When we meet a new prospect, their triggers are what we need to figure out quickly. The individualization for each prospect is exactly what these techniques will teach us.
Our minds think in three major ways. Most people have a predominant way of thinking. However, often we use a combination of ways of thought.
(1) seeing, (2) hearing and (3) feeling.
Visual, auditory adn kinesthetic are the three major forms.
As we increase our precision in language, we create faster verbal rapport. The process of rapport also has the added benefit of training our clients and prospects to follow along with our ideas and suggestions. By developing a flexibility of language, we set the groundwork necessary for upcoming strategies.
What is the difference between reality and our THOUGHTS of reality?
What is the difference between experience, that which is happening around us, and what we remember about what has happened around us?
As a way to get into this, we need to discover how we perceive the world within which we exist.
Keeping it simple, we perceive the wold through touch, taste, smell, hearing and sight.
Let's say ten feet away from you an occurrence takes place and you have seen, heard, felt the incident. Are you perceiving the incident as fast as the incident occurs?
No. The incident happens a split second before you perceive it. This is because the information is filtered through your five senses. Put it this way, hwo do you even become aware that something is occurring?
Here's a question about perception: if a pencil is in a room and something happens in this room, a room where you are not, does the pencil know what happened?
Some would argue that yes, the pencil knows, and there are those that actually believe that they can tune into the pencil. I'm not really buying it.
It takes someone to observe the occurrence (or the aftermath of the occurrence) to know that something has happened. By absorbing through our senses what takes place, we observe. Once this has happened, we can remember it and talk about it.
Many people believe, as they start to study this, that their perception of the occurrence and the actual occurrence are exactly the same thing.
If this is true, why is it that now two people experience reality or occurrences in the same way?
Our VAK filters change our perception. The five senses (and the three "big ones" in particular) distort as we are distorted.
In through the filters comes information which then becomes distorted, generalized or deleted depending on us.
These filters help in that there are millions of things happening every second all around is which we couldn't possibly pay attention to. If we had to pay attention to everything, nothing would make sense. We would be perpetually distracted.
Our senses become tuners which we use to pick up on the things that we believe are important.
In upcoming articles, I will explore each of the three main ways we perceive and how that affects rapport. Armed with this knowledge, you can tune into your affluent prospect's primary way of relating in the world.
Kenrick Cleveland teaches techniques to sell to affluent clients using persuasion strategies. He runs unique public and private seminars and offers home study courses, audio/visual learning tools, and coaching programs in persuasion techniques. Find more free articles at www.MAXpersuasion.com/blog. Be sure to sign up for his free report entitled "Yes! Persuasion."