IF you struggle to get what you want in a negotiation or find selling difficult and you want better results, these tips will help you to influence people to your way of thinking.
When you are next in a situation where you want to influence someone else (at home, work or play) try these steps to turn the situation to your advantage.
1. Play deaf - when they ignore you, flash you a look say no or "no thanks, I don't need you
r help, I am only looking"– stay calm, don't get emotional. Pretend you have not heard them.
2. Listen to them – let them tell you their story of why they can't, won't or don't want or need it or you. Quite often your silence and your focus on them will make them to start to question their own objection.
3. Calmly repeat back their comments - perhaps as a query, for example "you don't have enough time?" "It's too expensive?" Again, when they try to explain why not, they can often find a way to make time, find the funds etc..
4. Ask better questions and listen some more – really take time to find the core of the problem. Is that the real reason? Why is it important to them? For example, I understand that time (or money) is tight, do you mind me asking why you are struggling/pressured/pushed for time? Then really listen carefully.
5. Test a solution to their problem – you could say "If I could help you with that, would you be prepared to...?"
6. Empathise - build a link and make them feel that you understand, say "I know how you feel, I have experienced that myself, I appreciate you sharing that".
7. Turn their problem (objection) into a challenge (ask a question of it) – say "That leads me to think that what you really need is a…? Or to change your...?"
8. Find a solution to their problem - shrink it down or make your idea of more value to them than their problem, say "I have the answer, if I do …? Then you will be free to …? Are you really going to let … 0.00?p per day stop you from getting what you really want? Do you really want to miss this opportunity at this price when it will be £x more by … date? Can you really afford not to? If you do this, just think how effective it will be for ...?
9. The Eureka moment – say "We have a solution!". If they agree, fantastic, if they have further objections go back to step four. And dig deeper.
10. Assume they have agreed – thank them and re-affirm with them how pleased they will be with their decision.
- Helen Williams is a life, image and management development coach who has helped dozens of local men and women solve problems that everyday life throws at us.
The 42-year-old mother of two works with companies as well as individuals and runs image and life-coaching clubs. She gave up a career in finance two years ago to become a life coach and can help with everything from phobias and weight issues to relationship and work worries. Send your questions to helipadlifestyles@talktalk.net or ring 07888 711714.
The full article contains 556 words and appears in Evening Courier newspaper.
