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How To Determine The Sum Of Your Values
"Our value is the sum of our values." --Joe Batten
“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.)
I’m just going to give you some examples of core values and please, feel free to add to the list as you put this into practice with your affluent clients:
* 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
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 all we need to do is put these values 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:
For example, your list may start out with health, love, money, passion, freedom, knowledge, wisdom, friends, accomplishment, recognition.
Start with health and make your way down the list. If you had to choose between perfect health and no love, or a perfect love, but poor health. . .which would you choose? For sake of this example, we’ll choose health.
So if you could have the best health or all the money you wanted, which would you choose? And we’ll choose health again.
Perfect health and no freedom, or absolute freedom and poor health? Choose which better describes what you want.
In this way, we go through the list to determine the top five.
What’s the value in this, you might ask? Well, if a sales professional had these top five values, (security, wealth, family), do you think they might be able to effectively interweave your security, wealth and family into the conversation about their product or service?
Of course, this isn’t information that we readily give out to everyone, nor do we elicit our prospect’s values, but what are we doing when we elicit criteria? We’re eliciting their specific values/criteria as they relate to the situation we’re asking about. In other words, make it relevant.
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.