Linguistical Pitfalls in Persuasion (Part I)

"Linguistics is arguably the most hotly contested property in the academic realm. It is soaked with the blood of poets, theologians, philosophers, philologists, psychologists, biologists, anthropologists, and neurologists, along with whatever blood can be got out of grammarians." - Russ Rymer

Who knew linguistics was such a hotbed of activity?

The concept is funny. I envision gangs of scholars in tweed jackets and khaki pants jabbing each other with quills and inflicting massive paper cuts on their intellectual enemies.

What is it about language that incites so much arguing?

Language is powerful - derisive and divisive at the same time that it is full of potential and beauty.

Keeping in mind the thought, 'The pen is mightier than the sword', I'd like to examine the eight most counterproductive words as applied to persuasion.

Consistency, confidence and congruency are the most important tools for speaking with our affluent prospects and these eight words erode all three of these.

For each of these words, there is an exception to the rule and as you learn the reasons why these words don't work well in many situations, feel free to explore how the exceptions to the rules work to your advantage.

However, if you're a beginning persuader, these words should be avoided at all cost.

Rapport is a tenuous thread when it first begins.

The goal of rapport is to become a magnetic force with your affluent clients and prospects. You draw them to you and have them thinking, 'This person is like me. I want to work with him.'

The eight most dangerous words in persuasion kill the rapport that you have established, they stop it from growing and cast doubt.

BUT

'But' cancels out everything that was said before it.

"I like you, but..." What am I saying? I don't like you.

"I think you're really fun to be around, but. . ." But, I don't want to be around you anymore.

After 'but' rears its head, everything said prior, is extinguished.

TRY.

Trying always presupposes failing. Either you're going to do it, or you're not going to do it. There is no such thing as 'try'.

I actually love the word 'try' and I use it all the time though until you're more advanced in persuasion, 'try' not to use it at all.

IF.

'If' is similar to 'try' because it presupposes "might not". It also is a weak word. It weakens who you are and what you're talking about.

"If you want to sign up for our service. . ."

Does 'if' instill confidence and reassurance? Not really.

'If' lacks intention and strength. It doesn't support you and build you up. And worse, it gives your prospects a way out.

MIGHT.

'Might' also reeks of weakness. It's wishy-washy.

"I might be able to help you." Well, can you help me or not?

Might takes away your personal power. If you speak authoritatively, you will be respected by the affluent and rewarded with their business.

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

Kenrick Cleveland teaches strategies to earn the business of affluent clients using persuasion. He runs unique public and private seminars and offers home study courses, audio/visual learning tools, and coaching programs in persuasion strategies.

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