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Intrinsically Linked: Rapport and Criteria

Mar 4, 2008
"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

My favorite most recent additions to MAXpersuasion are the one-on-one calls with my Elite Coaching Club members. The subjects-which are decided on by the member-vary from advanced persuasion techniques for persuading the affluent to the deeply personal and they give members an opportunity to really focus in on particular struggles, blockages, or even spots where they feel they need to move at a more accelerated pace than the group.

I love these calls also for the fresh perspective and phenomenal questions and comments my students come up with. From time-to-time I will work these questions into my articles making sure to keep my students' identities confidential.

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.

So let me make this clear: criteria elicitation and rapport building are absolutely, 100% linked. I break them into separate functions and give the elements of rapport in one article and the elements of criteria in another just so that we get good at doing both sides separately.

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.

In MaxPersuasion our focus is on high net worth and affluent prospects and clients because that's where the money is. However, this process works on absolutely everyone. For procedurally oriented people, the first step is a small amount of rapport, deepened by the process of criteria elicitation, further strengthening the rapport. These two actions compliment each other and require each other for them to work.

Knowing 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.
About the Author
Kenrick Cleveland teaches techniques to earn the business of wealthy clients using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion techniques.
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