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by: KenrickCleveland
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"You will make more friends in a week by getting yourself interested in other people than you can in a year by trying to get other people interested in you." --Arnold Bennett

My favorite most recent additions to MAXpersuasion are the one-on-one calls with my Elite Coaching Club members. The subjects-which are decided on by the member-vary from advanced persuasion techniques for persuading the affluent to the deeply personal and they give members an opportunity to really focus in on particular struggles, blockages, or even spots where they feel they need to move at a more accelerated pace than the group.

Part of why I love these calls so much is the phenomenal questions and comments my students come up with. From time-to-time I'm going to work some of the more pertinent ideas into these articles. The sources will always remain strictly confidential as these are private calls.

Recently a student said he had always thought of the process of criteria elicitation as part of rapport building but that he had gotten some contradictory information as a result of a comment I made or posted.

Rapport building and criteria elicitation are intrinsically and inextricably linked. I break these two concepts up just to teach them as separate functions so that we all know what goes into each but really they're two sides of the same coin and in order to be good at one of them, we have to be good at the other.

In order to begin the process of criteria elicitation, you have to have at least a minimal amount of rapport built up. If you don't, there's no way you're going to acquire your affluent client's deep, core values.

This process applies to any prospect, absolutely, however, we focus on high net worth prospects and clients because they have all the money. For procedurally oriented people, beginning the process by gaining rapport and then using my strategies to obtain their deep criteria is the order to go in. By establishing rapport first, your prospect will be more open to giving you the information you're looking to elicit. And in the process of eliciting their criteria, your rapport with them will dramatically increase. Can you see how these two processes compliment each other?

Understanding how to gain rapport will guarantee your success in eliciting criteria from your high net worth prospects, and in turn you will feel yourself become a powerful persuader as you close the sale.

About the Author

Kenrick Cleveland teaches strategies to earn the business of wealthy clients using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion strategies.

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