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Battle Of The Egosīut you know as well as anybody else that the hard sell doesn’t work. The hard sell requires you make your ideas bigger, better and more compelling than their ideas. Even if you’re trying to convince your buddies of eating Italian instead of Chinese, you’re using the hard sell. Hammer the customer with features and benefits. Whether you’re getting a phone number or selling a billion dollar aircraft carrier. If you set it up the right way, it will be their idea. And once you understand it, getting people to go along with your ideas will be simple. A process that is amazingly simple to understand. Whether we are deciding which flavor ice cream to buy, or what career to choose, we use the exact same procedure. The truth about us humans is we all make decisions based on the very same structure. It IS easy, when you do it the right way.
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If it were easy, everybody could do it, right? Especially when money is involved right? That’s why people that CAN sell make the big bucks. You can see the wheels turning while they wait for a big enough space in the conversation to change the subject and politely excuse themselves.
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Maybe they’re stealing glances at their watches. But you’ve got to ask, right? But halfway through your pitch, you can tell that rejection is coming. You can tell by the look on their face that you’re going to get shut down. Persuasion Causes AnxietyĮven before you get started, you can feel the anxiety building up. Maybe they even said, “ Well, I can see your point, but yea, no.” And then went on with whatever they were planning on doing anyway. Maybe you were trying to ask your boss for a raise, or maybe you thought you were inches from a huge commission before the bottom fell out, and they shook their head and said, “No thanks.” Maybe you were trying to convince your buddies to see a comedy instead of an action flick at the movies last weekend. Maybe you tried to give them a few logical reasons or some benefits to your way of doing things. Think back to a time when you had to convince somebody of something, and it didn’t work. Sometimes it seems that the more you try, the more they dig in. Trying to get people to change their mind is tough.