How do you respond when someone throws an unexpected objection or comment at you?
Try a “psychic boomerang.” Here’s how it works.
Let’s say someone throws an outrageous statement at you, like,
“You’re too ugly to be my friend.”
Boomerang it back to them with a response like this:
“That’s exactly the reason why…”
“That’s EXACTLY the reason we should be friends. Think about it. Whenever we hang out together, you’ll be the good looking one…”
See how that works?
If they say,
“Your price is much higher than the other one we’re looking at.”
Simple say:
“Yup! That’s exactly the reason you should go with us. After all, why do you think the other guy’s price is so low in the first place?”
This causes an emotional boomerang, where the force of their statement AGAINST you suddenly becomes a force FOR you.
Think this doesn’t work? Consider this…
INVESTMENT BANKER IS ASTONISHED AT HOW WELL THIS WORKS
I was networking with an investment banker. He explained to our group how he was competing with three others to get a business owner to sell his business through their companies.
The problem…
His was the second highest price, so the business owner was balking.
True to form, I asked a the simple question…
“Why do you think the others have such low prices? Think about it. Are they desperate? Is that really the person he wants selling his most important possession, his business?”
He laughed, but promised he’d try it.
A month later, just before our meeting started, he interrupted and exclaimed to the group, “Guys. I have to tell you. This stuff works! It was incredible! I asked the seller two questions…
“Why do you think the other guys’ prices are so low? Have you ever thought about that? You’re talking about selling your prize possession, your business. Do you really want to the cheapest guys on the block?”
Then, with astonishment, he explained,
“The seller thought for a moment, then said, ‘I see your point.’ And right then and there, he agreed to sign with me. Incredible!”
So what about you?
Next time someone throws you a curve, try it! You may be surprised at the power of such a simple statement.
🙂