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The problem with asking a question over and over is that you're going to piss people off and they aren't going to want to deal with you. So therefore, 'What's important about money? What's important about that? What's important about that? What's important about that?' ad nauseum doesn't work. You're really shoving your prospects down a rabbit hole and it's not in the least bit effective. I've noticed when complex material gets watered down for the masses to understand, it becomes next to useless. It is my pleasure and I am grateful that my clients are sophisticated and understand the value of really delving deeply into the heart of persuasion. It's the difference between learning something from an expert, say at a prestigious university to taking a Learning Annex course -- you're not going to get the same quality. Condensing things to this point depletes it of its real value. The big frame is: what's the point of all of this? Why do we use criteria? We don't elicit criteria as a short cut or Band-Aid approach. We are genuinely in search of understanding their model of the world so that we can slip into it at will. Once we are in there, we bring our criteria in the back door and we get in there and expand their model. That is where persuasion takes place. Criteria is our laser like focus on what they need and want. It's my belief that we have absolutely no business selling things to people who will not find value in them. Persuading is becoming a master of communication, not just a memorizer of a few patterns. If there we don't aspire to master persuasion but isolate one little piece of it, it's not going to cut it. If you are tops in your field, you are where you are because you've made a commitment to be there. Fields that deal with selling, require a full on commitment to mastery of communication, psychology and how the two interrelate. Criteria is an entry point: it's a beginning point, it's an end point, it's a mid way point, it's a frame. There are some out there that use it sort of as the "new fashioned" sales techniques but it's really so much more. You know that when you start asking people questions which you don't care about the answer to, it's as bad as saying, 'So, if I can show you a way to save energy, time, and money today, you would be interested in moving ahead with it, wouldn't you?' It's ineffectual, but there are still people out there who will do it. Article Source: http://www.articlewheel.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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