At the core of presupposition is the idea that we can assume a mental position or thought which our prospects or clients must take for granted in order for everything else that we say to make sense without us actually having to name the core concept.
In other words, a presupposition has to be accepted as true in order for the rest of the sentence to make sense. Think about this. "Accepted as true" is an assumption. It is accepted as true despite the fact that you're not even speaking it out loud.
Presuppositions get us to the point where we don't have to say the things we're thinking, instead they are "magically" implanted in the minds of our prospects and clients (because of the assumption).
With presuppositions, you are going to learn to talk in ways that force your prospect to assume and presuppose what you want them to think. And by assuming the core, it allows them to make sense of what you're saying.
This gets us closer to getting people to think what it is that we want them to think without us having to say it.
A very popular example of presupposition: "We have to fight the terrorists over there so we won't have to fight them over here."
What's the presupposition there? First, it binds us into thinking we have to "fight them" at all. The second presupposition, even if the first one is accepted, is that if it doesn't happen there, the fight will happen here.
'The great ocean of truth lay all undiscovered before me.' -Sir Isaac Newton
What's the presupposition here? Well, that there's a 'truth' that we are capable of knowing and discovering.
This is one that has been taught to sales professionals since the dawn of sales. "How will you be paying for this today?"
This presupposes that the potential buyer is a definite buyer when the answer to the question has to be how it's being paid for, not if it's being paid for.
Here's an example of how much presupposition exists in the world. It might be a little existential, but it's cool nonetheless. Nouns presuppose existence. What does that mean? Well, it means that a noun, or anything similar, presuppose a level of existence.
What are some examples of how you can you use presupposition in your business?
Kenrick Cleveland teaches techniques to sell to affluent clients using
persuasion strategies. He runs unique public and private seminars and offers home study courses, audio/visual learning tools, and coaching programs in
persuasion techniques. Find more free articles at
www.MAXpersuasion.com/blog. Be sure to sign up for his free report entitled "Yes! Persuasion."
