Persuasion Tip 53

Tuesday, September 13, 2005

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Welcome to the 53rd Persuasion Tip Newsletter!

Dear Michael,From the desk of Kenrick E. ClevelandIn this issue you'll find:

The 3 Rules for Persuading

1. Determine what outcome you want.

For example, someone calls you. What do you want from them? Do you want to set an appointment? Do you want to sell them something? What do you want to do?

You better have an outcome for every single step. If you're doing a lot of telemarketing in Real Estate, your outcome is not to sell them a home. Your first outcome is to get an appointment.

Once you have an appointment then you can move on and have another outcome.

You've got to break it down.

I have a global outcome; I then have secondary outcomes - smaller and smaller and smaller.

My first step is I want an appointment to see you.

That's it. That's all I'm going for.

And once I get there, I have an outcome to get your criteria.

Once I get your criteria, I have an outcome to use it until I get you to buy a house.

I may have additional outcomes as well.

So you may have to adjust your outcome. If your first outcome is I want to get together with you or I want to tell you about what I have right on the phone. Either way that has to be your first outcome.

If you just jump to wanting to sell them something, you're going to miss all the information that they have to give you, all the criteria.

2. Sensory Acuity

Have the sensory acuity to know if you are getting rapport. How many of you have heard a salesperson ( maybe even you? ) keep pitching?

You say to them, "Okay I'd like to do this."

And the guy goes, "Great because you know this is the greatest stereo that there is and in fact here's a couple really cool features. Let me just show you - there's this feature and this feature and this feature.” And you're going, "Great I'll take one."

And he's blabbing on "

And did I tell you that you can do this and that and the other thing..." And pretty soon you're going, "You know maybe I have to think about it," and they've talked themselves right out of the sale.

You need the sensory acuity to see and hear that your persuasion target is in rapport and ready to buy.

3. Flexibility

You have to have the flexibility to change what you're doing if what you're doing isn't working.

That is one of the biggest things that stops people from being successful with persuasion. You want someone to do what you want them to do and they are not doing it.

If you keep doing what you've been doing, you're going to keep getting what you've been getting. You have to find a way to come around into the back door or the side door, from the roof, through the window. You have to find a different way to get in.

These are the 3 rules that govern communication. You have to have a strong outcome, you have to have the sensory acuity to know if you are getting what you want; and you have to be able to change if you are not getting what you want.

With these as your base, we'll help you hone your chops and take your persuasion skills to the next level.
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Have a great week Michael.
Thanks for being a subscriber to the most read persuasion newsletter world wide.
Warmly,
Kenrick E. Cleveland

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