Most objections and “no’s” that people have are not actually a no at all.
When you ask someone if they want to do something, they often will come up with what many people think is a no. When in reality it is just something they are verbalizing that has to be dealt with and handled to get to a yes.
So how do you help people handle and deal with the things that need to be handled? You ask them questions.
Ask them questions that lead them to possible solutions. Ask if this solution might work. Which solutions might work. Etc.
Don’t tell them, ask them. Questions are much more powerful than statements. Because the answer becomes real for the person. Because they said it.
And when people say something themselves, it becomes right. People will then do everything to prove what they said right.
How do I know this? have you ever seen someone prove themselves wrong?
I haven’t.
|
