“You can get everything in life you want if you will just help enough other people get what they want.” — Zig Ziglar
We all need others to say yes. We have sales pitches, work projects, job interviews, freelance proposals, emails, and negotiations.
But it’s a noisy world.
Every day, we receive an average 125 business emails and by some estimates, we see 4,000 ads. You need to stand out to get people to follow your lead. Fortunately, there are ways to get others to agree with you.
And I’m not talking about manipulation, like fear mongering and using people’s prejudices to your advantage. Instead, getting others to say “Yes” is all about knowing what buttons to push, but leaving room for people to make their own decisions and providing value to them.
Intrigued? Let’s dive right in!
1: Sell the Benefit, Not the Feature
When you’re trying to get someone to say “Yes” you need to think “What’s in it for them? What’s the benefit?” I can tell you all about my company and our clients, but if I want to sell it to you, then I have to tell you what the product does for you and what benefits you will get from it if you buy our product. Are you the solution to their problem?
Learn to think of your negotiation as a sale of benefits for the other person, and you’ll have a better chance of them coming around.
2: Ask Questions
“Can you see why this is important?”
“Can we count on you again?”
“Does that make sense to you?”
During your negotiation, make sure to keep it a conversation and ask questions that can help you establish a pattern of them saying “Yes,” or help clear any doubt about why they should say “Yes” to you.
3: Nod, Even If You’re on the Phone
Nodding after asking a question creates a subconscious pattern of agreement, much like establishing the pattern of yes’ I talked about above. When you nod while asking a question, it makes you feel more confident (because you’re acknowledging the positive outcome) and helps to convey that to the person you’re talking to, even if it’s over the phone.
4: Acknowledge the Choice They Have
Try to see their side from all angles, learn what could be preventing them from saying “Yes,” and explain that you know there are other choices, but here is why your option is the best choice for them.
5: Listen to What They’re Saying
One of the most important things to remember is that negotiation is a conversation. Creating a sense of give and take will help you to relate your side of the story to them and help tailor the benefits to their circumstances.
By Jacob Cline | http://jacobcline.com/