Steps to Determine the Sum of Your Values

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Steps to Determine the Sum of Your Values By Expert Author: Kenrick Cleveland.
View Summary \| Submitted: 2007-11-06 \| Word Count: 501 words

"Our value is the sum of our values." --Joe Batten

I've always said that if you want to make an advancement in your persuasion ability, you need to make an advancement in yourself. This is advancement.

This is a great process that will help you in your persuasion skills. I think you'll find it quite interesting... What we're going to do is get our top values and put them in rank order. It's pretty easy to do, and in future articles we're going to take this on to new and interesting levels for you and then show you how you can use it to help persuade the affluent. (In the meantime, check out other articles on values and criteria and how understanding them will increase your ability to influence the affluent.)

The following is a list, albeit an incomplete list which you should feel free to add to, of some examples of core values. Please, add your own should they not appear. As you practice this with your clients, you'll see this list grow.

* Honesty * Freedom * Security * Passion * Freedom * Recognition * Integrity * Health * Family * Spouse * Knowledge * Self actualization * Wisdom * Accomplishment * Power * Friends * Spirituality * Money * Love * Success * Recognition * Education * Self improvement * Adventure * Fun * Financial independence * Variety *

You might notice that 'happiness' is not on the list. The reason for this is, 'happiness' is not a value. Happiness is what will occur once your core value is actualized.

Now, we're going to put them in rank order.

Start with the top ten of the list above. Here's how we'll determine the top five:

For example, your list may start out with health, love, money, passion, freedom, knowledge, wisdom, friends, accomplishment, recognition.

What you'll want to do is start at the top of the list with health. Which would you choose: perfect health and no love, or perfect love and poor health? In this example, we'll choose health.

If you had to choose between health and money, which is more important to you?

Okay, if you could have perfect health and no freedom, or absolute freedom and poor health?

Continue going through the list to determine your top five values.

This exercise is valuable in illustrating how despite our wildly varying values in life, we can learn to interweave our client's values into our conversations about our product or service and how that equals their value.

This information isn't something that we give out to everyone. And we're not asking our clients for their core values. But we are eliciting their criteria. And criteria is a specific value as it relates to a specific situation (i.e. in the context of our product or service) and in this way, we are making it relevant to them.

And as you begin to really see the value of this information, you'll want to check out this blog regularly in the future for more on how these values affect you and the way you sell.

About the Author/Author Bio

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

Article Source: http://www.articlesphere.com/Article/Steps-to-Determine-the-Sum-of-Your-Values/111713

Article Tags: business, persuasion, sales techniques, persuasive selling, persuading the affluent, business, finance, sales, sales training, nlp, sales training, persuasion, business, fi

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