Learn how to reframe objections as clues and apply reframed knowledge to the creation of an action plan to pursue your position.
- The best influencers don't take it personally when others object and resist, they get motivated. They realize it's normal for others to have different frames and different agendas. They don't avoid objections, but go toward them with an energized exploratory motive to understand them better. They know that objections aren't just obstacles but clues. If your counterpart has objections, the sooner you uncover them, the sooner you will learn what actually can influence the person successfully. Wishing and pushing don't work, both backfire sooner or later. You want others to want to do, what you want them to do. So don't resist resistance, don't object to objections. Instead turn objections into actions. Here's an example from my research. Giselle Chapman wanted to work as a pharmaceutical sales representative, but she got turned down at every interview. She asked why she wasn't getting the job. Now notice her motive was to explore the objections, not avoid them. She learned they wanted people with at least two years of experience in the industry. Now that seemed unfair, if they won't let her in, how can she have a chance to get two years of experience? But she didn't paralyze herself with frustration, or enter a blame cycle about not getting a chance. She didn't take it personally, instead she listened closely to the objections, and then, and this is key, she kept exploring them until she found an action path. She asked a follow up question, "Why is two years of experience so important?" The managers answered, "Because experienced pharmaceutical reps "have a much better chance "of getting in to see the key customers, physicians." They said it takes time to understand the environment in medical offices, navigate conversations, and ultimately get in to see the doctors. Giselle said, "Thank you." Couple days later, she went to a medical building, took the elevator to the top floor. She started there and worked her way down, going into each office on each floor and asking, "May I please speak to the person "who normally sees pharmaceutical sales reps?" Many said no, but others said yes, and in several of those cases the person was a doctor. She said, "I'm doing interviews "to learn how to improve the service you get." Fast forward to the end of her next job interview. Once again, the hiring manager said she lacked experience. Giselle asked, "If you knew I could get in to see doctors, "are you confident enough in your training program "to teach me whatever else I need to know." The hiring manager said absolutely, they had one of the best training programs in the industry. Giselle said, "Last week I saw 10 of your customers, "would you like to hear what I learned?" He said, "What?" She said, "I met with physicians "from 10 different medical groups last week. "I gathered data on what they're not getting "from their pharmaceutical companies. "Would you like to hear more?" The hiring manager said, "You got into see doctors "with no company and no business card?" "Yes I did." "If you did that, don't move, "I'll hire you before you go to a competitor." Giselle Chapman was hired by Bristol Meyers Squibb, one of the largest pharmaceutical companies at the time. She became their number one sales representative. I'll say that again, with no experience and pure personal influence, she became the number one sales representative at a giant industry-leading firm, and then went on to form her own consulting company. She didn't take objections personally, she pursued them, turned them into action, got the job she wanted, and rewrote history in the firm. As true, most of us don't get enthused about hearing "No", but here's what Giselle says. She likes to turn "No", as in rejection, into "Know" as in knowledge, then she turns knowledge into power. So treat objections as invitations, invitations to learn what really matters most to the people you want to influence. Follow Giselle's example, and turn objections against you into actions for them and thus for you, too.
- Name a feeling that might inhibit you from inspiration-based influence.
- Explain how to most appropriately balance short-term and long-term results.
- Assess why “pains and gains” is a powerful motivator.
- List the steps of the advice influence technique.
- Identify the first thing you do when using social proof.