Every day we face rejection: at work, in personal relationships, when trying to sell or offer something. Most people perceive rejection as the final verdict and give up. But what if we told you that rejection is just the starting point for truly effective persuasion, informs Ukr.Media.
🔹 If a person tells you “Thank you, I don’t need anything” – this does not mean that they told you a firm and decisive “No”. In most cases, this is a protective reaction of the body to everything new. Continue to convince, but without pressure and pressure. Use the reverse path method and present your idea from a different angle. In other words, with other evidence and examples.
But why exactly is “thank you, no problem” a defense? It's often due to fear of the unknown, unwillingness to waste time, previous negative experiences, or simply the convenience of staying in the current situation (comfort zone).
1. Don't ignore, validate: Instead of immediately “going in circles” with new arguments, first acknowledge their position. Phrases like: “I understand your desire to save time/not waste money/you don't need anything right now. That's completely natural.” This lowers defenses.
2. Reveal the real reason (if any): The defense may be hiding a specific, albeit unspoken, objection. Try asking a question that gently probes the ground: “Am I understanding correctly that you simply don't need this right now, or is there some other reason that makes you think so?” or “Many people react this way at first because they don't see how this could be useful for them. Could you take another minute to show me how this could solve [the specific problem you're suggesting]?”
3. The “Focus Shift” Method (specifying the “reverse path”): Instead of “other evidence,” focus on a specific benefit that may be relevant to this person based on their potential needs (even if they haven't yet voiced them). If you're selling a training program and the person says “no, no need,” instead of listing all the modules, ask, “Do you ever encounter [a specific problem that one of the modules solves]?” This shifts the conversation from “buying” to “solving a problem,” where the person may see unexpected value.
🔹The more you try to convince a person, the more they resist. Convince them not head-on, but subtly. Build your line of persuasion so that the person wants what you offer. Create such individual value around your offer that the interlocutor clearly understands that without your offer, his life will definitely be worse.
But how exactly do you “build a line of belief” and “create individual value” without direct pressure?
1. The power of questions, not statements: Instead of stating “your life would be worse without this,” ask questions that lead the other person to their own conclusion. For example: “How are you currently solving problem [X]?”, “How much time/resources does this take?”, “What will happen if this problem gets worse?”, “What opportunities are you missing out on by not having [the benefit of your proposal]?” This is a Socratic technique that allows a person to independently identify their needs and potential losses.
2. Focus on the customer's problem, not the product: Individual value is created when your offering is perceived as the ideal solution to their specific problem. Spend 80% of your time figuring out their needs, goals, and aspirations, and only 20% of your time presenting your offering as a response to what they've discovered. Use their words and terms.
3. Use Stories (Storytelling): People absorb information better through stories. Tell a story about someone similar to your interlocutor who faced similar problems and how your offer helped them improve their situation (or avoid making it worse). This is an indirect way to show value that is less resistive than direct arguments.
🔹 The person has already agreed with you, and you continued to convince them. As a result, they doubted and changed their mind. Why? Because on an unconscious level, they thought that you yourself doubted your proposal. Never continue to convince, if the person agrees with you, immediately lead them to the desired action.
Continuing the argument “breaks” the momentum and gives the brain time to engage in rational analysis, look for downsides, or simply doubt your sincerity (“Why is he still talking? Maybe there's some kind of trick?”).
1. Recognize “Signals of Consent”: Consent is not always expressed with a direct “Yes.” It can be a question about details (“How is payment?”, “When can I get this?”, “What are the next steps?”), a change in body language (relaxation, nodding), or phrases like “That sounds interesting,” “That suits me,” “Okay.” Learn to see them and respond immediately by taking action.
2. Have a clear plan for next steps: Before you begin a negotiation or sale, clearly define what the “need action” is for the end goal of this stage (e.g., sign a contract, get a meeting, make a payment, get contact information to send a proposal). Once consent is obtained, immediately announce that specific next step.
3. Use transitional phrases: The transition to action should be smooth and confident. For example: “Great! I'm glad we've reached an agreement. So, can I now [clear action: “sign this document”, “arrange a date for the next meeting”, “I'll send you the payment details”, “let me write down your details for registration”]?”, or “Great! To seal everything, let's [do something specific] now”. This turns an abstract agreement into a concrete impulse to action.
Friends, feel free to take these tips to heart.
