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Empathy is the ability to identify with and the vicarious experiencing of the feelings, thoughts, or attitudes of another person. Empathy is the capacity to understand and respond to the other's experiences. This can be a huge benefit when we're persuading. The following exercise can be used on a new affluent prospect or anyone at all. . . This is about understanding and being responsive of your client or prospect's experiences and reality. You're going to have the experience of being them. And when you do this, you build up in your prospects and clients a huge amount of trust. Rapport is right around the corner. With loved ones whose patterns we know and understand, this comes naturally. This exercise you will give you an insight to people you don't know that well (if at all). For this exercise you'll need a partner. Here's the set up: Ask your partner to think of anything. Call it 'A'. Notice how their body is arranged - facial features, breathing, muscle tension, gestures, etc. - and take a mental snapshot. This is how they represent thought 'A'. Break this state by having them stand up, walk around briefly, and name three things that they can see in the room. . . a coffee cup, photograph, bookshelf. . .etc. This reverts them back to their normal state. The next step is to have them think of something entirely different--not opposite, just different--and call this thought 'B'. [NOTE: When you first do this exercise thinking of the opposite may make it easier, but I encourage you to develop your skills and not use something opposite once you've got the hang of it.] And break the state again. Here's where things get interesting. Have them think of either 'A' or 'B'. They're not supposed to tell you which, but you are to figure this out by looking at their expressions, their snapshot. Give them a turn. Let them try this out on you. Now you don't practice this with your prospects. You're not going to sit down with them and say, "okay, now let's practice a persuasion technique..." You practice this with the people you know well, so that you can fine-tune your observation skills. Eventually you'll be able to recognize the smallest of changes in their states as you talk with them. And maybe they won't exactly be able to pinpoint the feelings they are getting, but they will feel a connection with you. Why bother? Well, this is simply another way to gain rapport quickly and powerfully. It also puts your prospect into a state where they are feeling really understood. You can also use this to determine if someone's lying to you. If a prospect, for instance, explains that their finances are "great" but their body language belies this, then these verbal and nonverbal cues can be a dead give away that this prospect doesn't really have a steady hold on his finances - and this information can be used to your persuasive advantage. These and other persuasion strategies can be used to help your prospect open up, feel that sense of trust and rapport, and get to the heart of issues so that you can become the answer to their problems if the situation warrants.
Article Source: http://www.articlegush.com
Kenrick Cleveland teaches techniques to earn the business of wealthy prospects using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion techniques.
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