Adversaries into Allies: Win People Over Without Manipulation or Coercion by Bob Burg

Author:Bob Burg [Burg, Bob]
Language: eng
Format: mobi
Publisher: Penguin Group US
Published: 2013-10-30T14:00:00+00:00

CHAPTER

POSITIVE EXPECTATION WORKS, BUT NOT WHY YOU THINK IT DOES

You’re about to go into a sales presentation with a prospect you’ve heard can be a real bear. Or you’re about to ask the customer service representative with a sour look on her face if you can exchange an item without the receipt. Perhaps you need to ask one of your vendors to rush an order knowing he always seems put out when asked to do that.

We face a number of situations every day that would sure go a lot more smoothly if the other person would be kind, smiling, and ready to help.

Both for long-term and immediate results, when you want to bring out a response in a person that meets your needs, act toward that person in the way you’d like them to respond. Yes, approach them believing they’re going to want to give you what you desire.

Before you think I’m totally crazy, talking hocus-pocus or suggesting that just by thinking about something you’d like to happen it will, please know that’s not the case.

Expecting someone to be helpful doesn’t change them, it changes you. And that is what changes them.

What will happen is that by predetermining someone’s attitude or action in your own mind as being positive and helpful, you take on a corresponding attitude. Yes, you change, which transfers directly into him or her changing their original attitude and acting in the appropriate solution-oriented manner.

Why? Because if you display gratitude and appreciation for their kindness, they are going to respond by living up to those very feelings you have about them.

When you communicate how much you like and respect them for their ability to find a solution, they are going to be motivated to live up to your obviously very correct appraisal of them.

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