Bite Your Tongue!
Whoever speaks first, usually loses out.
Salespeople are taught this, as well as savvy customers.
If somebody makes you an offer, the best response is no response. Maybe a completely neutral “hmm…” while you pretend to wonder about it.
The “trick” is to make it look like you want the deal less than the other person. Once they start to get nervous, and their imagination runs away, it’s all over. You may start out completely even, but the simple strategy of staying silent is incredibly powerful.
This is true not only in sales, but in all “transactions.” When you get right down to it, every human interaction is based on some kind of transaction. Even if you invite your buddies over to watch TV or play video games, that’s going to take some effort on their part. Which means it’s your job to convince them the fun they’ll have is going to be worth the effort.
Persuasion Is Everywhere
Whenever you find yourself saying something like, “C’mon! It will be fun!” you’re trying to persuade somebody.
You can try this with your friends, just to play around. Next time they “make an offer,” even if it’s simple like grabbing a beer or whatever, just repeat of the offer without any emotion.
“Hey, wanna go grab a beer down at the pub?”
“Grab a beer. Hmm…”
And see what they say. Chances are whatever they say next will be intended to INCREASE the subjective value of their proposition. Obviously, you don’t want to carry this too far, otherwise you’ll lose all your friends. And when doing this with friends, always be playful. But it’s a useful exercise just to see that this structure really IS everywhere.
Whenever two people are negotiation, whoever wants the deal the LEAST will have the most power.
Dating, job interviewing, sales, everything.
Now, if you’ve been unemployed for a year, and you haven’t been with anybody romantically for a long, long time, it can be tough to “hold out” as if you’ve got a Plan B, Plan C and Plan D.
The secret is to develop a rock solid belief that you’ll be OK, no matter what happens.
Even when there’s no evidence.
This is something very few people are able to do.
But when you do develop this mindset, a “switch” will happen. Instead of you chasing others down, people will be chasing you down. You’ll be the person that everybody is trying to convince.
You’ll be the one with all the power.
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