7 ways to get people to say “yes”
It's useful information as it can have a huge effect on the overall efficiency of your business; from increasing sales, to improving health and safety compliance, to managing teams, it's useful knowledge for all.
Reciprocation – When dealing with people make sure you give back the same kind of treatment they gave you. Be polite and charming, personalised effort is worth its weight in persuasion and people will feel obligated to return a favour.
Concession – Never try to dominate a discussion, by conceding ground people are automatically drawn to meet you halfway. If someone says “no” make sure you have follow-up questions prepared for then and there, not two weeks later.
Scarcity – Make people want what they can’t have. Give them fewer choices to make decisions and you will find that they are more likely to buy into your concept; especially if you make it seem like a good, rare, deal.
Consensus and Social Proof – It would be rude to call people sheep, but, more often than not they will follow the lead of others similar to them. Make people understand their challenges, if you can convince one out of a group the rest should follow.
Commitment – People feel a need to comply and will feel more compelled to comply with a request if you can make your presence known, and show you’re committed. When arrangements have been made put it forward to people in writing.
Authority – Be confident around people, they are most persuaded when they believe you have credibility and knowledge on the topic. Establish your business as an authority from the outset, but don’t be afraid to admit your weaknesses up front.
Liking – You are always more likely to receive a “yes” if the person you are talking with likes you. People usually like others who are like them; try mirroring their body language, wording, and even acknowledge their feelings.
To find out more about the 7 ways to get people to say “yes” use Robert Cialdini’s book Influence: The Power of Persuasion.