Most likely, there are several people in your life to whom you can’t seem to get through. You try persuasion, logic, pleading, anger and bargaining, but you hit a wall every time.
Most people, when faced with resistance, speak louder, persuade harder, encourage, cajole, argue and push. The end result is greater resistance.
But when you listen, ask, mirror and reflect back to people what you hear, you’ll start to get through to those you need to reach, no matter how difficult they can be.
The Persuasion Cycle
In Just Listen: Discover the Secret to Getting Through to Absolutely Anyone, psychiatrist Mark Goulston explains that persuasion moves through a cycle:
· From resisting to listening
· From listening to considering
· From considering to willing to do
· From willing to do to doing
· From doing to glad they did and continuing to do
Buy-in begins when people move from resisting to listening to considering what you‘re saying. How do you get a person to go from the critical stage of resisting to listening?
First, you listen to them.
Mark Goulston M.D.: Just Listen: Discover the Secret to Getting Through to Absolutely Anyone
