Read some of the point from the book.
I’m Not Sure If It’s for You, But
It was for this reason that I figured the best place to start is with a set of magic words you can use to introduce something to just about any point in time, that is completely rejection-free. The words in question are, “I’m not sure if it’s for you, but….”
Just about everybody in the land thinks of themselves as meeting this criterion, and it’s pretty easy to understand why.
What Do You Know?
To influence Others, You must be aware of how to control a conversation. One way of regaining control is to move the other person’s position from one of certainty to one of doubt.
How Would You Feel If?
It is the meaning of this word that creates the true base for understanding all areas of negotiation, influence and persuasion, and you should explore it further if you would like to perform at your peak.
In fact, for a decision to come true, you must have first at least imagined yourself doing it. Have you ever been in a situation in which you have said, or even just mouthed, these words back to somebody else: “I just couldn’t see myself doing that”?
When Would Be a Good Time?
One of the biggest reasons your ideas fail to get heard is that others tell you that they just don’t have the time to consider them.
I’m Guessing You Haven’t Got Around To
You know the times when you have sent over some details or they have said they needed to consult with someone else, and now you need to make contact to take the next step?
It came to me, first of all, from trying to prevent a giant mistake I see so many people make when they reach the end of a sales presentation.
You Have Three Options
The words, “As I see it, you have three options,” help the other person through the decision-making process and allow you to appear impartial in doing so.
Two Types of People
To me, the primary job description of all sales professionals is to be “decision catalysts” in the lives of their customers and prospects, yet still the job can be more simply described as “professional mind-maker-upper.”
I Bet You’re a Bit Like Me
When you are talking to a stranger, the conversation needs to move easily, which means it typically follows the path of least resistance.
An Example of this is a simple pattern of speech that appeared a lot in your youth, and its impact is often overlooked. Adults made many conditional statements to us when we were children, such as…
You know when you can see and feel the anxiety in somebody, when they are uncertain about what to do next or perhaps even fearful. These two magic words provide instant relief, and you can typically see the change in the recipient.
indecision is the biggest thing that stances in the way of progress, and these words can help jump people out of procrastination in a flash.
The Good News
These words provide you with a tool to spin a negative into a positive using a technique called labeling.
What Happens Next
You want them to commit, but following all of this relationship building and imparting of knowledge, the conversation grinds to a stop with nobody leading the actual decision.
What Makes You Say That?
These conversations can become confrontational, so to avoid argument, the majority of people are happy to let go of their goal in favor of an easy life.
Before You Make Your Mind Up
If I Can, Will You?
Perhaps they are looking for you to make a change from your standard terms or they would like to offer an improved price.
It’s all about making it a lot easier for the other person to reach a little higher than they may have done otherwise.
Just One More Thing
The previous section showed a simple way of achieving this, yet a practice that is less common is the downsell. A downsell involves working on achieving a lesser objective if you fail to meet your primary objective in a conversation.
I am sure you have had many scenarios in which you have longed for someone else to do something that makes your life a little easier, that opens a door for you or provides you with the information you need to make the progress you would like.
Just Out of Curiosity
I am not saying that people should feel rushed into decisions. It’s just that my experience tells me this statement rarely means they are heading away to do a detailed analysis of their decision. They are just pushing their decision away to another day.