If you are going to communicate effectively with a person, you need to know something about their beliefs.
Most writers assume their readers see and believe as they do. And when they knowingly write to people who believe differently, their writing often takes the tone of an argument, leaning heavily on evidence and examples, with undertones of disparagement and mischaracterization. Such writers persuade no one, but rather drive the wedge deeper.
1. To make the sale, you must win the respect of your audience.
2. Belief is never a matter of evidence; it is always a matter of choice.
3. You cannot take a person where you want them to go, until you first meet them where they are.
4. (A) Perspective: You have to see through their eyes.
(B) Empathy: Feel what they feel.
(C) Use the words they love. When you meet your customer in that safe place, and establish the bond of a common perspective, then you can gently begin to give them new information.
5. People never change their minds. If you give them the same information they were given in the past, they will continue to make the same decision they made in the past. They will continue to disagree with you.
6. When a person appears to have “changed their mind,” they have simply made a new decision based on new information. And this new information should always be shared from the platform of a common perspective.
7. Win the heart and the mind will follow.
The mind will always create logic to justify what the heart has already decided.
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Here’s an interesting question:
Q: Why would anyone ever knowingly walk into a minefield?
A: Because they need to get to the other side.
Is there a minefield you need to cross?
Have you been avoiding it because everyone keeps telling you how dangerous it is?
Are you ready to get started?
Roy H. Williams
“Let’s just end the debate; leaders are not born, they’re made,” said Jill Ratliff to roving reporter Rotbart, and he seems to be convinced she was right. When McDonald’s, Coca-Cola, Chick-fil-A, and the Green Bay Packers needed to turn their managers into leaders that employees would be happy to follow, they turned to Jill, a famous executive coach with more than 25 years of management experience in human resources at Fortune 100 companies. According to Jill, it takes surprisingly few and modest changes to turn managers into results-driven leaders who not inspire their colleagues and get deep satisfaction from their work. Seriously, this is an episode you don’t want to miss. We’ll get started the moment you arrive at MondayMorningRadio.com