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We all know that “involving” a prospect in a process increases the likelihood of successful persuasion. But when is this technique effective and when is it a total failure? Great persuaders are able to involve their prospects by breaking up the process of persuasion into small commitments. If you notice that your prospects are resisting you, try reducing the size of the commitments you ask of them. This doesn’t mean you won’t get the same result (a sales price, etc.), it just means you’ll get it in smaller doses along the way.
What should you do when you breach a client's trust ...even if it’s not your fault? Kurt and Steve discuss how to repair a broken relationship in today’s competitive environment. Your prospects know you’re not perfect, so pretending to be so will be a red flag in their subconscious mind. Controlling how your prospects perceive your imperfections, however, will allow you to more speedily build trust and convert it into long term, profitable, and persuasive relationships.