Mastering Presupposition
What if we could assume a mental position or thought that our prospects have to take for allowed? 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 talking it out loud.
Presuppositions get us to the point where we don’t have to state 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 speak 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.
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.”
What’s the presupposition there? First, it binds us into thinking we’ve 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
Here’s another presupposition by Isaac Newton. It presupposes that there’s a ‘truth’ that we are capable of discovering. It doesn’t say whether this truth is universal or individualized which leaves us to wonder.
This is one that has been taught to sales professionals since the dawn of sales. “How will you be paying for this this day?”
If the potential purchaser hasn’t agreed to the sale yet, this presupposition puts them in the bind that something is most assuredly being purchased and paid for by cash, credit card, or check. It doesn’t give the option of it not being paid for (bought).
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?
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