Your prospect might not understand that they are giving you valuable, deep information, but nor will they put up much of a fight. Many professions such as health care providers, attorneys, consultants, all elicit a certain amount of criteria prior to commencing business relations.

How have you experienced a lack of rapport with a prospect? How long into the elicitation process did you realize that there was a problem? Were you able to go back and correct the problem by getting the rapport you needed and then moving beyond that back to the elicitation process?

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."