Page 242 - ConvinceThemFlip

convince them in 90 seconds or less
EXERCISE
Sleight of Head
How would you like to be able to influence the outcome
of closed questions—those “Did you?” and “Have you?”
and “Are you?” questions. Here’s a little something I
teach to frontline service personnel. You can adapt this to
work for you in almost any situation. It’s a way of sending
out the answer you want with the question. It works in
many situations because of congruity and synchrony—two
instinctive aspects of human behavior I’ve referred to
many times in these pages.
You’re on a flight. The flight attendants are moving
through the plane, clearing up after a snack has been
served. Time is tight. How do the attendants keep you
from asking for another cup of coffee or glass of wine
even as they say, “Can I get you anything else?” They
almost imperceptibly shake their heads “no” when
asking the question. Try it yourself: Ask “Do you want
to schedule a follow-up meeting?” while gently shaking
your head “no.” There is a very strong probability the
answer will be in the negative. If you nod an almost
imperceptible “yes,” the chances are high they will
say “Yes.”
referrals from satisfied customers, public speaking, and
becoming a prominent authority. But they also know that
if you want to grow your sales, you need new customers.
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