Why is "no" so often the default in corporate life? That's because it's a lot less risky to maintain the status quo. You can make it easy for people to say "yes" to you, however, by focusing on obtaining social proof that demonstrates your credibility and authority in advance.
- Why is no so often the default in corporate life?…You want to launch a pilot? No.…You want to revamp the intake procedure? No.…You want to explore the Chinese market? No.…That's because it's a lot less risky…to maintain the status quo.…We all know that from reading our Dilbert cartoons.…Of course, the people who say no aren't wrong.…There are risks involved in any decision…and if they're big ones,…the person who said yes is on the hook…for their job and their professional reputation.…
So if you want to get people to say yes to you,…there's a simple formula.…You have to reduce their perceived risk.…In fact, ideally, you want to convince them…it's riskier to say no and leave things as they are…than it would be for them to try something new.…Here's how to do it.…First, you need to frame the existing situation.…Let's say you want to simplify a process in your organization,…they may be thinking, well,…it's worked fine for the past 10 years, why change it?…You need to ramp up the urgency and show them the costs,…gather data about the inefficiencies in the process.…
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- Getting someone to like you right away
- How to be viewed as immediately credible
- Overcoming a bad first impression
- Persuading the people you already know
- Sharing your ideas and getting noticed
- Communicating with authority
- Overcoming naysayers