The more a salesperson sells me, the more I don’t want to buy.
The more someone tries to win me to their way of thinking, the more resistant I become.
And we’re being sold something constantly through advertising, popup ads, search, billboards and those around us.
So here is the secret to getting someone to listen to you.
Listen to them.
The sales guru Tom Hopkins is known for teaching a technique where a “champion” salesperson gathers information and looks for validation before asking for the sale.
“Would you like it in red?”
“I’ll make a note of it”
Listening and not talking is the key to getting people to opt in on what you have to say, or what you think.
Listening is so hard. It seems to be against everything we’re taught in life. To pursue what we want and do it vigorously.
Ironically, the secret to influencing others is to be skilled at sincerely listening to them.
Here are 6 ways to persuade and influence others from Steve Bressert, PhD:
1. People are more willing to comply with requests (for favors, services, information, and concessions) from those who have provided such things first.
2. People are more willing to be moved in a particular direction if they see it as consistent with an existing or recently-made commitment which is why when shopping for a car you are asked “What qualities are you looking for?” in a car.
3. People are more willing to follow the directions or recommendations of someone they view as an authority.
4. People are more willing to take a recommended step if they see evidence that many others, especially similar others are taking or buying or using it.
5. People find objects and opportunities more attractive to the degree that they are scarce, rare, or dwindling in availability.
6. People prefer to say yes to those they know and like.
“When dealing with people, remember you are not dealing with creatures of logic, but creatures of emotion.” – Dale Carnegie