Think back to your last persuasive conversation. Maybe it was with your boss, a colleague, or maybe with a friend or family member.
Were you gently leading that person over to your side of the fence? Or did you find yourself in a battle of wills? The most powerful persuasive conversations are never about coercing others to buy your product or idea. Rather, they are a collaborative process, where you’re working together to find a solution to the other person’s problem. Notice that it’s not finding a solution for you. An expert persuader always works in the other person’s best interest.
What determines your success isn’t the power of your idea or product or even your presentation skills. It’s about truly listening to the other person’s needs and fears, and expertly handling the inevitable objections they will raise.
Here are a few of the biggest mistakes persuaders make when selling their ideas:
Getting Negatively Triggered by Objections
Objections are valuable feedback.
Having information about the person you want to persuade, their needs and their attitudes, is essential. Every objection is another piece of valuable feedback that tells you more about them. For example, if they say the investment is too high or don’t have the budget, this data tells you that they don’t see your idea’s unique value. They don’t think it’s a good idea. With that data, you can better explain the deal or ask questions to determine whether your concept serves their needs.
Dismissing Objections
Instead, learn to really listen.
Listen well to any objection. You may be tempted to jump in with a quick response, but resist the urge. It’s essential that you fully understand what they’re saying and why they’re saying it. Listen and repeat back, in your own words, so that you fully understand. And then ask, “what else.”
Feeling Frustrated by the Objections
Stay curious instead.
When things turn negative during a persuasive conversation, it’s hard to recover. If you find yourself getting angry, frustrated, or defensive, stop, breathe, and get curious instead. Reframe negativity in favorable terms; for example, if they think your proposal is too expensive, reframe it as, “I need to better understand their needs so that I can adequately drive home this proposal’s unique value.”
Losing Focus of the Other Person’s Needs For Fear Of Losing the “Sale”
Stay 100% focused on the person’s needs
As a powerful persuader, you want to stay 100% focused on the other person’s needs. This is what ultimately determines whether you make the “sale” or not. The first step is to understand these needs well, and the second is to make sure that what you are proposing is suitable for them. If you’re 100% focused on them in this way, objections can be quickly addressed to their satisfaction. And if you find out that your idea or product is not for them, you can elegantly retreat from the conversation.
Not Preparing for Objections
Anticipate and prepare for the objections they may have
You must anticipate and prepare for the objections they may have. Start with a solid list and make some assumptions about what they might say. Prepare for common objections such as investment, lack of trust,lack of urgency, or thinking it will not work for them. As you go about having persuasive conversations, keep track of any objections raised and use them to prepare for next time. Remember, objections are valuable feedback.
Taking “No” as a Personal Rejection
“No” is not a rejection of you. It’s a learning opportunity.
Even if you walk away from the conversation without a yes, see what you can learn from the experience to refine and do better next time.
Remember that this is a conversation between you and another person (your boss, a prospect, your spouse) to find the right solution to their problems. Approach objections with a positive attitude and keep the common goal you originally shared with the other person in mind.
Following this list of do’s and don’ts will change the way you show up to persuasive conversations. These tips will allow you to bring a powerful, confident and compassionate message that will inspire others to trust you and to follow your lead, creating for you a reputation of leadership that’s built to last.
Looking for more ways to strengthen your message and your influence in business? Let’s talk! I am passionate about working with leaders who are changing the game, and I’d be happy to explore the possibility of collaborating with you. You can learn more about me at https://MariCarmenPizarro.com
