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Kenrick Cleveland's Articles


Persuasion (23)	Communication (1)
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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." above and beyond: how to work with an affluent clientle I read a story about the Ritz Carlton Hotel recently that has me thinking about what it means to truly court and cater to an affluent clientle in a way that will keep them interested and involved with your product or service. Activating Affluence It is my belief that we create our reality and our destiny. The lives we have and experience are the lives we've created for ourselves--for better or worse. Adjusting Your Lens In previous articles I've discussed some framing basics. Obviously, framing can't be summed up in a few little articles, but it's a foundation from which to build our persuasion arsenals. 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. Assigning Blame: Use With Caution I have written previously about the term 'everything happens for a reason' as a technique to utilize the inherent trust many people have in this concept. I also wrote about how superstition can be a powerful persuasive tool. If you've read those articles and put the tools to work in your life, you already understand the power they hold. Attaining Persuasive Productivity One of the bonuses of learning to persuade is that we have the ability to work our skills on ourselves. When we apply self-persuasion, we can naturally accomplish anything we set our minds to. auditory persuasion As you listen to what I'm going to tell you, you'll begin to hear the way in which you can use these words to describe most anything. You can orient your phrases and the way in which you talk such that people will resonate with what you're saying very well. If you make your voice calm and smooth you'll probably have an even greater appeal as you verbalize the message you want to get across. You can tune in to what people are telling you as well, becoming more empathic with them and helping them to understand exactly your meaning to all the words that you have. big softy There's something I'm curious about. . . Calibration Effect My first job in sales was at a gym where I sold memberships. One of the trainers I worked with was a really great guy, friendly, sociable, funny and well liked. However, there are certain types of people that aren't comfortable with the extroverted personality type and this outgoingness sometimes brought him up against a wall with certain of his clients and made him somewhat ineffectual in his job. Choosing a Talisman for Affluence Amulet and talisman have been around since the beginning of time. These are objects that either bring luck or protect from evil. I'm very certain, though I have no proof, that the first man to walk the earth probably found a rock or shell or acorn and thought to himself, 'This is a lucky item. I'm going to carry it with me to protect me.' Cleaning Out Your Attic: The Fundamental Advantage of Forgiveness "Forgiveness means that you do not hold others responsible for your experiences." ~Gary Zukav Cleaning Up Your Language: Persuasive Oration Language, like persuasion, is an art. It's an art that can be mangled, yes. And as with any art, unless you're a prodigy, as Mozart was with music, as H.P. Lovecraft was with poetry, as Pablo Picasso was with painting, then most likely you will have to practice to be good at the art of language. Creating Group Rapport When I first started out in the persuasion business I would have huge anxiety for about a week before a big seminar. I was impossible to be around. My family would sequester themselves and avoid me. Even my dog steered clear of my office somehow intuitively knowing I was in no mood to play. Not only was the gear up for these events intense and chaotic, but the let down after, not because the event was not successful, but because the energy I spent and absorbed and that worked its way though me, was immense. Creating Your Universes: The First Step "Civilization advances as more and more of life's essentials are absorbed by the unconscious." -Diane Ackerman, "An Alchemy of Mind: The Marvel and Mystery of the Brain" Critique Your Speeches With My Ears My students often request that I listen to their speeches and presentations to comment on what I see as their strengths and weaknesses in their persuasion skills. Unfortunately, I haven't discovered a way to exist without sleep and I don't have enough hours in a day to do everything that I want to do and everything that is requested of me. Cultivate Your Curiosity I recently came across the following list written/compiled by David Heenan: Ten Keys to Life Fulfillment: 1. Listen to your heart 2. Take one step at a time 3. Deliver daily 4. Maintain a maverick mind-set 5. Focus, focus, focus 6. Never stop learning 7. Build a brain trust (network of knowledgeable people) 8. Reinvent Yourself 9. Sell Yourself 10. Start now! Curiosity: The Desire to Explore the Unknown When we are born, we are open and curious and fascinated at the new world around us. We are sponges. And as we develop, and if, and only if, our basic needs are satisfied, we grow to the point of requiring self-actualization. Ditching the Pitch/Script and Using Persuasion "The aim of marketing is to know and understand the customer so well the product or service fits him and sells itself." - Peter F. Drucker Enlarging the Frames "Everything can be taken from a man but one thing: the last of the human freedoms - to choose one's attitude in any given set of circumstances - to choose one's own way." - Victor Frankl Everything Happens for a Reason I got a call from an acquaintance a while back. He said, 'Do you remember the conversation we had about Africa? Well, I checked my e-mail and found, unbelievably, that I won an international lottery which originated in Africa. I'm just convinced that everything happens for a reason, aren't you?' 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. Framing History "If the only tool you have is a hammer, you tend to see every problem as a nail." --Abraham H. Maslow Framing Taboos Let's see if this stirs you up. It's a stretch, and a pretty volatile subject. But maybe, just maybe, I'm trying to stir us all up. Full Of It Confidence . . . when we interact with our affluent clients and prospects, we need to exude confidence. We need to show them what we are made of. There's a point where confidence becomes over confident and self assuredness becomes arrogance. These are not good things to be full of. Being competent, self assured and having a solid sense of self are excellent things to be full of.
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