I Presuppose So

What if we could assume a mental position or thought that our prospects have to take for granted? The core concept has to be taken for granted just to make sense of what you're telling them without you having to name it.

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.

The idea is, we want to get to the point of not having to say the ideas.

Start to wrap your mind around the idea that you're going to learn to start to talk in ways that presuppose what you want someone to think. They have to assume the core of what you want them to think just in order 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.

Here's a popular (too popular) use of presupposition: "If we don't fight the terrorists over there, we're going to have to fight them over here."

There are actually a few presuppositions here, the first being that we have to "fight" at all. This is the main one. Who says we have to fight? Why is this a given? And yet, how often does this get questioned? Of course there's a fight. They started it. (Or did we?) The second presupposition, which is one that is more surface and only exists if we accept the first presupposition, is that if we don't go serve it up over there, they're going to come get us over here.

'The great ocean of truth lay all undiscovered before me.' -Sir Isaac Newton

This presupposes that there is a 'truth' that is capable of being discovered.

Here's one I get often, which has been taught in sales trainings since people started selling. "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 another cool thing about presuppositions: nouns presuppose existence. So any time you say a noun or anything near or similar, you're presupposing a level of existence. Can you see how much presupposition exists in the world?

What are some examples of how you can you use presupposition in your business?

About the Author

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

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