Life, Death, and the Pursuit of Persuasion

Here’s a definition that does apply to our business efforts: “Causing someone to believe something.” Yes, that definition works nicely.

There are three aspects to prospecting persuasion: motivation, orientation, and presentation. As you will see, these three go hand -in-hand with each other.

Don’t prospect someone to sell a product or to sponsor him. Prospect him because your product and opportunity can improve his life in some way.

Master prospectors always focus the conversation on the prospect. When you orient the conversation toward the prospect, you stay focused on the prospect’s favorite subject, himself. When done correctly, this takes the focus off of your offer, shows respect for the prospect, shows interest in the prospect, and keeps the prospect engaged.

Presentation has to do with the words you use to present your offer. Master prospectors make sure that their words are consistent with their motive. They also choose words that keep the conversation oriented toward the prospect.

As you can see, motivation, orientation , and presentation all go hand-in-hand. By incorporating them throughout your prospecting conversations, you will transfer more belief, persuade more prospects, and build a bigger business.

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