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Article By: KenrickCleveland
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Two Sides of the Same Coin
"You will make more friends in a week by getting yourself interested in other people than you can in a year by trying to get other people interested in you." --Arnold Bennett
Not too long ago I added an additional facet for members of my elite coaching club--one-on-one calls with my advanced student. The subject matter of these calls is dictated by the members themselves and can vary from deeply personal matters to advanced persuasion strategies where my students can focus on their individualized struggles or blocks.
Part of why I love these calls so much is the phenomenal questions and comments my students come up with. From time-to-time I'm going to work some of the more pertinent ideas into these articles. The sources will always remain strictly confidential as these are private calls.
On a recent call, a club member said he always thought the whole idea of collecting criteria was part of the rapport building process but that from some comments I had made, or which were posted to the board, he was getting the impression that rapport is something different.
Actually, criteria elicitation and rapport building are intrinsically, inextricably linked. The reason I break them into separate pieces and say, "here are the elements of rapport, here are the elements of criteria," is that people get good at doing both sides of it.
If you don't have a modicum of rapport before you start eliciting criteria, you're not going to get your affluent prospect's criteria.
This process applies to any prospect, absolutely, however, we focus on high net worth prospects and clients because they have all the money. For procedurally oriented people, beginning the process by gaining rapport and then using my strategies to obtain their deep criteria is the order to go in. By establishing rapport first, your prospect will be more open to giving you the information you're looking to elicit. And in the process of eliciting their criteria, your rapport with them will dramatically increase. Can you see how these two processes compliment each other?
Knowing how to gain rapport will guarantee your success in eliciting criteria from your high net worth prospects, and in turn you will feel yourself become a powerful persuader as you close the sale.
Article Source: ArticleZones.com
About the Author
Kenrick Cleveland teaches techniques to earn the business of affluent prospects using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion techniques.
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