Have you ever had that experience where you are talking to somebody, and you have this really good idea for them, and you know that if they implement it or adopt it or they buy from you, it’s going to do them a lot of good…
But despite your intelligent reasoning and compelling arguments, they’re not having any of it?
They protest, they argue for their limitations, they come up with excuses…
In psychology, this is called reactance:
When you come up with a particular action – in this case, suggesting an idea – and the other person resists, reacts in a negative way against it.
A much better way to get your ideas adopted – and your work sold – is to have the kind of conversation that enables them to come up with an idea themselves.
Kind of like inception: you want the other person to come up with the idea from within.
Because when someone invests time, thought, and energy in coming up with an idea or a decision, they experience a sense of ownership.
No longer is it your idea and you’re trying to convince them.
Instead it’s their idea, and you helped them develop it.
That’s how you get good ideas across, and that’s how you get your work sold.
Like I always say:
Stop having good ideas for people.
Simply help them develop their own good ideas.
Wait, but how do you do that, Martin?
Well, if you read my articles you should have a bit of an idea (hah) on how it works – but if you want to get extremely skilled in having the kind of conversations that make people enroll themselves in your work, this 1 on 1 training programme will do the trick.