Today’s question is:

How can you tell even without your clients giving you any verbal feedback when your persuasion message is hitting the mark and when you have gone off track a little bit and what to do about it?

And the answer to that is by developing a heightened sense of what we call Sensory Acuity. And sensory acuity is simply noticing what is going on physiologically with your client or prospect. You have probably noticed when you have been in a deep state of rapport, and often times if you lean forward your prospect will do the same thing, or if you lean back your prospect will do the same thing. That is an example of leading a prospect that you have in a very good deep, state of rapport.

And one of the ways of developing a deep sensory acuity is by practicing rapport skills, all throughout the day every chance you get. And as you develop those rapport skills and refine them, and got them on a deeper level, you will become aware on an unconscious level of when you have broken rapport with your client or prospect. Now when is that going to happen? If you are on a roll and you are either asking certain questions, or you are making certain statements, or you are telling a story that is meaningful on target with your client. You are going to feel the level of rapport you have with that client, continue to deepen.

But the second that you go off track, just a little bit, what do you think is going to happen? Rapport is going to be broken isn’t it? You are going to notice the client is all of a sudden going to need to shift in their chair a little bit. And as a persuader that is a very good opportunity to stop and say, “I couldn’t help but notice that last statement seemed to make you a little bit uncomfortable. What is going on with that? Tell me a little bit about the reaction that you just had there?”

And it’s an opportunity for you to literally to put out the fires, while they are tiny little small embers. And by developing a sensory acuity, a heightened sensory acuity, you will be able to tell literally without having to pay that much attention to the client. You will get to the point where you will literally feel the rhythm that is flowing back and forth between you and the client. When you are in rapport, when that rapport is deepening and when you have broken rapport. All of which are excellent signs for you to know both when your persuasion efforts are on track and if they get off track and are in need of a little GPS guidance.

So thanks for turning and we will see you on a future video.