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"It is the pervading law of all things organic and inorganic, Of all things physical and metaphysical, Of all things human and all things super-human, Of all true manifestations of the head, Of the heart, of the soul, That the life is recognizable in its expression, That form ever follows function. This is the law." ~Louis Sullivan Architect Louis Sullivan understood that form follows function. The designer of the modern skyscraper was creating the modern cityscape, trying to accomplish something that had never been tried before. If you're a salesperson, it may be that the function you are trying to accomplish is to persuade affluent prospects to buy your products or services. We can fall back to Sullivan's credo and understand that we can design a form that will go along with whatever function we require. With persuasion, you will find that you get very, very good results with building models that you're going to use to affect other people. In rapport, we build the model of the person we're persuading. We build them and step into their shoes so that we can become them. Let's get into some more wild models that will make your persuasion efforts work even more effectively with the affluent... This is like figuratively stepping into someone else's shoes, trying on their skin and is asking your unconscious to do something simple, yet profound, on your behalf. By jumping right into it, this presupposes that you can. And it's true. You CAN do this. You just need to set up with your other than conscious what you want, what you're asking and that they are fully capable of fulfilling your wishes. The next step is 'the bubble'. This comes out of metaphysical literature, but don't let that scare you off because it's an amazing tool and very effective in terms of rapport. And here is all you do: imagine a pink bubble around you and your prospect (or prospects). That's it. I don't know why, but the bubble's color does matter. So imagine that it is either pink or gold. As I step, I throw a lasso around you, and now you're encased in a bubble. Right when I step, I do this. As I step, I also enter the bubble. I know, you're probably thinking, 'This sounds nuts.' Believe me, there IS a point to all of this... The point is to link us energetically, to link what the two of us are doing. Putting aside the cynicism for just a moment, what if this does work? It's easy to do. It's not hurting anyone. And it can only work to your advantage. So you've got yourself inside a bubble with your prospect and your energy is combined in this bubble and . . . well, what if it has a huge powerful effect? This form--the pink bubble--accomplishes the function--rapport--which leads to persuasion. Let's say that I want to encircle many, like the whole room. I can drop the bubble over all of us, and then I can step out of it. How do you think that will impact the group? Well, the influence is that I'm creating rapport between my students and people who come to the seminar. I step into the bubble... what happens? My influence takes over. It's my bubble. I own it. It works for me. Experiment with the bubble and please post to the forum your experiences. This will be an incredibly interesting exercise for you. You'll gain an entirely new perspective on your persuasive ability toward the affluent.
Article Source: http://www.articletap.com
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.
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