How to Coach Yourself and Others How to Influence, Persuade and Motivate | Seite 29

say yes to anything first, and then they will be much
more likely say yes to what your really after.
6.

Labeling – Marketers use this one on you all the time:
“You seem like a smart person and smart people buy
X”. Tell someone they are smart, sophisticated, thrifty, a
risk-taker, etc. and ask them to take an action consistent
with that label. There is a powerful inner drive to stay
consistent with what we have demonstrated in the past.
If someone labels us, we believe we have demonstrated
that trait (especially if it is positive).

7.

Ask the Right Question – Recently I was given a pitch
for a timeshare. All throughout the pitch, the agent was
asking me and my wife questions about what would we
do or what we would like to do. This was leading to the
final push on the actual sale. Before asking someone to
do something, get them to say they would do it or
something consistent with it. Get them to verbally
express an inclination or desire to do something. Then
when asked to do something consistent with what they
have previously expressed, they are much more likely to
agree.

8.

Smile – Smiles are powerful influencers. People like
people who smile. But your smile needs to be authentic.
Humans have a remarkable ability to detect false smiles
(it’s all in the eyes). So find something in the other
person that you can authentically appreciate and then
smile about it. In general, just practice looking on the
bright side of things and being happy. You will naturally
smile more and thus be more influential.

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