The Frame Of Revivification
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Summary:
What is revivification? It's a renewal or restoration of life. It is recalling/recollection. It is bringing something that once was, back into an active state.
This exercise uses revivification as a strategy to persuade your wealthiest prospects and clients. I suggest that you read through this a few times, get some practice with a partner or friend, and then give this a try.
In order to really understand revivification, I'd first like you to remember a time when you ma...
Keywords:
Persuasion, sales training, persuading the affluent, self improvement, communication
Article Body:
What is revivification? It's a renewal or restoration of life. It is recalling/recollection. It is bringing something that once was, back into an active state.
This exercise uses revivification as a strategy to persuade your wealthiest prospects and clients. I suggest that you read through this a few times, get some practice with a partner or friend, and then give this a try.
In order to really understand revivification, I'd first like you to remember a time when you made a big purchase--a car, a house, a piece of expensive jewelry. And as you remember that purchase, think about how you felt the moment you took ownership of the item. Remember how it felt when that freedom or luxury or piece of security became all yours. How does that feel?
By revivifying this feeling, this moment in your life, I've just pointed you to a well worn path which you've already traveled, a groove in space/time that felt, most likely, really good to a warm and fuzzy place.
These persuasion strategies have been specifically tailored to easily persuade affluent prospects and clients in a way completely unique to each person. We can ditch the sales scripts on this one, eliminate sales 'tactics' and manipulation and throw out pitches because we're accessing their own good feelings about buying.
By reviving our prospects' worn paths we set the stage for persuasion. Assisting in the process of persuasion, we direct our affluent prospects to recall positive (and sometimes negative) experiences in their past in order to remember times when they did the sort of things we want them to do again.
When we revivify a past experience, we shortcut the difficulty in getting our prospects and clients to do what we want. There's no sense in teaching a dog a new trick if the old trick can be used to get what we want.
Our job is easy. By getting the affluent to think about and recall times when they did the kind of thing we want them to repeat, or think the way we want them to think, or act the way we want them to act, we move them in that direction naturally and with ease.
In the case of financial planning, you can have your client or prospect think of the first time they hit a million dollars. "What did it feel like the first time you became a millionaire?" Let them think about this. . . "Can you envision your future when that number is multiplied tenfold? Twenty fold?" Pause again. . . "How will that feel?"
For real estate agents, try revivifying the concept of "home". Have your clients picture in their heads what home means. If you're getting the sense, as they think about it, that their picture isn't very positive, move it to their dream home. Part of what's important to remember is to not allow our prospects to go off down a rabbit hole, especially one filled with negativity. We need to keep them mentally on track and by maneuvering them from a potentially negative memory (which they may relate to 'home')
Our goal is to get our affluent audience to think the way we want them to without having to teach them something new. If we accomplish this, we've got half the battle won.
It's that simple.
Revivification is the art of getting people to remember the track so that when they do so with our message, they're already accessing a worn-in pathway. And the minute they start the pathway, people need to complete the pathway. People don't like to leave things half done. You simply need to help them feel complete.
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