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Easy Influence: Creating Agreement

The 5 Steps To Changing Someone's Mind

First, sincerely do your best to understand their point of view.

Second, find the reasons for what they believe.

Third, question their reasons (in a sincere way).

Fourth, decide if their reason is true.

Fifth, ask if some other option could be true and what it would mean if it were true.

Example:

Q: Do you want to buy thus?

A: No.

Q: Can I ask what your reasons are?

A: It costs too much!

Q: Compared to what?

A: Well I think it's a good deal, but I can't afford it.

Q: Could you afford it if we spread the payments out over 6 months?

A: Yes!

Example 2:

Q: Do you want to buy thus?

A: No.

Q: Can I ask what your reasons are?

A: It costs too much!

Q: Compared to what?

A: I saw one for less down at XYZ store.

Q: Did you know that we are the only company that sells the brand?

A: No.

Q: We sell this brand because it is different than all the rest. What do you going to use this for?

A: Sealing a vent.

Q: Did you know that this particular product is uses the fastest drying sealant. It's a compound that dries in 20 seconds which creates the best seal because it does not let any moisture seep in. It also offers a 20 year warrantee on the seal. So you will most likely never have to deal with the hassle again or pay for more sealant. Don't you think that's worth a 5% higher price?

A: Ok, I'll take it.

Questions on this material? email: easyI@smallbizu.com

by Christian E. Mickelsen

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