"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.

I remember when I was nineteen years old and I wanted to go run a health spa for the company that I was working for. I went to see the vice president and I sat down with the guy and he says, "Well, 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."

And I said, "I don't think you're hearing me. Now you're going to make me the manager and if you don't, I'm going to take the European Health Spa right next to one of your strongest clubs and I'm going to run yours to the ground."

"Are you serious?" he asked, incredulously.

"I'm dead serious."

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

"There's nothing stopping me."

"You're not good enough to do that," he said.

I said, "Okay. Goodbye."

That was it. I got up and left. Subsequently, I recruited all of the sales staff who I had originally hired and trained, and brought them to the competitor's place at which time the old company had a fit and attempted to get me back.

Here's a perfect example of social positions.

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.

In order to move someone from one position to another, elicit their highest value and use that value to move them. In order to do this, you'll have to learn how to move up and down efficiently and effectively.

Are you approaching everyone because you're a "sales person"?

Are you working from a lower level and supplicating yourself, saying, "I'm so lucky that you're even listening to me. Thank you so much for just a few minutes of your time"?

If you are, stop.

In order to garner the respect and trust of your affluent prospects, you have to come at these situations from an equal footing and then flawlessly, and quickly, get yourself into the higher position. That's how they understand your value.

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.

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

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