Monday, April 4, 2011

Know Who You Are Trying to Persuade

To be able to persuade a person, we need to know what would move the person. The acronym BP FIRE can help us remember the aspects that we need to actively peel our ears to – those elements that may provide us the necessary clues to the client’s hot buttons.

B – Behavior. What is the client doing or not doing?

P – Perspectives. What are the client’s beliefs, attitude and outlook?

F – Feelings. What emotion is the client feeling?

I – Intention. What is the client intending to do?

R – Resources. What internal and external resources do the client have or lack?

E – Experience. What is the client experiencing? What is happening to the client?

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