"It is the pervading law of all things organic and inorganic, Of all things physical and
metaphysical, Of all things human and all things super-human, Of all true
manifestations of the head, Of the heart, of the soul, That the life is recognizable in its
expression, That form ever follows function. This is the law." ~Louis Sullivan
As an architect, Louis Sullivan understood the idea that form follows function.
Having designed the skyscraper, he was responsible for creating the modern
What's your function? As a salesperson, you want to persuade affluent prospects to
buy from you.
If we think back to Sullivan's credo, it's easy to comprehend that we can design a
form to go along with our function.
this is the same with persuasion. By building models, you're going to get amazing
In rapport, we build the model of the person we're persuading. We build them and
step into their shoes so that we can become them.
Here are some more far out models which will make persuasion even more effective
with your affluent prospects.
This is like figuratively stepping into someone else's shoes, trying on their skin and
is asking your unconscious to do something simple, yet profound, on your behalf.
By jumping right into it, this presupposes that you can. And it's true. You CAN do
this. You just need to set up with your other than conscious what you want, what
you're asking and that they are fully capable of fulfilling your wishes. The next step is
'the bubble'. This comes out of metaphysical literature, but don't let that scare you off
because it's an amazing tool and very effective in terms of rapport.
And here is all you do: imagine a pink bubble around you and your prospect (or
prospects). That's it.
I don't know why, but the bubble's color does matter. So imagine that it is either pink
So now we've got a big pink (or gold) bubble, and I'm going to step right into it. And
as I do this, I also throw an imagine lasso around you and pull you into the bubble
I know, you're probably thinking, 'This sounds nuts.'
I understand. Really, I do. There's a real point to this, and that is to link us with our
Putting aside the cynicism for just a moment, what if this does work? It's easy to do.
It's not hurting anyone. And it can only work to your advantage. So you've got
yourself inside a bubble with your prospect and your energy is combined in this
bubble and . . . well, what if it has a huge powerful effect?
This form--the pink bubble--accomplishes the function--rapport--which leads to
This pink bubble works for groups too. I do this all the time when I give seminars. I
simply drop the bubble over all of us and then I can step in and out of it at will.
What do you think the impact of that is?
Well, the influence is that I'm creating rapport between my students and people who
come to the seminar.
Try this exercise and see that you will gain a whole new perspective on your
persuasive abilities with your affluent prospects.
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