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On this episode, Kurt and Steve read some listener mail from an business owner who finds himself dealing with a lot of calls from prospects just wanting quotes. They discuss how the power of We all have them in our lives: difficult people. Admit it…when you heard “difficult people” you automatically thought of a couple by name, didn’t you!
So what is a difficult person? This person is difficult by nature and/or disagrees with you and may even actively work against you.
For a difficult person, use these techniques:
Find a common belief and establish a common ground.
Use appropriate humor to break the ice.
Don’t start the presentation with an attack on their position.
You are only trying to persuade on one point; don’t talk about anything else that could trigger disagreement.
Because of your differences, they will question your credibility. Increase your credibility with studies from experts or anything that will support your claim.
They will try to find reasons to not like you; don’t give them any.
Don’t tell them you are going to try to persuade them.
Express that you are looking for a win-win outcome rather than a win-lose situation.
Show them you’ve done your homework.
Respect their feelings, values, and integrity.
Use logical reasoning as clearly and as carefully as possible.
Use the Law of Connectivity and the Law of Balance.
( From Maximum Influence)