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This is a really great exercise to use to explore values and beliefs as they relate to dealing with your affluent prospects. The idea of social position has a lot to do with how you view yourself in a particular context. Are you 'one up' at work, 'equal' at home, and maybe 'one down' when dealing with police officers? These are broad generalizations which I'm using just to give you the idea. When I was nineteen, I decided I wanted to be the manager of a health club. And so I, with youthful zeal, made an appointment with the VP of the company. We sat down and he said, 'Okay, Kenrick. What can I do for you today?' I replied, "Well, it's not what you can do for me, it's what I can do for you. You're probably going to think I'm a smart ass, but here's what the deal. I am your top salesman, in the whole company. I hold every single record there is to hold in terms of sales. It's time you made me a manager." He responded, "Yeah. Sure I am." And I said, "I don't think you're hearing me. Now you're going to make me the manager and if you don't, I'm going to take the European Health Spa right next to one of your strongest clubs and I'm going to run yours to the ground." "Are you serious?" he asked, incredulously. "I'm dead serious." He said, "You can't do that." "There's nothing stopping me." "You're not good enough to do that," he said. I said, "Okay. Goodbye." I got up and walked out and did just that. And then I recruited all the sales staff I had hired and trained and brought them with me. And then the company had a fit and tried to get me back. What do these social positions mean? There's no judgment involved. One person is not "better" than the other, it just has to do with who has the most power in the situation. Think of it in terms of logical levels of thought. Say I'm eliciting your criteria about selling your house. I finally get to the highest level value which is 'freedom'. For you freedom equals selling your house. You will have freedom if we accomplish selling your house. In order to move someone from one position to another, elicit their highest value and use that value to move them. In order to do this, you'll have to learn how to move up and down efficiently and effectively. Are you approaching everyone as a sales person? Are you approaching them as if you are one down, like "Please, I hope you could possibly find the time to listen to a few minutes of what I say and if you're not interested I'll leave you alone." That's baloney. The goal is that you want your affluent prospects to immediately understand your value. To do this, you've got to come in as equals and quickly, flawlessly, move to a higher level. This doesn't mean you're going to come in like an arrogant fool. Maybe you have to go one down to begin with, but realize that these are positions in your head and you had better get good at traversing between them. As you get better at maneuvering these social levels, you'll understand the value of flexibility and fluidity, and this will impact your persuasion skills immeasurably. Article Source: http://www.articlewheel.com
Kenrick Cleveland teaches strategies to earn the business of affluent prospects using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion strategies.
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