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Presupposition And Persuasion

Feb 14, 2008
What if we could assume a mental position or thought that our prospects have to take for granted? The core concept has to be taken for granted just to make sense of what you're telling them without you having to name it.

In other words, a presupposition has to be accepted as true in order for the rest of the sentence to make sense. Think about this. "Accepted as true" is an assumption. It is accepted as true despite the fact that you're not even speaking it out loud.

The basis of the presupposition is that we want to get to a place where we don't have to say what we want, but that our prospect or client creates in their own mind (with our gentle nudging) what we want them to think.

With presuppositions, you are going to learn to talk in ways that force your prospect to assume and presuppose what you want them to think. And by assuming the core, it allows them to make sense of what you're saying.

This gets us closer to getting people to think what it is that we want them to think without us having to say it.

'We need to fight the terrorists over there so we don't have to fight them over here.'

What's the presupposition there? First, it binds us into thinking we have to "fight them" at all. The second presupposition, even if the first one is accepted, is that if it doesn't happen there, the fight will happen here.

'The great ocean of truth lay all undiscovered before me.' -Sir Isaac Newton

Here's another presupposition by Isaac Newton. It presupposes that there is a 'truth' that we are capable of discovering. It doesn't say whether this truth is universal or individualized which leaves us to wonder.

"How will you be paying for this today?"

This, of course, presupposes that something is being bought and paid for.

This might be a little existential, but it's a cool thing nonetheless. Nouns presuppose existence. What does that mean? Well, it means that a noun, or anything similar, presuppose a level of existence.

What are some examples of how you can you use presupposition in your business?
About the Author
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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