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"Do not worry about holding high position; worry rather about playing your proper role." ~Confucius

Here's a great exercise for explore your affluent prospect's values and beliefs, thereby really getting into their mindsets.

The idea of social position has a lot to do with how you view yourself in a particular context. Are you 'one up' at work, 'equal' at home, and maybe 'one down' when dealing with police officers? These are broad generalizations which I'm using just to give you the idea.

When I was nineteen, I decided I wanted to be the manager of a health club. And so I, with youthful zeal, made an appointment with the VP of the company. We sat down and he said, 'Okay, Kenrick. What can I do for you today?'

To which I responded, "It's not what you can do for me, it's what I'm going to do for you. As your top salesman, I hold every company record in sales and you're going to make me the manager of this club."

He looked at me and said, "Yeah right."

To which I responded, "If you don't make me the manager, I'm going to go to your competitor, the one next door to your strongest club, and I will run your club into the ground."

"Are you serious?" he asked, incredulously.

"Dead serious."

"You can't do that," he said.

To which I replied, "What's stopping me?"

Then he got an attitude, "You're not good enough."

So right then and there I said, "Goodbye."

I walked out and did exactly what I said I was going to do. I recruited all of the staff, the staff I had hired and trained, and took them with me. This is about the time the old club had a fit and tried to hire me back.

What do these social positions mean?

Whoever has the most power in a situation is the person who is 'one up'. There's absolutely no judgment involved. One person is not better than the other.

This has to do with logical levels of thought as well. If I elicit criteria from you about selling your house and I get to the higher level value of, let's say, freedom. Freedom is not equal to "I want to sell my house". It's what you want to accomplish by having your house sold.

You have to get comfortable moving from one level to another. When you are, you'll easily be able to move someone from one position to another by using their highest values and criteria to maneuver them.

Are you approaching everyone as a sales person?

Are you coming at them from a lower level, as in, "I'd be so appreciative if you'd listen to a few minutes of what I have to say."

Stop it. That's crap!

The goal is that you want your affluent prospects to immediately understand your value. To do this, you've got to come in as equals and quickly, flawlessly, move to a higher level.

This isn't about being an arrogant jerk. It's about learning to maneuver these levels as the situation dictates. Realize that these positions are completely in your head and they are entirely about your intention in the interaction.

Learning how to maneuver societal position will really help you to do better in your life because you're not just locking yourself into whatever feels right for you today, you're actually thinking about it. In turn, you become a more effective persuader.

This Sales article is provided by Articleteller - The Free Article Directory http://www.articleteller.com

Kenrick Cleveland teaches strategies to earn the business of affluent clients using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion strategies.

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How to Use Social Positioning to Persuade Affluent Prospects

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