Exactly What to Say: The Magic Words for Influence and Impact-Part 2

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1. I’m Not Sure If It’s for You, But

2. Open-Minded

3. What Do You Know?

For the previous 3, refer here 

Now let’s continue,

4. How Would You Feel If?

It is the meaning of this word that creates the true base for understanding all areas of negotiation, influence and persuasion, and you should explore it further if you would like to perform at your peak.

The real world tells us that people will work far harder to avoid a potential loss than they will to achieve a potential gain.

By introducing a future scenario with the words, “How would you feel if…?” you allow the other person to time travel to that moment and imagine the emotions that would be triggered at that point. Choosing moments that trigger both positive and negative emotions will allow you to create a truth worth changing for. It will also prepare others to accept your ideas on how to help them achieve success or avoid loss. What you then create is a conditional future-facing scenario, something they can see for themselves.

Examples might be something like…

  • How would you feel if this decision led to your promotion?
  • How would you feel if your competition passed you?
  • How would you feel if you turned this around?
  • How would you feel if you lost everything?

“How would you feel if…?” gets people excited about their future and gives them a reason to move either toward the good news or away from the bad news. Remember, the greater the contrast, the more likely you are to get that someone to move.

5. Just Imagine

Did you know that every decision any human makes is made at least twice? The decision is first made in your mind hypothetically before it is ever made in reality.  In fact, for a decision to come true, you must have first at least imagined yourself doing it.  “Just imagine,” the subconscious brain kicks a switch and opens up the image viewer, and it cannot help but picture the very scenario you are creating.

Here are some examples:

  • Just imagine how things will be in six months’ time once you have implemented this.
  • Just imagine what your boss would say if you missed this opportunity.
  • Just imagine the look on your kids’ faces when they see you achieve this.
  • Just imagine the impact this could have.

Allowing the power attached to the other person’s creative mind to build your case for you will always save you guessing and can create a more vivid reality than anything you could possibly describe. Let them do the hard work.  Creating pictures in the minds of others is done by telling stories. When you hear “Just imagine,” the brain pictures the very scenario you are creating.

6. When Would Be a Good Time?

This simple set of words helps us overcome one of the biggest challenges you face when trying to get people to take a serious look at your product, service or idea.  One of the biggest reasons your ideas fail to get heard is that others tell you that they just don’t have the time to consider them.  By using the preface, “When would be a good time to…?” you prompt the other person to subconsciously assume that there will be a good time and that no is not an option. This assumption acknowledges that there will be a time when this can definitely fit into their schedule and that it is just a case of confirming the specific time and date. It is this kind of direct question that prevents people from telling you that they have not got the time and, as a result, helps you avoid one of the biggest objections people face.

Examples for you to use include…

  • When would be a good time for you to take a proper look at this?
  • When would be a good time to get started?
  • When would be a good time to speak next?

In all of these scenarios, please be certain that when you gain a reply, you work to schedule the precise next point of contact in order to keep control of the conversation in your hands.  The preface “When would be a good time to…?” prompts the other person to assume that there will be a good time and that no is not an option

to be continued….
7. I’m Guessing You Haven’t Got Around To
8. Simple Swaps
9. You Have Three Options
10. Two Types of People
11. I Bet You’re a Bit Like Me
12. If… Then
13. Don’t Worry
14. Most People
15. The Good News
16. What Happens Next
17. What Makes You Say That?
18. Before You Make Your Mind Up
19. If I Can, Will You?
20. Enough
21. Just One More Thing
22. A Favor