9/27/2023 0 Comments Magical words that sell![]() However, the question above forces people to give you an answer. In the world of persuasion, seven signifies “Let me think about it,” which if you ask anyone in sales, the number seven, 99% of the time, is just a polite way of saying, “No.” But when it comes to persuading others, the question above may be the most valuable. Over the years, Tim Ferriss has graced us with a million and one nuggets of wisdom. “On a scale of 1 to 10, how close are you to making a decision, but you can’t say 7?” ![]() This nice little turn of phrase works like magic to cut through this confusion. Like I alluded to in the intro, the biggest impediment to progress is indecision. ![]() Secondly, by starting with the positive aspects, it will make it much easier for the person you are speaking with to lower their guard when it comes time to talk about what is holding them back from making a decision. Most people’s instinct is to then follow up that answer with the standard: “What can we do to make it a 10?”īut instead of moving north, flip the script and ask them why they didn’t say a lower number.Īccording to Daniel Pink, the New York Times bestselling author on motivation and human behaviour, this fun little switch accomplishes two things.įirst, by forcing the conversation to start positive, the person you are speaking with will begin to justify for themselves why they should indeed work with you: “Well, I do like the time-saving aspect of your product.” “Well, it will save us money.” “Well, the company you represent does have a great reputation.” All of which are much more effective than you listing out the positive characteristics of your proposal. Most likely, when asking someone how they feel about a proposal, you will get a safe answer. This may sound basic, but just hear me out. “On a scale of 1 to 10, how excited are you about this proposal?” The people who already have a spear in the closet and are eager to finally have a chance to throw it. The purpose of the list below is to help you move the right people to action. That being said, the purpose of the list below, is not to help you move everyone to action. But what does keep them up at night are the “I don’t knows,” aka - the dreaded undecided. The most persuasive people do not lose a wink of sleep when it comes to being rejected. However, before we jump into the list, I want to make one thing clear: If you want to be more persuasive, you cannot see “No” as the enemy. To get you started on your journey to be more persuasive, below are a collection of persuasive phrases that have helped me time and time again during my twenty-year career in sales, communication, and career coaching. This is for the simple fact that no matter how great your ideas, if you cannot move other people to action, they will never fly. ![]() And don’t get me wrong, these characteristics are indeed important.īut if you want to be successful in 2019, we must also learn how to be more persuasive. When we think about how to build success, most people think about grit, determination, and patience. “Do you want to spend the rest of your life selling sugared water, or do you want to come with me and change the world?” However, Sculley’s thinking immediately changed when the young founder gunned a knockout pitch that simultaneously hit both his heart and head: This too was the initial thinking of John Sculley, former CEO of Pepsi, when faced with the exact circumstances stated above. If you are anything like me, the decision would be a no-brainer: Why roll the dice on a “ maybe” when your reality was a sure thing? Imagine you are the CEO of a multinational company, and you are propositioned by a young founder to leave your position to join forces with their four-year-old company that started out of a garage.
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