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Suggest You - Two Steps To Get You To Yes More Easily
In my previous article, I highlighted what I call my ‘favorite restaurant’ approach to assessing whether your website really does its job properly, that is, in a way that is going to really make it Web 2.0 friendly.This approach basically says that there are many factors that turn a particular restaurant into your favorite. Perhaps its great staff, a fantastic ambiance, obviously terrific food, cleanliness, convenience and so on.Your website should be exactly he same. Look at every constituent part of
• ‘After we start, I assume you’ll want a monthly update?’
• ‘You’ll notice significant improvements immediately after we start.’
And Finally: The Benefit Summary
Some people like to hear a review of the benefits they will receive if they agree to your ideas. A quick list followed by a decision question often does the trick.
• ‘Ok – let’s summarise. After we’ve made the alterations you will notice that you have extra time available for other things, you’ll start to save on budget and you’ll have a happier work force. So, shall we go ahead?’
To learn more about Social Styles, go here: How To Identify And Use Your Social Style
Copyright © 2006 Jonatha
Your reputation, strengthened or negated by word-of-mouth, is one of the most difficult things to build and one of the easiest to destroy. You must be committed to developing and protecting your good name at all costs… it is one of your most precious assets.How do you develop and preserve an exemplary reputation? First, you must believe that honesty, credibility and consistency are right… both personally and professionally.Second, you must consistently deliver what you promise… no exceptions.An
Here are two steps you can take towards achieving a decision:
Step One:
. Ask yourself ‘How does this person normally go about making decisions?’ Most people usually have a preferred way of making up their mind. Some people take their time to decide, others are happy to make snap decisions. You can sometimes push the latter, but you will need to tread more carefully with the former.
Step Two:
. Have a variety of ways in which you can stimulate a decision.
Spot The Signals – Verbal And Non-Verbal
Knowing when to ask for a decision can be critical. Ask too soon and you may frighten the other person off. Ask too late and you may miss your best chance. Watch for signals that suggest the other person is ready to decide:
• Leaning forward, seeming more interested and involved
• Head up, good eye contact
• Stroking chin thoughtfully
• Nodding or smiling in agreement with you
• Upward infection in voice tone
• Requesting more information
• Asking you to repeat some points you made earlier
• Making notes
• Asking ‘What if …’ or ‘Suppose …’ questions
• Checking guarantees, support, follow-up plans
• Picking up your written proposal and double checking aspects
• Discussing implementation details
Dealing With Ditherers
A good way of avoiding a decision is to say: ‘I want to think about it.’
Sometimes people do want time to think things through, but, very often, this can be an excuse or a put-off.
Ask:
• ‘What exactly do you want to think through? (Whatever you do – don’t pause here!) Is it the implementation schedule? Is the bottom line? Is it the timing?’
Once you have isolated the real reason, you are much better placed to respond to the objection.
Going For “Yes”
• ‘If you agree, shall we go ahead right away?’
Its very directness appeals to the Driver or Expressive personalities.
If the answer is “no”, ask : ‘What’s preventing you from going ahead?’
The Alternative Choice Question
This is less direct because you enable people to make a choice between two possible options.
• ‘When would you like to start – Friday, or shall we wait until Monday?’
• ‘Which of these two do you prefer?’
• ‘Which support contract is most appropriate for you – this one, or that one?’
The Minor Decision
Here, you ask people to make a decision about a relatively unimportant aspect of the proposal. If they give the go-ahead, the assumption is that they agree to the whole idea.
• ‘Where do you want your logo to appear – at the top of the form or do you think it would look better in the bottom right hand corner?’
• ‘By the way, how do you intend to resource the project?’
• ‘How should we deal with the Southern branches?’
The Assumptive Question/Statement
This question/statement works well with Amiables and Expressives, both of whom need a continuous nudge towards decisions. (Be careful with Analyticals who dislikes presumption.)
• ‘After we start, I assume you’ll want a monthly update?’
• ‘You’ll notice significant improvements immediately after we start.’
