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big softy

By: Kenrick Cleveland..

There's something I'm curious about. . .

Just so that I am understanding you completely. . .

Excellent. That makes perfect sense. And so that I'm understanding you. . .

What am I doing here? Well, it's like icing on the cake. It's like polishing the silver. Once we get beyond the basics of rapport and criteria elicitation, we have free reign to be creative and elegant and finished in our expression of our persuasive abilities.

Softening statements and questions are just that. When we elicit criteria, the basic structure is, 'What's important about X? What's important about Y? And ultimately, what's important about Z?'

Once you're comfortable with the process then adding these softeners soothes and encourages your prospects and clients further adding to your persuasion powers.

'So, I'm just curious, tell me, what's important to you about finding a new advisor?'

'I'm not feeling as comfortable as I used to with my current person and I'm ready for a change,' our prospect says.

'Fantastic. Absolutely. That makes excellent sense. And just so I'm fully understanding you, what's important about feeling totally comfortable with your current person?'

'Well, I just really want to feel solid in knowing that I am being taken care of with my best interests being looked after. I am not finding that to be the case right now.'

'Absolutely. I understand completely. And just so I am crystal clear on this, when you find that safe and secure feeling that you're being taken care of, what will that mean to you?'

'It will mean that I don't have to worry about my family or my financial future.'

Using softening statements when we talk with our prospects, puts them at ease by showing them we truly understand, empathize and comply with what they need and desire.

I liken persuasion to being a musician. We can either go by the book, play it exactly how it is written (which, in some cases is exactly how it should be) or we can utilize improvisation. I think a combination of the two is where the best persuasion happens. . . A solid basis in the fundamentals with some flourishes of personality work to create a beautiful symphony.

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

Kenrick Cleveland teaches techniques 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 techniques.

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