As we persuade our affluent prospects, it is useful to match them and be like them as much as we possibly can.
Persuasion, at its core, a highly individualized process. How do we attain the individual recipe for each prospect quickly? We effectively learn these techniques to learn how their minds think.
Our minds work in three major ways with one more predominant and usually in combination with other other ways.
(1) seeing, (2) hearing and (3) feeling.
The technical terms are visual, auditory and kinesthetic (or “VAK”). Most of us fall into targeting one of these processes.
Increasing our precision with language creates faster and faster verbal rapport. As we begin the process of rapport, we also train our clients and prospects to follow our suggestions. In order to do this we must develop skills in flexibility of language and a groundwork 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?
How do we view the world around us?
Well,...
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