How to get the other person to say "yes" at the beginning
If you want your opinion to be agreed upon by someone else, you have to make them say yes at the beginning.
Before you ask a question and the other person has not yet answered, you must also nod your head.
When a person is speaking, if he says a series of "yes" words at the beginning, it will make his whole body and mind tend to an affirmative side. At this time, the whole body is in a relaxed state, which is easy to create a harmonious conversation atmosphere, and it is easy to give up his original prejudices and agree with the other party's opinions.
Harrison, an American motor salesman, told an interesting story that he personally experienced:
At one point, he visited a company of new customers, ready to persuade them to buy a few more new electric motors. Unexpectedly, just after stepping into the door of the company, I was hit in the head:
"Harrison, you're here to sell your crap again!" Stop dreaming, we'll never buy your stuff again! The chief engineer said exasperatedly.
Harrison understood that the matter turned out to be like this: the chief engineer went to the workshop yesterday to check, touched the motor that Harrison had recently sold to them, felt very hot, and concluded that the quality of the motor sold by Harrison was too poor. Therefore, Harrison's visit today was rejected, and there was no way to sell!
Harrison calmly considered it for a moment, thinking that if he had to argue with the other party about the quality of the motor, it would definitely not help. He took a different approach, and the following conversation took place:
"All right, Mr. Spence! I completely agree with your position, if the motor heat is too high, let alone buy a new one, even if you have already bought it, you have to return it, you say yes? ”
"Yes."
"According to national technical standards, the temperature of the motor can be 42 ° C higher than the indoor temperature, right?"
"Yes. But your motor temperature is much higher than this, and I almost burned my hand yesterday! ”
"Please wait a minute. What is the temperature in your workshop? ”
"About 24°C."
"Superb! The workshop is 24 °C, plus the temperature rise of 42 °C that should be, a total of about 66 °C.
May I ask, if you put your hand in the water at 66 ° C, will you get burned? ”
"That's entirely possible."
"Then, please don't touch the motor in the future." However, the quality of our products, you can rest assured, absolutely no problem. As a result, Harrison made another deal.
Harrison's success, in addition to the fact that the quality of his motor is really good, he also takes advantage of subtle changes in people's psychology.
Many people always let the other party say "no" in the process of negotiating with others, which will cause him to keep saying "no" in the future.
If we can use a "trick" to let the other party say "yes" first, it will greatly increase the success rate of the negotiation, that is, if you want your opinion to be agreed by others, you must make the other party say "yes" at the beginning.
In order to make the other party say "yes", there are two points that need special attention: First, we must create an atmosphere in which the other party says "yes", and we must do everything possible to avoid the atmosphere in which the other party says "no". Therefore, the issues raised should be carefully considered and not justified. For example, a conversation occurred between a salesman and a customer:
"It's still as hot today as it was yesterday, isn't it?"
"Yes!"
"Inflation lately, chaos, isn't it?"
"It's so sluggish now, it's really hard to know how to be good!"
Although this kind of question is very normal, no matter what the salesman says, the other party will answer "yes", as if it has created an atmosphere of affirmation, but pay attention to the content of his words, but create an atmosphere of negativity and pessimism that makes people careless to buy.
In other words, after hearing his inquiry, the customer will become bored and of course not want to buy anything.
Second, the way in which the question is asked is very important to get the other person to answer "yes." What kind of questions are easier to answer in the affirmative? The best way to do this is to imply the answer you want.
Therefore, when selling goods, customers should not be asked whether they like it or not, whether they want to buy it. Because when you ask him "do you want to buy" or "like it or not", he may answer "no".
So it should be asked, "You must have liked it, didn't you?" ”
When you ask a question and the other party has not yet answered, you must also nod your head, and you can nod your head while asking, which can induce the other party to give a positive answer.
This article is excerpted from "Learn Dim Sum Every Day", author: Xiao Wenjian, this site aims to share the classic reading to the majority of readers, such as infringement please delete.
