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Convincing people
Part of establishing trust, or being able to convince someone, is sensing the different needs of different people.
- If you’re trying to sell someone a product, and they trust you immediately, you know you’re going to be able to do your job.
- If you sense you’re with someone who needs more convincing, see if there’s a tool you can use to help develop a bond with your potential customer.
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Being a powerful communicator
It doesn’t mean you speak the loudest or most often, but rather that you are getting your message across clearly and also taking in the messages you’re receiving from the people around you.
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Possibility vs. necessity
- People motivated by possibility make choices based on what they want to do and are hopeful about pursuing the unknown.
- Those who make decisions based on necessity do things because they feel they have to. People who are driven by acts out of a feeling of necessity are ...
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How people sort themselves
We all sort ourselves in two distinct ways: We either self-sort or sort by thinking about others.
- Self-sorters look at an interaction or decision and think, “What’s in it for me?”
- Someone who sorts by thinking of others responds to questions by wondering how it will aff...
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Moving toward or away
Observe if those you’re speaking to are moving toward or away, by asking what that person wants.
If they start listing things they don’t want (they don’t want to fail, they don’t want to be stuck in the same dead-end job) or talking about what they do want (a family, to succeed at t...
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Matching or mismatching
If you’re looking to be persuasive with someone, you want to see things through their eyes and communicate in a way they can relate to.
- Matchers look for sameness in the world, trying to understand how things relate to each other.
- Mismatchers see how things are diffe...
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Internal and external frames of reference
- When trying to communicate effectively with someone who has an internal frame of reference, appeal to the things they know about themselves. Tie your communication to a personal fact you already know about that person.
- Those with an external frame of reference want to hear ...
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Don’t talk about your solution
The main focus is to find out what problems the Customer faces, not when you sell your solution or product. You want to get objective answers and won’t get if you’re trying to sell a solution or product.
Usually, customers don’t know what they need, but they can’t hide wha...
Sell the problem
You should convince your manufacturer, customer, or buyer that there’s an urgent problem that needs solving. There are four types of people you’ll be speaking with:
- The director is someone who wants you to be very concise and to the point.
- The socializ...
The smile of the public-relations sorcerer
Smiling makes you seem friendly and approachable. It’s good to keep this in mind when you’re face-to-face with someone you’re trying to keep on your side.
If there’s any drawback to using this magic spell, it’s that you can rely on it a bit too much.
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