Persuasion Through The Competitive Spirit

Persuasion Through The Competitive Spirit



My life has changed dramatically as​ a​ result of​ my commitment to​ exercise, and in​ particular, my routine at​ the gym. And I noticed something interesting one day as​ I was working out.

Despite this not being your run of​ the mill gym, I can't help but notice on occasion, when I'm riding the stationary bike or​ elliptical machine, that someone will get on the one next to​ me and I very unconsciously begin to​ pick up the pace a​ little. It's possible this is​ my other than conscious wanting to​ show off or​ not be out done. I was never an​ athlete as​ a​ young man, but I can really understand now how that athletic drive courses through you.

I've also noticed the opposite to​ be true. if​ I step on to​ a​ machine next to​ someone else, they pick up their pace slightly. There is​ a​ very high desire for competition in​ some folks. it​ may or​ may not be something that we wholeheartedly embrace, but it​ is​ there nonetheless. Me, for example, I embrace it. When I was working in​ sales, I loved challenging myself by using other's benchmarks--and not just beat them by one or​ two or​ three sales, but to​ double or​ triple what they were doing.

As resources become limited, competition escalates. Watch any show about animals and how they compete for water and food and mates. in​ the U.S., especially, we have managed to​ build our entire economy on the survival of​ the fittest. We don't care about trade or​ cooperation, but compete for recognition, for money, for mates, for parking spots, for first in​ line. Ironically, when we're done competing out in​ the real world, many of​ us enjoy watching other's compete--sports, game shows, reality contests, political debates, beauty competitions. WE LOVE a​ GOOD COMPETITION.

Competing can be incentive for self improvement, if​ my observation at​ the gym has any merit. I tell myself, work out harder, ride that bicycle to​ nowhere faster than they can. This will only do myself good (unless I pedal so hard I hurt myself).

How can this drive be most effectively utilized in​ selling our products and services to​ our affluent clients and prospects? Well, take the example of​ competing gas stations across the street from each other. Their prices may vary. Perhaps the owner of​ the lower priced gas got a​ better deal, or​ maybe they just are willing to​ accept less. This is​ not advice to​ lower your prices, because through framing we can display our products and services as​ THE ANSWER, in​ the minds of​ our affluent clients and prospects. Here's one of​ my favorite frames for that: 'You know, I'm not the cheapest by any means. in​ fact, I may be one of​ the more expensive realtors (or advisers or​ what have you), but you really are going to​ get what you pay for with me.'

What is​ your relation to​ competition? Do you embrace it​ or​ shy away from it? What ways can you see competition through a​ positive frame in​ order to​ skyrocket your persuasion skills?




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