10/06/2023
https://youtu.be/YxQcnD3Z928?si=XKjPIIZxvbt6bNAy
Arouse in the other person an eager want. This is one of the fundamental ways to handle people discussed in Dale Carnegie's How to Win Friends and Influence People.
"Personally I am very fond of strawberries and creme, but I've found for some strange reason, fish prefer worms", Dale Carnegie said.
WIFM - What's in it for Me? People are very self-centered creatures and we need to know what's in it for us in order to be engaged.
BLUF - Bottom Line Up Front
We must learn from others' interests and then give them that which they're interested in.
In order to get people to respond to us, simply follow Dale Carnegie's advice.
BEFORE you speak, STOP, Pause, and ask yourself, "How can I make others want to do it?"
THEN ASK YOURSELF 3 QUESTIONS:
1. Do I know enough about them? If not, engage in conversation. Remember the person asking the questions is in control of the conversation, guiding it, leading it.
2. What is most important to them? Look for a change of mood or even a smile will indicate a topic or area they're excited about.
3. How do I get them to WANT to do it? Tie in what they want with what you want and create a mutually beneficial relationship, a win-win. If possible, a win-win-win if you get them to step back and take a look at the bigger picture.
Meet people where they are, not where you want them to be.
Definition of influence is getting someone to do something they wouldn't have done had you not been there to influence or empower them.
You need to find the NEED behind the NEED. Ask probing questions, open-ended questions that get them to talk, not closed-ended "Yes" or "No" questions.
CHECK for clarification - make sure you heard and understood them correctly and that you are both on the same page. This is scientific professional selling skills I learned at Marine Corps Recruiter's School. THEN once this is done...
REPEAT back to them what they want - SELL IT!
You've got to find their why, what's hurting you? It's got to be strong enough to make you cry, not only if you don't achieve it but also if you DO achieve it, out of CELEBRATORY OVERWHELM. Your why needs to be something that gets you up early in the morning and keeps you up late at night burning the midnight oil, your passion, your definite chief aim, your WHITE, HOT burning desire.
Arouse in the other person an eager want. This is one of the fundamental ways to handle people discussed in Dale Carnegie's How to Win Friends and Influence ...
