In
Les Giblin's classic, "How To Have Confidence And Power
in Dealing With People," he shows that the best way
to get someone to act in a certain way is to let them
"live up" to your expectation of them. He provides
several wonderful examples of people who were trusted,
and lived up to that trust. The following is as good
as any "truth serum" on the market today.
"A
police officer was consistently able to get thugs to
give him information. How? By saying, 'People tell me
you have quite a reputation as a tough guy and that
you've been in lots of trouble, but there's one thing
you won't do - You won't lie. They say, if you
tell me anything at all, it will be the truth - and
that's the reason I'm here.'" Wow, talk about
giving a person something to live up to!
Les
quotes famed British statesman Sir Winston Churchill
as saying, "I have found that the best way to get another
to acquire a virtue, is to impute it to him."
This
works not just for finding out the truth, but for all
aspects of WINNING WITHOUT INTIMIDATION. My first big
opportunity to utilize this method was with a person
from whom I needed some specialized information. I'd
used her services before and she always did a good job.
Not great, but good. This time, however, she was having
some trouble locating the necessary information. As
she was looking frustrated and ready to give up, I looked
at the person next to me and said, "I don't know if
this information can be found or not, but I'll tell
you this - if anyone can find it, she can." You can
bet your boots she found it and now she goes out of
her way for me whenever I need her help.
Gear
this method to your own unique circumstances. Not just
to see if it works - it works! - but to practice getting
really good at making it work for you in a variety of
situations. Is your significant other losing their patience
quickly? Then "appreciate" (verbally) the fact that
one thing about them you truly admire is their high
degree of patience. Is your child feeling as though
math isn't his "thing?" Then express your delight that
he has such a quick mind for numbers.
Is
your boss displaying a temper that has you upset? Then,
as you go into their office to ask a question about
an unrelated issue, just happen to comment on the fact
that you always admire how he or she treats their staff
as team members, not subordinates.
Les'
method is not just a one-time tactic, but a way of life
that raises the bar for everyone.
Bob
Burg is author of "Winning Without Intimidation"
and "Endless Referrals." To receive 20% off on Bob's
products visit www.YourSuccessStore.com
or call 877-929-0439. |