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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.'

Some people like to take tests, others like puzzles or math or reading maps, some of us even love to clean. . . Our differences make us unique. And our client's differences are what 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.

What is a persuasion continuum? Draw a straight line on a piece of paper. 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 as they exist in particular contexts. When the context changes, so will a continuum. They won't always hold the same across all contexts.

In future articles I'll explore these more specifically, but a few of the continuums we're 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.

Persuasion continuums are content free strategies. They depend only on the context in which you're talking and not on what you're going to be saying.

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 is it that we're doing here? What's the point of a continuum? A continuum increases rapport, persuasion skills and creates incredible changes.

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.

Phew! This is some deep, powerful persuasion and if you're feeling a little overwhelmed, it's perfectly natural.

Article Source: Main Articles

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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