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11 Influential Keys to
Persuasion Success

by Kevin Hogan

7) Develop a Sense of Fascination

Decide that you will learn everything about your customer that she is willing to comfortably share with you. Develop a sense of fascination about the work and livelihood about others. What is grand about your customer? What is great about their job? What is fascinating about their philosophy of life? Allow yourself to become curious and excited about learning about other people and their interests. Remember that what is interesting to you is likely to be boring to most other people. What is interesting to your customer, on the other hand, is something he can talk about for hours on end. Your customer's interests become your new areas of fascination and curiosity.

8) Change the Frame

Everyone looks at things from their own point of view, from their own perspective. Key number eight, will help you learn how to alter the way someone is looking at something so you can alter how they feel about that self same thing.

Framing is analogous to what light you are going to place a communication in. What may seem to be a disaster for a client, can be re-framed as being an opportunity for change and growth. What may be seen as the end of a long sad marriage could be re-framed into the beginning of a new happy life.

Don't BS people or sugar coat. That's not reframing, that's stupid and people don't buy it and don't want to be patronized. Be real.

Reframing

Reframing is taking lemons and then upon further review, you make lemonade out of the lemons you have been given. Reframing allows you to help someone see something they perceive as a problem that really may be an opportunity in disguise. Read the examples below then write out common objections to your products and services and reframe them so you never have to think about doing this "on the spot."

Example: If you are working with "big picture people," you will now see the value of framing (creating an areas of focus) "things" in a manner where they are small and barely worth consideration or where they are large and life changing.

"You know John, I realize that $397 per year for life insurance doesn't seem to be much to think about, but, it really is important that you do this now, because of the un-predictability of life and death."

"You know John, I realize that $18 per month can be seen as quite a bit of money, yet, that is why you MUST decide to do this. If anything happens to your wife will have a check for $100,000 waiting for her to take care of your kids. What greater gift can you give?"

The "As If" Frame

Have you ever had a client that said, "I don't know what will happen if..." It may be that you have heard something like, "I don't know what my wife would say if I..."

When you face these unknowns the most effective strategy is to utilize the "As If" Frame. You can utilize this them by asking one or more of these three pattern questions.

If you did this X, what would happen?

Imagine that we were successful at X, then what would happen?

If you did decide to do "this" (agree to "this") what was it that would have changed your mind?

Next Up: Preframing

Continue: Page | 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 |

Kevin Hogan
Network 3000 Publishing
3432 Denmark #108
Eagan, MN 55123
(612) 616-0732

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