You can spend hours trying to master NLP (Neuro Linguistic Programming) Techniques, or sharpening your best psychology chops. Or, you can simply tell your prospect, “But feel free to say no.” A recent study shows that reaffirming a person’s right to choose before you ask them for the favor or the sale means they’re more likely to say yes. And that, is a powerfully persuasive, yet simple, tool to have.
Persuasion is often misconstrued by entrepreneurs and salespeople as manipulation, and therefore has a negative connotation. This technique, like all persuasion techniques, can be used for good or evil of course. Here’s the distinction—persuasion is where you move the prospect to an outcome that is truly in their best interest. Manipulation is where you move the prospect to an outcome that is not in their best interest, and may even be detrimental to them. Persuaders create win-wins. A manipulator builds one-way wins, for themselves only. The choice is yours. But be forewarned, if you try to manipulate people—one day you will get caught and you will be forever done.
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