Free Articles at Neutron Marketing Article Publishing and Distribution » Business » Stop Shoving Your Prospects Down Rabbit Holes
Previous Article - Heart Diamond Engagement Ring
Next Article - The Black Diamond Engagement Ring

View PDF | Print View | Html Version
by: KenrickCleveland
Total views: 3
Word Count: 487

Without naming names. . . a former student of mine has been attempting to teach the process of criteria elicitation. Persuasion, the way I know it and teach it, is a complex body of knowledge, and the fact that this student has synthesized it all down to this one question is fine, but only if you have no intention of working with a high end clientle.

This one question, when asked over and over is simply going to annoy people to the point where they won't want to work with you at all. The line of questioning -- 'What's important about money? What's important about that? What's important about that?' -- is not going to work. It is figuratively shoving your prospect down a rabbit hole and it is completely ineffective.

When complex material gets distilled for 'the masses', then you have to kind of cut corners. Fortunately, I have a very sophisticated clientle who understand the value of really getting this stuff the way I teach it. It's higher education versus the pop psychology version. Trying to condense it really depletes it of its value.

The big frame is: what's the point of all of this?

If you are using criteria elicitation to make a quick sale, you've missed the point.

We're not looking for a Band-Aid approach here or a short cut. We are genuinely in search of the model of the world of our prospects so that we can enter their model of the world (figuratively).

Once we're 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 the laser focus on what they need and want, it's also the overriding frame.

We have no business selling to people if we don't know will be valuable to them.

Persuading is becoming a master of communication, not just a memorizer of a few patterns.

That doesn't cut it. That never has cut it, it never will cut it, and if you don't have a full on commitment to mastery, you're not going to cut it. Sooner or later, you will become irrelevant.

You are in your fields today that you're in because you have a commitment to that field.

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.

When you start asking people questions that you don't care about, 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 as stupid as that. And yet, there are still people who will do that.

About the Author

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

---

Rating: Not yet rated

--Choose-- 0 1 2 3 4 5

No comments posted.

Add Comment

Enter the code shown