. What's in it for me? Well, that, in essence, is the concept of criteria and values. Is there something here for me or is this not for me? That's the big question everybody has when they come to talk to you.

Continuums are free of content. This means they don't depend on what you're going to say at all, but depend on the context in which you're talking.

If you are a financial adviser then you talk to people about their finances. That is the context with which contiuums hold. They will remain a constant within that particular context.

What we're doing here is increasing rapport dramatically and forward our persuasion skills immeasurably.

The continuums I'ave metioned are ones that can be easily spotted and find within each person. In some future articles I will focus on the four aforementioned continuums.

This is some deep, powerful persuasion and if you're feeling a little overwhelmed, it's perfectly natural. Stay tuned for more in depth information.

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

Kenrick Cleveland teaches techniques 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 techniques.

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