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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
Copyright
20002-2003 Future Force, Inc. All Rights Reserved
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