Persuading the affluent requires that we be like them, our prospects and clients, as much as we can. But when you get right down to it, it's very individual. How do we individualize our presentation for each of our prospects? As it relates to rapport, we can do so by effectively learning how their mind thinks. 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.
Visual, auditory adn kinesthetic are the three major forms.
As we increase our precision in language, we create faster verbal rapport. The process of rapport also has the added benefit of training our clients and prospects to follow along with our ideas and suggestions. By developing a flexibility of language, we set the groundwork necessary 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, simply, we perceive the world through our five senses--visually, auditory, kinesthetically (touch), orally, and olfactorily (is that even a word?).
There are many ways to view everything. Let's say you saw something happen ten feet away (and let's for the sake of argument, assume you have all of your five sense in tact). Do you perceive the incident as fast as the incident has occurred?
No. The incident happens a split second before you perceive it. This is because the information is filtered through your five senses. Put it this way, hwo do you even become aware that something is occurring?
Another way to look at this is, if a pencil were in a room and something happened but you weren't there, would the pencil know that it happened?
Some would argue that yes, the pencil knows, and there are those that actually believe that they can tune into the pencil. I'm not really buying it.
I believe it takes an observer in the room to know that something has happened. We observe by absorbing through our senses what takes place. Once the information comes in, we can recall and discuss it.
Most people think as they start to study this that their perception of what happened and the reality of what happened are the exact same thing.
Why is it, then, that no two people ever experience reality in the same way?
Our filters distort. As human beings our thoughts and perceptions go through three main filters fundamental to all human beings.
In through the filters comes information which then becomes distorted, generalized or deleted depending on us.
These filters help in that there are millions of things happening every second all around is which we couldn't possibly pay attention to. If we had to pay attention to everything, nothing would make sense. We would be perpetually distracted.
So we learn to tune our senses to pick up the things that we believe are important.
As we study persuasion even deeper, we will explore each of the three main ways of perception, how they affect rapport, and how you can tune into them in order to maximize persuasion.

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