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So say you're face to face with a brand new prospect. They've heard a little bit about you, your reputation, what kind of a person you are and yet, maybe they still have some defenses which you are going to need to overcome before rapport has been established and they can feel good trusting you completely. There's a simple way to dramatically speed up the process of trust and rapport and to help your prospects really understand who you are: storytelling. Some relationships take a while to unfold. You reveal yourself bit by bit, maybe share a little personal information or brief anecdote about your life. Stories can eliminate that long time period, showing your prospects your true essence in a brief time. Think of how you get sucked in when you watch a movie. Stories do this to us. They fit into the indirect permissive model not the direct authoritarian model and therein is one of the most significant powers of stories. In a New York Times and CBS news poll, sixty-three percent of people were found to believe that you must be very careful in dealing with other people. The poll also goes on to say that thirty seven percent believe that most people out there would try to take advantage of you given the opportunity. Thirty seven percent. Over one third of the population. One out of every three people believes you have the potential and/or interest in taking advantage of them and three out of four people believe that you have to be extremely careful in dealing with others. Wow. Talk about a distrusting bunch. Here's the strange part: the very same poll asked, 'Of the people you know, what percentage would try to be fair?' The result was overwhelming. Eighty-five percent of those polled believed the people they *knew* to be fair. How can we immediately turn up the pressure of persuasion on the people that we want to influence? All we have to do is get them to 'know' us. One of the best ways of letting people know you is by telling them a story. We go from three fourths of them distrusting, believing you can't be too careful, taking cautions with you, and over a third of the people thinking you'd try to take advantage of them if you could, to a whopping eighty-five percent of them believing you would be fair with them. Use a story to let people know who you are and your trustworthiness almost triples.
Article Source: http://www.fubrus.com
Kenrick Cleveland teaches strategies 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 strategies.
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