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"You will make more friends in a week by getting yourself interested in other people than you can in a year by trying to get other people interested in you." --Arnold Bennett I've recently added an additional service to my advanced coaching club--one-on-one calls with students. I love these calls for a number of reasons, from getting to know my students better, to further understanding what people are looking for from MaxPersuasion and their study with me. I'm excited about giving my students the ability to really focus on what they're struggling with or dig in deeper in places that really excite them and where they want to move at a more accelerate pace than other students might be comfortable with. Part of why I love these calls so much is the phenomenal questions and comments my students come up with. From time-to-time I'm going to work some of the more pertinent ideas into these articles. The sources will always remain strictly confidential as these are private calls. Recently a student said he had always thought of the process of criteria elicitation as part of rapport building but that he had gotten some contradictory information as a result of a comment I made or posted. Rapport building and criteria elicitation are intrinsically and inextricably linked. I break these two concepts up just to teach them as separate functions so that we all know what goes into each but really they're two sides of the same coin and in order to be good at one of them, we have to be good at the other. Criteria elicitation requires that you have at least a small amount of rapport to begin with. If you have no foot in the door, so to speak, there's no way the door is going to open all the way. In order to acquire your prospect's deep, core values, you must have a modicum of rapport built up. This goes for any prospect, but we focus on your high-net-worth prospects (why bother with the others when you could be making the multi-million dollar deals?) and the following is most certainly true with those individuals... Gain rapport first through the use of my strategies, then get their criteria. Only when you have established enough rapport will your prospect offer up their criteria. In the eliciting of criteria, that's where rapport will be dramatically strengthened. Learning how to gain rapport will guarantee your success in eliciting criteria from your high net worth prospects, and in turn you will feel yourself become a powerful persuader as you close the sale.
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Kenrick Cleveland teaches strategies to earn the business of affluent clients using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion strategies.
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