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at least get out of your way if they like you. Avoid an adversarial relationship. Be gracious. |
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Tip 351: Dodge zaps and zingers to get to your goal. |
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Should people not be gracious to you in your attempts to persuade them, keep your goal in mind. As best you can, dodge any personal attacks, any I-don't-like-you statements, any performance deflators. If your goal is acceptance of an idea, approval of a plan, or purchase of a product, then try to put ego aside. |
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Tip 352: Provide opportunity for a trial run. |
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Cereal companies don't make us spend $4.89 on a box of new flakes, nuts, and fruit. Instead, they send us a bowl in the mailbox to taste before we have to plunk down our money. Create ways for people to give your idea a low-risk trial before making an irreversible commitment of time, money, or reputation. The lower the risk, the more likely they'll take a step in your direction. Never be afraid of their asking, "What have I got to lose if I go along?" |
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Tip 353: Note the difference between selling an idea and motivating people to act. |
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In "selling" something, the focus is on the seller's efforts and successwhat's in it for the seller. In "motivating," the focus is on the other person's attitude and benefitwhat's in it for the buyer. The subtle difference implies different methods, language, timing, and attitude. |
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Tip 354: Persuade people to do something specific. |
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People need an emotional release or a sense of closure if they've come to a logical conclusion. Give them something specific to do, decide, approve. A sales rep once wrote a two-page memo to his management telling about a sale he'd lost due to his customer's counterproposal on credit terms and down payment. According to company policy, the rep had asked for 50 percent cash up front; the customer had countered with an offer of 20 percent down payment. The credit manager refused to approve the deal and the sales rep lost the sale. After a long recitation of the story, the sales rep ended his two-page memo with this recommendation: "We must make it |
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