How can you convince a person to say “yes” when their natural instinct is to say “no”?
This leads to a simple question, why is it normal for someone to refuse what you would like them to consider? Why do they say “no” so quickly?
So often a glance at the body language and facial expression reveals yet another negative dimension to the “no thanks” mindset already well in motion before you have the opportunity to explain anything.
So, why is the instant reaction so intent on denying you any chance of selling what you have to offer?
It is based upon a person’s memory.
They have been down something similar to this path before and they do not want a repeat experience.
If you want to influence somebody you need to understand how they use their past experiences to make decisions.
They way they do this influences how they see the present and the future.
People tend to acutely remember bad experiences and this alone conditions how they regard the future.
This would be a reasonable way to respond if it wasn’t for the fact that your memory banks are somewhat flawed.
Inaccuracy with the finer aspects of how your brain remembers events leads to this problem.
Any event experienced by two people can be remembered completely differently.
We think and believe we know – after all we were there, but this does not prevent the brain from filling in the gaps and coming to its own conclusion.
So, what can you do to prevent a previous interpretation of an event causing somebody to reject you?
You need to use the way the brain organizes the memory of events to your advantage.
It’s pointless just attempting to plow on regardless when you will peremptorily hear the “no” word.
Simply put the brain recalls how an experience ended and then magically assembles how the whole experience occurred.
In other words, it makes up stuff.
The trick is to make sure you address what is likely to occur if they do not take up your offer.
Don’t mess about, make sure they really understand the consequences of not acting in your favour.
Given a person will to a large degree be influenced by the past you should not overlook this.
Pay attention and you will see it in their expression.
What else should you do? Paint a positive picture of the consequences of how the future in the given context will look if they take up your offer.
If you fail to do this they may well simply go with how they emotionally feel rather than the logic of what you actually have available.
Paint the benefits without exaggeration.
Remember you have many faces, many skills, many talents, and many attributes.
Your task is to use the way the brain works and prevent a past bad memory even if it is completely inaccurate from stopping you from succeeding.