Winning in Business Realize your potential. By Boris Revsin.

Meetings II: Change the game

I’ve been reading a new book lately called “THE SCIENCE OF INFLUENCE: How to Get Anyone to Say YES in 8 Minutes or Less!” by Kevin Hogan. First off, I really like the book because of the raw concepts that apply to sales. Cool stuff.

One of Kevin’s first points in the book is how the brain reacts to environments. He says, “The environment stimulates behavior, and changing behavior is most easily accomplished in a different environment.” Remember guys, this is NOT a suggestion or a guess based on empirical evidence. Research shows that people moved to an environment they are not used to makes them more suggestible.

So we have set the stage: there is someone you need to do something (for their benefit, your own, or both) and they aren’t budging. You don’t understand why. You’ve lowered the price, done most of the legwork, convinced everyone around them, met with them numerous times… and they still say NO. Well, let’s try a new tactic by changing the game (the environment).

3 Simple Way’s to Change the Game
- Have your next meeting in a restaurant your familiar with. Extra points if you know the owner, waiter or bartender.
- Invite them to your office or your house. Make sure they know why. (I.E: I really think you should meet the rest of the team.)
- Take them somewhere you’re both comfortable at. If you both went to UMass Amherst, meet a the library or a favorite spot.
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Try it out on the next person who says “NO” to you, whether it be a parent, client, friend or anyone else.

I will too.