big softy

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

Just so I'm absolutely understanding what you're saying. . .

Fantastic. That makes total sense. And so that I'm really getting where you're coming from . . .

Once we get past the basics of rapport and criteria elicitation, we can then feel free to put a little polish on our persuasion package.

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?'

I recommend being comfortable with the basic structure of criteria elicitation and then moving on to the softening statements. No sense confusing the process. However, once you feel an ease with your ability, adding these phrases becomes natural and adds to the persuasion by soothing and comforting your prospects.

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

'I'm just not feeling comfortable with my current person and I'm looking for a change,' says our prospect.

'Excellent. Really good. That makes perfect sense. And so that I'm understanding you completely, what's important about feeling comfortable with your financial advisor?'

'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.'

'I completely understand. And so I'm perfectly clear, ultimately, when you find this safe and secure feeling of being taken care of, what will that mean to you?'

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

Softening statements/questions put the prospect at ease. They show that we're really, truly understanding and in compliance with our client's needs and desires.

Like playing a musical instrument, persuasion can either be taken directly off the page as written, but its power is best utilized when we get the basics down and then do a little improvisation. Obviously, without the basics, we get a lot of nonsense, but when we combine a solid foundation with these flourishes, it can be a beautiful symphony.

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

Kenrick Cleveland teaches techniques to earn the business of affluent clients using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion techniques.

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