I used to go hiking a lot, back in the day. Usually it was me and one or two other guys. When there was more, we usually ran into problems
Not any bad problems, just the kind of stuff you’d expect with a bunch of guys with different stamina and reasons for being out in the woods.
Some guys wanted to power up ahead as fast as they could, so they could do some fishing.
Other guys wanted to take their time, and enjoy the scenery at a leisurely pace.
Needless to say, it was hard to get consensus on how far we were going to hike every day, where we were going to break for lunch, etc.
I’m sure you’ve faced similar situations in the past.
You’ve got a great idea, you make your case, but then you get tons of reasons, or objections, why other people think their idea is better.
If only there was another way!
Luckily, there is.
It’s a two step approach, and it’s virtually impossible to resistance once you practice a bit.
The first step is to kind of predict what their “objections” are going to be.
Then you pace those objections, and turn them around into benefits.
Then you simply build those benefits into your case, explaining why you think your way is the best way.
If they do start to think along the lines of those objections, they’ll naturally be flipped into benefits, automatically, on their own.
I’m sure you can imagine plenty of places to use these techniques, right?
Sales, social life, talking to your boss, your kids, you name it, you can use it.
See, everybody needs to have their own reason for doing things. When you state your case in this way, you allow them to see it as you frame it, but for their own personal reasons.
The surprising thing is that once you kind of “get” this, you’ll rarely hear objections again. You’ll naturally defuse them during regular conversations.
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