softening language
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I'm curious about something and I wonder if you wouldn't mind clearing it up. . .
Just so I'm absolutely clear. . .
Absolutely. Fantastic. And just so that I'm perfectly clear and understanding you completely . . .
What do all these things have in common? Well, they are icing on the cake of our persuasion abilities, in essence. We have learned to elicit criteria and create a deep rapport with our prospects and clients. Now, by adding these phrases to our conversation, we are polishing the silver, so to speak, making the conversation elegant and creative giving more expression to our persuasion abilities.
The basic structure of gaining rapport and eliciting your clients' specific criteria is 'What's important about X? What's important about Y? And ultimately, what's important about Z?' The softening statements are what you add around the edges.
Okay. So once we are comfortable with criteria elicitation, we can then add some softeners to sooth and encourage our prospect.
'I'm just curious, tell me, what's important to you about finding a new real estate agent to represent you?'
'Well,' says our prospect, 'I'm just not feeling comfortable with my current advisor and I'm looking for a change.'
'Fantastic. Absolutely. That makes excellent sense. And just so I'm fully understanding you, what's important about feeling totally comfortable with your current person?'
'Well, I just really want to feel solid in knowing that I am being taken care of with my best interests being looked after. I am not finding that to be the case right now.'
'Absolutely. I completely agree. And just so that I'm absolutely clear, ultimately, when you find this secure feeling that you're being taken care of, what will that mean to you?'
'It will mean I don't have to worry about my family or our financial future.'
Softening statements/questions put the prospect at ease. They show that we're really, truly understanding and in compliance with our client's needs and desires.
Persuasion, to me, is a lot like being a musician. We learn the fundamentals, the theory, do the exercises, practice, and then when we get the piece down, we can add to it our own special flourishes and improvisation. This combination creates a beautiful symphony that is hard to resist.
Article Source: Articlelogy.com
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