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or she will sometimes hear how weak the objection sounds to begin with. The response is often, "Well, never mind. I guess that's a minor concern at this point." |
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Tip 341: Change yes-no issues to multiple-choice. |
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Don't make accepting or rejecting your idea an all-or-nothing proposition. If you agree that some action is better than no action, take care to help your listeners see other choices. If they can't purchase the equipment now to do the printing, are they willing to let you contract with freelancers to get the work done? If they can't give you two operators for the week, can they contribute funds to help you pay for a temporary from outside? If management insists they can't afford to fly their people to the West Coast for a seminar, would they consider conducting a class locally? Would they at least provide videos in the corporate library? Buy a $16.95 book for self-study? |
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Tip 342: Propose the let's-write-it-into-the-contract alternative. |
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Realtors have become masters with this technique. They walk through a vacant house with the prospective buyer, and the buyer says, "Do the drapes go with the house?" The realtor replies, "We'll write it into the contract." Buyer: "How about the fireplace utensils?" Realtor: "We'll write it into the contract." |
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Try the same approach when your group continues to bring up unlikely what-ifs. "If that happens, we'll stop payment immediately." "If that happens, we can always have them remove the new machine and go back to the old one." This approach minimizes wasted time spent on unlikely scenarios. |
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Tip 343: Develop a list of picturesque "Saver" lines for recurring snags. |
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Speakers have a pocketful of witticisms for common mishaps on the platform. When the microphone suddenly drops on the stand or makes weird noises, they say things like, "Sounds like mating season." "Funny. I brushed my teeth this morning." "Nothing like a live censor." |
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Likewise, when you anticipate getting bogged down in persuading a team, have some "saver" lines that call attention to a particular problem. Let's say your team always generates a lot of possible solutions but has trou- |
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