And Finally: The Benefit Summary
Some people like to hear a review of the benefits they will receive if they agree to your ideas. A quick list followed by a decision question often does the trick.
• ‘Ok – let’s summarise. After we’ve made the alterations you will notice that you have extra time available for other things, you’ll start to save on budget and you’ll have a happier work force. So, shall we go ahead?’
To learn more about Social Styles, go here: How To Identify And Use Your Social Style
Copyright © 2006 Jonathan
Shrink wrap can help protect and organize a gift fruit basket, but if your gift is a boat and not a fruit basket, do not fear. Boats can be shrink wrapped too, using the same technology.Shrink wrap systems use a plastic film, typically made of PVC, Polyolefin, or polyethylene. The plastic film is wrapped around an object to protect it from moisture, dirt, and other hazards of travel or storage. The plastic film is heated to conform to the shape of the object. Shrink wrap systems may be small and inexpensive,
• Leaning forward, seeming more interested and involved
• Head up, good eye contact
• Stroking chin thoughtfully
• Nodding or smiling in agreement with you
• Upward infection in voice tone
• Requesting more information
• Asking you to repeat some points you made earlier
• Making notes
• Asking ‘What if …’ or ‘Suppose …’ questions
• Checking guarantees, support, follow-up plans
• Picking up your written proposal and double checking aspects
• Discussing implementation details
Dealing With Ditherers
A good way of avoiding a decision is to say: ‘I want to think about it.’
Sometimes people do want time to think things through, but, very often, this can be an excuse or a put-off.
Ask:
• ‘What exactly do you want to think through? (Whatever you do – don’t pause here!) Is it the implementation schedule? Is the bottom line? Is it the timing?’
Once you have isolated the real reason, you are much better placed to respond to the objection.
Going For “Yes”
• ‘If you agree, shall we go ahead right away?’
Its very directness appeals to the Driver or Expressive personalities.
If the answer is “no”, ask : ‘What’s preventing you from going ahead?’
The Alternative Choice Question
This is less direct because you enable people to make a choice between two possible options.
• ‘When would you like to start – Friday, or shall we wait until Monday?’
• ‘Which of these two do you prefer?’
• ‘Which support contract is most appropriate for you – this one, or that one?’
The Minor Decision
Here, you ask people to make a decision about a relatively unimportant aspect of the proposal. If they give the go-ahead, the assumption is that they agree to the whole idea.
• ‘Where do you want your logo to appear – at the top of the form or do you think it would look better in the bottom right hand corner?’
• ‘By the way, how do you intend to resource the project?’
• ‘How should we deal with the Southern branches?’
The Assumptive Question/Statement
This question/statement works well with Amiables and Expressives, both of whom need a continuous nudge towards decisions. (Be careful with Analyticals who dislikes presumption.)
• ‘After we start, I assume you’ll want a monthly update?’
• ‘You’ll notice significant improvements immediately after we start.’
And Finally: The Benefit Summary
Some people like to hear a review of the benefits they will receive if they agree to your ideas. A quick list followed by a decision question often does the trick.
• ‘Ok – let’s summarise. After we’ve made the alterations you will notice that you have extra time available for other things, you’ll start to save on budget and you’ll have a happier work force. So, shall we go ahead?’
To learn more about Social Styles, go here: How To Identify And Use Your Social Style
Copyright © 2006 Jonatha
As a professional service provider, you’re paid for what you know. People come to your firm for the expertise you offer, first and foremost. Did you also realize that this is also your secret marketing weapon?By sharing what you know, you actually attract people to you and build their confidence in you as the right solution for their problem. Now many professionals are afraid to “give away” trade secrets or expertise for free, but that’s not what I’m talking about. This is about putting content regularly out
Ask:
• ‘What exactly do you want to think through? (Whatever you do – don’t pause here!) Is it the implementation schedule? Is the bottom line? Is it the timing?’
Once you have isolated the real reason, you are much better placed to respond to the objection.
Going For “Yes”
• ‘If you agree, shall we go ahead right away?’
Its very directness appeals to the Driver or Expressive personalities.
