ArticleBlaster Paint The Picture And Get Your Prospects To See What You Want Them To See

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Please consider this free-reprint article written by:
Kurt Mortensen

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Article Title: Paint The Picture And Get Your Prospects To See
What You Want Them To See
Author: Kurt Mortensen
Word Count: 960
Article URL: http://www.isnare.com/?aid=90187&ca=Marketing
Format: 64cpl
Author's Email Address: askkurt[at]persuasioninstitute.com
(replace [at] with @)

Easy Publish Tool: http://www.isnare.com/html.php?aid=90187

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What can you say to paint the picture to your prospects and
create the right persuasive emotion in your presentation?
Analyze your stories. Are you stores vivid? Can you audience
taste, feel, touch, and identify with your story? Do you use
silence in your presentations? Should you? Where should you
implement a good pregnant pause?

A utilities company, trying to sell customers the advantages of
home insulation, sent auditors to visit homeowners and point out
the ways they were wasting energy. The auditors provided the
homeowners with suggestions on how they could save money if
they were willing to improve the energy inefficiencies. In
spite of the clear financial benefits over the long term, only
15 percent of the audited homeowners actually went ahead and
paid for the corrections. After seeking advice from two
psychologists on how they could better sell the advantages of
home insulation, the utility company decided to change its
tactics (technique) by describing the inefficiencies more
vividly. With the next audits, homeowners were told that the
seemingly minute cracks here and there were collectively
equivalent to a gaping hole the size of a basketball. This
time, 61 percent of the homeowners agreed to the improvements!

Complete this imagination exercise with me: Pretend you are
standing in a beautiful, sunny kitchen. You reach across the
counter and grab a bright, juicy orange. You can feel it is
heavy with sweet, ripe juice. You can smell the delicious
orange scent as you rub the oil of the skin on your hand.
Reaching for a knife, you slice the orange and begin to peel
back the skin. The aroma only becomes stronger as you tear the
sections apart. One of the sections drips bright, sticky orange
juice over your finger. You raise this juicy section to your
lips and take a bite. As your teeth sink into the orange, you
feel the juice burst out and swish around your teeth and
tongue. The juice is incredibly sweet! You savor it a moment,
cradling a puddle on your tongue before swallowing.

Did your mouth water? Almost everyone�s does. The extraordinary
thing is that if I had simply instructed you to produce saliva,
you couldn�t have done it. The vivid picturing technique works
far better than the command because your mind cannot
distinguish between what is imagined and what is real.

A Master Persuader has the ability to paint a picture with his
words. The prospect will be able to see, hear, feel, and
experience exactly what he is talking about. The prospect
becomes part of the message and can more fully understand how
the product or service will change their life. As a Master
Persuader you stimulate your prospects� senses by using words
that activate their mind. You present your message through
positive emotions because the positive thoughts of the audience
will color their perception of what you want them to do.

We can all say, "I walked on the beach," but that�s not half as
effective as saying, "The sun was up and shining brightly on the
warm sand. I took off my shoes and felt the soft sand between my
toes. The seagulls floated lazily across the ocean sky. The
waves soothed my soul as they rhythmically crashed against the
shore. I could taste the salt of the breeze on my tongue." I
think you can feel the difference between the two. Words
activate all that we do. The words we use can make you
physically ill, emotionally drained, hungry, and even salivate.
They can especially make you buy!

When you find yourself in a situation where you really need
people on your side, use words that are going to create strong
mental images. Attorney Gerry Spence once said, "Don�t say he
suffered pain. Tell me what it felt like to have a broken leg
with the bone sticking out through the flesh. Tell me how it
was! Make me see it! Make me feel it!" Words are more powerful
when they have strong emotional connotations. You want your
words to be clear and credible, but they will have greater
impact if they also strike an emotional chord within your
audience. You can avoid being melodramatic or sensational by
being sure that your words truly reflect the circumstances and
that they can always be backed up.

Sometimes the right word is no word. On occasion we need to
remain silent and let the other person talk. We have heard in
sales that the first one to talk after the close loses. After
the persuasion process and the final decision is ready to be
made, make your proposal and shut up. The silence is
nerve-wracking, but it�s a critical time to let the prospect
make the decision without you rambling on and on about the
product or service.

How often have you noticed a sales rep overselling a product?
You were ready to make the purchase by handing over your credit
card. The sales rep felt you needed to know everything about the
product and he started to fill you in. This caused doubt to
creep into your mind and you ended up leaving, telling the
salesman you would think about it. When someone has been
persuaded and convinced, there is no reason to say any more.
Strike when the iron is hot!

More communication is not necessarily better persuasion. In
fact, the less you talk, the smarter people think you are. The
more you say, the more common and less in control you appear.
Many individuals try to impress people with what they know by
flaunting all their wisdom, but usually this strategy is just a
turn-off.

About The Author: Kurt Mortensen�s trademark is Magnetic
Persuasion; you should attract customers, just like a magnet
attracts metal filings. Claim your success and learn what only
the ultra-prosperous know by going to
http://prewealth.com/mistakestoavoid and get my free report "10
Mistakes that Cost You Thousands."

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