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Presupposition And Persuasion At the core of presupposition is the idea that we can assume a mental position or thought which our prospects or clients must take for granted in order for everything else that we say to make sense without us actually having to name the core concept. Flexing Your Persuasion Muscles I'm a new man. Over the last few years I've shed over one hundred and forty pounds of unwanted fat. I have a new attitude toward food and have learned to love the exercising. Getting Into The Flow Of Affluence Included in my advanced coaching club, we've made a recent addition: monthly one-on-one calls with my students. These calls have been thrilling for me, and really amazing in terms of learning how to tailor more of what I'm teaching to my students' needs and desires. We've discussed all kinds of topics from persuasion to affluence attraction to more spiritually oriented matters. A Mile In Their Shoes We've all heard the old saying, 'You can't know someone until you've walked a mile in their shoes.' To add to the other 'energy' techniques I've written about in previous articles, I'd like to tell you about a great rapport builder of jumping into someone else's skin and walking a mile in their shoes. In "To Kill a Mockingbird" Harper Lee wrote, "You never really understand a person until you consider things from his point of view...until you climb into his skin and walk around in it." Starting From The Beginning Persuasion is, at its core, the study of human nature. Human nature is sometimes predictable, sometimes not so predictable. We are complex organisms and even if all things were equal (environment, education, parenting, nutrition, finances) there would be some of us who would achieve and some of us who would not. Motivation Through Adversity I've struggled with my weight my whole life. As far back as I can remember, I've felt bad about it. I was stuck in a body that wasn't what I wanted, that didn't fit with how I really saw myself and to me, it represented a weakness. Andrew Carnegie once said, "People who are unable to motivate themselves must be content with mediocrity, no matter how impressive their other talents." In my heart and mind, I felt this struggle was keeping me from self mastery and frustrated the heck out of me. Are Presuppositions Sneaky? A student of mine posted a comment on my blog recently. She noticed I used an example of a presupposition with the relationship between a teacher and student and suggested that maybe I was being sneaky using the example, as if my intention was to persuade her. So Much Persuasion: Ways To Learn One of my newer students asked me on a recent call, "Kenrick, how are you able to keep track of all of the different language patterns and persuasion techniques that you know and use? I mean, each time we're on one of these coaching calls, it seems like you're not only using new techniques, but combining two or three or more techniques at once. Sometimes I can't even remember the first step. How can I remember to remember?' Kicking Negativity "Luck is what happens when preparation meets opportunity." --Seneca, Roman philosopher, mid-1st century AD Speeding Up Rapport With Stories You're face-to-face with a new prospect. They know very little about you, about the kind of person you are, and maybe they've got some defenses that you're going to have to overcome before trust can be established. The Benefits Of Organization "Three Rules of Work: Out of clutter find simplicity; From discord find harmony; In the middle of difficulty lies opportunity." -Albert Einstein Persuading Through Personality Segmentation What is a part? If I say, a part of me wants this and a part of me wants that, what am I talking about? What are those things? Well, for one thing, it's a way of talking about our experience. The Blame Game "All blame is a waste of time. No matter how much fault you find with another, and regardless of how much you blame him, it will not change you. The only thing blame does is to keep the focus off you when you are looking for external reasons to explain your unhappiness or frustration. You may succeed in making another feel guilty about something by blaming him, but you won't succeed in changing whatever it is about you that is making you unhappy." -Wayne Dyer Small Changes/big Changes 'Anyone who has never made a mistake has never tried anything new.' --Albert Einstein Persuading With The Thirty Six Chinese Stratagem "So it is said that if you know your enemies and know yourself, you will win a hundred times in a hundred battles. If you only know yourself, but not your opponent, you win one and lose the next. If you do not know yourself or your enemy, you will always lose." -Ancient Chinese Proverb Seeing The Light: Visual Systems Of Representation Representational systems, we all use them whether we're oriented visually, auditorily or kinesthetically. In previous articles, I've given an overview of VAK. These are the ways we view the world. There is tremendous value in gaining rapport with your affluent clients and prospects by focusing on their representational system. This article focuses our gaze on visual language. Persuasion And The Media "The individual has always had to struggle to keep from being overwhelmed by the tribe. If you try it, you will be lonely often, and sometimes frightened. But no price is too high to pay for the privilege of owning yourself." -Friedrich Nietzsche How To Structure Reality "I'd rather have a bottle in front of me than a frontal lobotomy." -Tom Waits Stop Selling On Autopilot Technology is both liberating and somewhat of a pain. I've been updating my computer again lately and have made a number of trips to my local computer super store for equipment. Usually I know what I need, I get in, find it, and leave. But on occasion, when I'm trying to find a more expensive item, I have an experience which I call 'Attack of the Sales Zombies'. Obstacles Into Opportunities "It still holds true that man is most uniquely human when he turns obstacles into opportunities." --Eric Hoffer Silver Linings And Watchtowers Of Imagination "Be miserable. Or motivate yourself. Whatever has to be done, it's always your choice." --Wayne Dyer The Relativity Of Luxury "The saddest thing I can imagine is to get used to luxury." --Charlie Chaplin Leave It To The Future Future pacing is a phenomenal strategy that reminds your prospect of all the reasons they made the decision to purchase or sign up with you, and transfers all of those reasons to the future, reminding them why, through triggers and signals that you will have installed. Selling With Emotion Here's a wild suggestion: I think rationality is overrated. Yup. It's true. I realize it's important to have a good foundation with your feet planted solidly on the ground, but rationality has taken over the realm of business (though it has not yet taken over the world of romantic relationships. . .) and we've lost an integral part of ourselves that makes us appealing: emotionality. We have moved from mom and pop businesses into the age of faceless corporations and in doing so, things have become so sterile. How To Maintain Good Boundaries In Rapport "It is the business of thought to define things, to find the boundaries; thought, indeed, is a ceaseless process of definition. It is the business of art to give things shape." -Vance Palmer
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