Hello everyone, today is the 109th day of the global entrepreneurial figures' record accompanying you to read. The second book is read in total - "Situated Speech that TED can't teach".
Article 2: "Hypnosis" - Top Secret Skills for Situational Speech
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Psychological identification is the key: making the other party feel that it is his idea
The most clever "hypnosis" method, or means of persuasion, is not to instill your own ideas and opinions into the other party in a tough way, so that the other party is forced to accept it, but to enlighten and inspire the other party in a temptation way, prompt the other party to develop psychological identification, and make him think that It is his own idea.
Imagine that in real life, when you are facing a major and difficult-to-solve problem, you finally think of a good solution to the problem through your own thinking and consideration. Will you feel excited and happy? Are you more confident in realizing it when solving the problem? The answer is yes!
I think no one in this world likes to be forced to do something, and no one will willingly accept commands. Therefore, when we are convincing each other, don’t focus on our will, but make the other party feel that it is entirely his own idea.
If I were a salesman and I was selling a product to customers, I would think of making the customer psychologically recognize my product. At the same time, let the customer feel that he really needs this product. He voluntarily purchased it out of his inner desire. Is this more conducive to my sales?
Everyone has their own ideas and opinions. If you impose your opinions and ideas on others, it would be a bit wishful thinking and it would be impossible to receive the ideal persuasion effect. Therefore, you should want the other party to agree with your views or support you. It is better to make suggestions to the other party first, or ask him to help you make a ruling, so as to completely avoid differences and opposition between the two parties in their respective views.
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Let’s see the story of a friend of mine below:
Lao Zhou is my childhood friend, he specializes in design work, he Selling the new design sketch to a clothing designer or manufacturer, but he has encountered a problem recently. A customer he is going to sell recently is a designer who is not good at soft and hard. This is the first time he has met such a difficult customer, but in order to prove his strength and the income earned by this business is quite rich, Lao Zhou decided to take the other party down.
He frequently appeared in front of the fashion designer and talked to him about how outstanding his sketch design was, and the style was very novel and elegant. He hoped to convince the designer with his sincerity and prove to him that the sketch he designed was indeed outstanding, but had little effect. One day, when he appeared in front of the other party again, the other party finally couldn't help but say:
"Mr. Zhou is sorry, your point of view still does not get my approval, so I still don't buy your sketch. Also, I have always been disgusted with constant sales. "What should I do if I want to give up this big customer? Old Zhou told himself that I must not give up. However, what the customer said was a big blow to him. Since the other party did not like to stick to him, I had to change his strategy. The next day, he brought a few sketches that had not been designed and said to the customer: "I have a few sketches that have not been designed yet. Can you please modify them for me? "The client of
looked at Lao Zhou in surprise and said, "You put the sketch here first, and I will show it to you if you have time. ”
Three days later, the customer called Lao Zhou and said that he had modified and improved it. The result was not difficult to predict. This method worked. The customer bought all the sketches designed by Lao Zhou because the customer also spent his own efforts on these sketches.
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In real life, each of us has the desire to express or express, so when you ignore other people's feelings and talk about your own opinions and try to transmit your thoughts to the other party, the other party must be very disgusted. Just like my little sister Lao Zhou, she talked about her design sketches in front of the customer, but the other party was unmoved. However, when Lao Zhou made a request for modification to the customer with a humble attitude, the other party showed great enthusiasm, which eventually made Lao Zhou win a very generous business.
Therefore, sometimes, when we try to convince others, we should not express our intentions and opinions too clearly, otherwise it will only arouse the other party's mentality of resistance or resistance. You might as well ask him to ask him to give you some appropriate questions or suggestions in a humble manner, ask him to give you an idea, and then inadvertently guide him to agree with your point of view, and make the other party feel that this is his idea or decision, which is more conducive to smoothly convince him.
Tomorrow's reading, we will further decrypt "Super Situational Speech" , to be continued!
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