When are having a conversation with somebody, wouldn't you like to be able to influence their thoughts, actions, and behaviors? Well, you are about to learn some powerful strategies that will help you to do just that. And once you learn these, you will using the same time tested strategies used by salespeople and politicians for hundreds of years.
The first and most important aspect is to develop rapport. Rapport is an often misunderstood concept. Basically it means you develop a strong sense of familiarity with whoever you are speaking with. They start to feel like they really know you, that you share a lot in common with them. Once you establish rapport, you are ready to move on to the next step.
Next, you want to start looking for criteria. These are things that are important to them. For example, when looking for an investment broker, it might be important to find one that has a quick response time for questions.
The more vague and fuzzy their criteria are, the better. If they want to eat pizza, and all you sell is hot dogs, you've got a problem. But if they want to eat something with cheese, then you've got something to work with. Even better if all they want is something spicy.
If their criteria are fuzzy, then it's much easier to persuade them. Vague words like, happiness, security, entertainment, pleasure are much easier to fulfill than a specific brand and model number.
When you have a few vague words that are important to them, you are ready to go to work. Just convince them that by doing what you want them to do, they will fulfill all or part of their criteria.
This is best done obliquely, so they don't feel they are being persuaded. Let them come to the conclusion themselves.
So, for example, if they say they want happiness, you can tell them a story about a previous client, that became really happy after buying your product or taking your advice.
The more criteria words you get, the better. And the longer you spread out the conversation, the better. Just take your time, there's no rush.
You might start to elicit his or her criteria conversationally, and then talk about something completely different, then tell a story about how a previous client fulfilled their criteria through your product. Then talk about more things not related, and then slowly fill each criteria on by one.
When you do this the right way, and with patience, by the end of the conversation, they will be begging you to be able to do what you want. This is really powerful.
Of course, make sure you don't persuade them to do something against their interests, like buy a sports car for a family of eight. When you use this with their best interests in mind, you can create a lot of happiness in people.. - 31985
The first and most important aspect is to develop rapport. Rapport is an often misunderstood concept. Basically it means you develop a strong sense of familiarity with whoever you are speaking with. They start to feel like they really know you, that you share a lot in common with them. Once you establish rapport, you are ready to move on to the next step.
Next, you want to start looking for criteria. These are things that are important to them. For example, when looking for an investment broker, it might be important to find one that has a quick response time for questions.
The more vague and fuzzy their criteria are, the better. If they want to eat pizza, and all you sell is hot dogs, you've got a problem. But if they want to eat something with cheese, then you've got something to work with. Even better if all they want is something spicy.
If their criteria are fuzzy, then it's much easier to persuade them. Vague words like, happiness, security, entertainment, pleasure are much easier to fulfill than a specific brand and model number.
When you have a few vague words that are important to them, you are ready to go to work. Just convince them that by doing what you want them to do, they will fulfill all or part of their criteria.
This is best done obliquely, so they don't feel they are being persuaded. Let them come to the conclusion themselves.
So, for example, if they say they want happiness, you can tell them a story about a previous client, that became really happy after buying your product or taking your advice.
The more criteria words you get, the better. And the longer you spread out the conversation, the better. Just take your time, there's no rush.
You might start to elicit his or her criteria conversationally, and then talk about something completely different, then tell a story about how a previous client fulfilled their criteria through your product. Then talk about more things not related, and then slowly fill each criteria on by one.
When you do this the right way, and with patience, by the end of the conversation, they will be begging you to be able to do what you want. This is really powerful.
Of course, make sure you don't persuade them to do something against their interests, like buy a sports car for a family of eight. When you use this with their best interests in mind, you can create a lot of happiness in people.. - 31985
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