Free Articles at Neutron Marketing Article Publishing and Distribution » Business » Backing The Ambulance Up To The Door: The 'away' Perspective
Previous Article - Promoting Your Own Business Can Be Loads Of Fun
Next Article - Learning More About Retirement Benefits

View PDF | Print View | Html Version
by: KenrickCleveland
Total views: 1
Word Count: 488

Before I get into the 'away' perspective in the towards/away continuum, I want to make a distinction between a truly negative personality and a person who is inclined towards moving away from a problem.

We've been taught from a very early age that 'if you don't have anything nice to say, don't say anything at all.' I am not on board with this cliche. It's dishonest. Putting a happy face on everything is impossible. Even if you 'turn lemons into lemonade' there is value in indulging in life's ups and downs. When you allow yourself to experience (not wallow in) life's lows, you will feel the highs even more intensely.

With that said, it's hard to be around people who complain incessantly. Viewing the world through the lens of misery and inconvenience is dreadful to be around. I believe if you're around that kind of personality for long stretches of time or consistently, your energy will be depleted as a result.

I am of the opinion that I'd rather have people be honest and accurate, and whether it is positive or negative is beside the point.

With that said, the 'towards and away' continuum is a filter that some (not all) people use when describing their circumstances in a particular context.

Say you've elicited your client or prospect's highest criteria and it turns out to be security. And you say, 'So ultimately, what will having security do for you?'

Security is both a towards and away value. Listen very closely to how they answer this question because this is a subtle one.

If they say, 'Having financial security will mean I'm safe. I won't have to worry anymore about the stock market or how I'm going to retire. . .'

Is this person moving towards a solution or away from a problem?

This is definitely an away from answer.

With 'away' people, one of the prongs on the key to persuasion is what I like to call 'backing the ambulance up to the door'. It's like poking at a wound or sticking your tongue at a sore tooth. (Some people actually do that!) It's like rubbernecking at an accident. It's like helping them wallow in that feeling of fear and worry in order to show them the path to . . .in this case, security.

An appropriate away from response would be, 'You bet. Exactly. It's absolutely understandable that you'd feel terrified. The market is a dangerous place right now. People are going to lose fortunes. Having no alternate plan, no parachute, is going to ruin many lives. My clients, however, have moved beyond that fear as they work with me, and are, as a result, safe and secure.'

Determination of towards/away enriches rapport immeasurably. Forcing an away from oriented person to see the silver lining or look through rose colored glasses will put them off and make persuasion very difficult. Just go along with them and bask in the fear and horror that you can eventually relieve them of.

About the Author

Kenrick Cleveland teaches techniques 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 techniques.

---

Rating: Not yet rated

--Choose-- 0 1 2 3 4 5

No comments posted.

Add Comment

Enter the code shown