Determine The Sum of Your Values

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

In order to make an advancement in your ability to persuade, I believe it's necessary to advance yourself. Personal advancement. Personal understanding. Personal growth.

I love this exercise because it really gets results and I hope that you find it quite interesting. We are going to rank our values, put them in order to determine what ultimately drives us. In future articles I'll get deeper into how understanding the importance of core values can be used to persuade and influence our affluent prospects.

the following list is a sampling of very common core values. If what is at your core, or at your client's core, is not on the list, simply add it. This is by no means a complete list, just a start. . .

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

If you noticed that 'happiness' is missing. . . it's not. Happiness is not actually a value, but what will come as a result of having your core value actualized.

The next step is to put them in order.

Take the top ten from the above list, along with any you've added in, and from there we'll determine the top five in this way:

Say your list, in no particular order is: health, love, money, passion, freedom, knowledge, wisdom, friends, accomplishment, recognition. These are your top ten core values.

We'll start with health and move through the list. If you could have either perfect health and no love, or you could have perfect love and no health, which would you choose? We'll just randomly choose health for the sake of this example.

What if you could have amazing health OR all the money you wanted? Which would you choose?

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

We go through the entire list this same way to determine the top five values.

Why is this a valuable exercise? Well, I'll answer that with another question. If a sales professional had the top values of security, wealth and family, do you think they might be able to effectively interweave security, wealth and family into a conversation about their product or service?

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.

As you begin to understand the value of this information, you may also want to check out www.maxpersuasion.com/blog for more articles on how values and criteria can affect the way you sell.

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

Article Source: http://www.c3careerarticles.com

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