If the answer is “no”, ask : ‘What’s preventing you from going ahead?’
The Alternative Choice Question
This is less direct because you enable people to make a choice between two possible options.
• ‘When would you like to start – Friday, or shall we wait until Monday?’
• ‘Which of these two do you prefer?’
• ‘Which support contract is most appropriate for you – this one, or that one?’
The Minor Decision
Here, you ask people to make a decision about a relatively unimportant aspect of the proposal. If they give the go-ahead, the assumption is that they agree to the whole idea.
• ‘Where do you want your logo to appear – at the top of the form or do you think it would look better in the bottom right hand corner?’
• ‘By the way, how do you intend to resource the project?’
• ‘How should we deal with the Southern branches?’
The Assumptive Question/Statement
This question/statement works well with Amiables and Expressives, both of whom need a continuous nudge towards decisions. (Be careful with Analyticals who dislikes presumption.)
• ‘After we start, I assume you’ll want a monthly update?’
• ‘You’ll notice significant improvements immediately after we start.’
And Finally: The Benefit Summary
Some people like to hear a review of the benefits they will receive if they agree to your ideas. A quick list followed by a decision question often does the trick.
• ‘Ok – let’s summarise. After we’ve made the alterations you will notice that you have extra time available for other things, you’ll start to save on budget and you’ll have a happier work force. So, shall we go ahead?’
To learn more about Social Styles, go here: How To Identify And Use Your Social Style
Copyright © 2006 Jonatha
We had an uncomfortable job search strategy session with Keely a few weeks ago.She sounded desperate. She had met some unexpected resistance in interviews . . . two in a row. Turns out prospective employers were questioning her about how her background could possibly fit into their organization.She clutched. She stumbled. She came away from the interview feeling totally defeated. Of course, this colored her enthusiasm for continuing her job search.Keely’s story is not unique. It happens to
• ‘Which support contract is most appropriate for you – this one, or that one?’
The Minor Decision
Here, you ask people to make a decision about a relatively unimportant aspect of the proposal. If they give the go-ahead, the assumption is that they agree to the whole idea.
• ‘Where do you want your logo to appear – at the top of the form or do you think it would look better in the bottom right hand corner?’
• ‘By the way, how do you intend to resource the project?’
• ‘How should we deal with the Southern branches?’
The Assumptive Question/Statement
This question/statement works well with Amiables and Expressives, both of whom need a continuous nudge towards decisions. (Be careful with Analyticals who dislikes presumption.)
• ‘After we start, I assume you’ll want a monthly update?’
• ‘You’ll notice significant improvements immediately after we start.’
And Finally: The Benefit Summary
Some people like to hear a review of the benefits they will receive if they agree to your ideas. A quick list followed by a decision question often does the trick.
• ‘Ok – let’s summarise. After we’ve made the alterations you will notice that you have extra time available for other things, you’ll start to save on budget and you’ll have a happier work force. So, shall we go ahead?’
To learn more about Social Styles, go here: How To Identify And Use Your Social Style
Copyright © 2006 Jonatha
Fundraising is, without a doubt, extremely challenging work. For any of you with experience in this line of work, you will understand what I mean. For the rest of you, go out and volunteer your time with a local non-profit organization. After that, I think you will understand. While this can be a challenging profession, it continues to be quite rewarding in many respects. This article was drafted with the new fundraising coordinator in mind. So listen up, kids!There are four major forms of fundraising.
• ‘After we start, I assume you’ll want a monthly update?’
• ‘You’ll notice significant improvements immediately after we start.’
And Finally: The Benefit Summary
Some people like to hear a review of the benefits they will receive if they agree to your ideas. A quick list followed by a decision question often does the trick.
• ‘Ok – let’s summarise. After we’ve made the alterations you will notice that you have extra time available for other things, you’ll start to save on budget and you’ll have a happier work force. So, shall we go ahead?’
To learn more about Social Styles, go here: How To Identify And Use Your Social Style
Copyright © 2006 Jonathan Farrington. All rights reserved
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