Invisible Influence: The Power to Persuade Anyone, Anytime, Anywhere

24

Have Them Help You Help Them Change

Almost every company in the Dow (stock market) from, say 75 years ago, is long gone. Security is built on change and not the status quo, but your client believes that the status quo is the only security there is.

This obviously does not open the door to new ideas or actions, so you need to help them move away from the status quo.

Here are four messages your client should be caused to communicate to you in your meeting:

1. Disadvantages and Pessimism of the Status Quo

2. Advantages of Change

3. Optimism for Change

4. Intention to Change

Your client can communicate all four of the above elements to you in a fashion that makes it obvious that staying the course will ultimately lead to disaster.

They must tell you what is wrong with the status quo in their own words, not yours. They must tell you the advantages of change. They must share with you optimism for change, even if it is simply acknowledging that it is better than what they have right now. Finally they must intend to change internally.

(Then, of course, they must change.)

Whether your client goes to the medical doctor, the life insurance gal, or the real estate guy, these things must all happen for change to have any chance of sticking.

When you ask questions, you don’t have every answer or solution ready to bash them over the head, but you have the ability to figure out the solution with your client.

Are you familiar with the story I sometimes tell of the wife who tries for hours ...