This is a powerful conversational technique that can get you some quick agreement. It was originally “invented” by Milton Erickson, by since it’s found it’s way into pretty much every main stream sales training and it’s pretty standard even on telemarketing scripts.
But it ain’t just for sales. You can use it anywhere, anytime, with anybody. Just take some time to come up with your “choices” and you’re good to go.
It works like this:
Which would you rather do, “A,” or “B”? Where A and B lead to the same thing.
Dr. Erickson found that some people were a bit nervous when coming in to be hypnotized. Maybe they thought he would turn them into chickens or something.
So he would say, (allegedly), would you rather go into trance quickly or slowly? Would you rather go into trance in the blue chair or the red chair?
How do you use this?
Anyway you can!
Before you blurt on a question to which you think you might get resistance, imagine your outcome a couple of different ways, and then phrase it in an “either or” type question.
Hey Betty, this is Joe from the other night. I was thinking we should get together for a cup of coffee this week. Which is better for you, Thursday afternoon or Saturday, late morning?
Hey boss, I’ve got my vacation planned out, and I need to know which is a better time, first week in August, or the last week in July?
Hey honey, I don’t feel like cooking. Would you rather go out for Chinese or Mexican?
Well, clearly this product meets your needs, and I think it would be a good idea for you to get this and take it now. Which would be easier, financing through your own bank, or using our own financial plan?
Obviously, losing weight and getting into shape is important. Did you want to sign up for the gym membership only, or did you want to include our customized coaching plan as well?
Try these out, and have some fun.