Get the other person saying “Yes, Yes!” Immediately
The Secret of Socrates
1. In talking with people, don’t begin by discussing the things on which you differ. Begin by emphasizing – and keep on emphasizing – the things on which you agree.
2. Keep emphasizing, if possible, that you are both striving for the same end and that your only difference is one of method and not of purpose.
3. Get the other person saying “Yes, Yes” at the outset.
4. Keep your opponent, if possible, from saying “no”
5. A “No” response, according to Professor Overstreet, is a most difficult handicap to overcome. When you have said “No” all your pride of personality demands that you remain consistent with yourself.
6. Hence it is of the very greatest importance that a person be started in the affirmative direction.
7. The skillful speaker gets, at the outset, a number of “yes” responses.
8. This sets the listener in the affirmative direction.
9. When a person says “Yes”, the organism is set in a forward-moving, accepting, open-attitude.
10. It often seems as if people get a sense of their own importance by antagonizing others at the outset.
11. Get someone to say “No” at the beginning… and it takes the wisdom and the patience of angels to transform that bristling negative into an affirmative.
12. Giving ultimatums may make us feel good at the time, but later we are ashamed of that sort of attitude – especially when the person receiving the ultimatum is a potential customer. It doesn’t make them feel welcome and important.
13. I resolve not to talk about what I want, but about what the customer wants.
14. Above all else, I get the other person saying “Yes, Yes, Yes” from the very start.
15. It doesn’t pay to argue.
16. It is much more profitable to look at the thing from the other person’s viewpoint and try to get that person saying ‘yes,yes’
17. Socrates was one of the wisest persuaders who ever influenced this wrangling world. His technique was based on getting ‘yes, yes’ admissions until he had an armful of yeses. His opponents found themselves embracing a conclusion they would have bitterly denied a few minutes previously.
18. So remember – ask a gentle question that will get the “yes, yes” response, rather than telling the person they are wrong.
19. “He who treads softly goes far” Chinese proverb
1. In talking with people, don’t begin by discussing the things on which you differ. Begin by emphasizing – and keep on emphasizing – the things on which you agree.
2. Keep emphasizing, if possible, that you are both striving for the same end and that your only difference is one of method and not of purpose.
3. Get the other person saying “Yes, Yes” at the outset.
4. Keep your opponent, if possible, from saying “no”
5. A “No” response, according to Professor Overstreet, is a most difficult handicap to overcome. When you have said “No” all your pride of personality demands that you remain consistent with yourself.
6. Hence it is of the very greatest importance that a person be started in the affirmative direction.
7. The skillful speaker gets, at the outset, a number of “yes” responses.
8. This sets the listener in the affirmative direction.
9. When a person says “Yes”, the organism is set in a forward-moving, accepting, open-attitude.
10. It often seems as if people get a sense of their own importance by antagonizing others at the outset.
11. Get someone to say “No” at the beginning… and it takes the wisdom and the patience of angels to transform that bristling negative into an affirmative.
12. Giving ultimatums may make us feel good at the time, but later we are ashamed of that sort of attitude – especially when the person receiving the ultimatum is a potential customer. It doesn’t make them feel welcome and important.
13. I resolve not to talk about what I want, but about what the customer wants.
14. Above all else, I get the other person saying “Yes, Yes, Yes” from the very start.
15. It doesn’t pay to argue.
16. It is much more profitable to look at the thing from the other person’s viewpoint and try to get that person saying ‘yes,yes’
17. Socrates was one of the wisest persuaders who ever influenced this wrangling world. His technique was based on getting ‘yes, yes’ admissions until he had an armful of yeses. His opponents found themselves embracing a conclusion they would have bitterly denied a few minutes previously.
18. So remember – ask a gentle question that will get the “yes, yes” response, rather than telling the person they are wrong.
19. “He who treads softly goes far” Chinese proverb
posted by JP Globetrotter at 12:26 PM
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