From the course: Influencing Others
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Turn objections into actions
- 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…
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