Bob speaks for corporations and associations internationally, including fortune 500 companies, franchises, and numerous direct sales organizations. He is coauthor of the International Bestseller, The Go-Giver, as well as Go-Givers Sell More, The Go-Giver Leader, The Go-Giver Influencer, and author of the sales classic, Endless Referrals and Adversaries into Allies. The Go-Giver has been published in over 30 languages and has sold over a million copies. Join Bob on Clubhouse: @bobburg

Saying No Respectfully and…Effectively, Part 2

Last post we looked at two well-known but – in my opinion – counterproductive ways people have been taught to say “no” to a request. Here in Influence & Success Insights Video #20 titled, “Saying No Respectfully and…Effectively, Part 2” you’ll discover my method of doing so that honors the other person and results in both of you feeling good the situation. Yes, they feel good about it even though they did not get their desired result.

Saying No Respectfully and…Effectively, Part 1

As human beings we generally want to please others; to come through for people, to be of value to them. Thus, when someone asks us to do something, we’ll often say “yes” even though we’d really rather say no. Even though we feel we should say no. And even when not saying no sets us up for a probable negative result (i.e. not being able to deliver on what we said “yes” to).

The Truth About Ego

The word “ego” typically brings with it a negative connotation; one of self-centered braggadocio or even narcissism. That’s just one aspect of it though. Really, like any other principle or universal law, ego, “the ‘I’ or self of any person” is neither good nor bad, it just…is. How it manifests is what makes it positive or negative. When in control of one’s own ego it can lead to very positive results.

Let Go of Having to Be Right

While Influence itself has to do with moving people to our ideas or certain specific actions in the best interests of all concerned, it’s not always a straight shot from Point A to Point B. It’s also not going to happen every time and with every issue. As we explore in Influence & Success Insights Video #17 titled, “Let Go of Having to Be Right” not only is letting go of our attachment to such simply necessary for our own peace of mind, paradoxically, it’s also more likely to result in our being right more often…and more persuasively!

The Beauty of Empathy

Of all the people skills that help a person to have “Genuine Influence” perhaps none is more important than a well-developed sense of empathy. But here’s something interesting: while many believe that in order to have empathy, you must understand exactly “how the other person feels”, as we see in Influence & Success Insights Video #16, titled, “The Beauty of Empathy”, that’s simply not the case.

Tact, The Language of Strength

Those who master the art of tact will find that ideas of theirs that at one time would have almost automatically been resisted by others are now much more consistently and readily accepted. But, aren’t the facts themselves important? Sure they are. But, as we discover in Influence & Success Insights Video #15, titled, “Tact, The Language of Strength”, because we’re so often dealing with people whose emotions and egos supersede their logic…while facts matter, they don’t necessarily persuade. People persuade.

RE-Setting…Their Negative Frame

As important as setting a positive frame is (as we learned in the previous video, doing so correctly puts you 80-90 percent of the way toward your desired result) the fact is, we’re not always able to do so. Indeed, sometimes the other person shows up with an already negatively set frame. What to do then? As we see in Influence & Success Insights Video #14, titled, “RE-Setting…Their Negative Frame” the good news is that you can quickly, gently and easily move the other person’s frame to one of mutual cooperation; from adversarial to one of being allies.

Set the Proper Frame

What if there was one thing you could do in the influence and persuasion process that was SO powerful that doing so correctly actually put you about 80-90 percent of the way toward accomplishing your goal while also helping the other person to come out ahead? Well…there is. And in Influence & Success Insights Video #13, titled, “Set The Proper Frame” you’ll learn exactly why this is so.

Understanding THEIR Belief System

Last video we saw that in the process of influence and persuasion it’s very important to understand what and how the other person thinks. We also explored why our own personal belief systems can make accomplishing that very difficult. On the other hand, as we discover in Influence & Success Insights Video #12, titled, “Understanding THEIR Belief System” it is something you can do, IF you’ll take action on two important ideas.