March 24, 2017
Interview with Bob Burg, author of the book Adversaries Into Allies
Mike Carruthers:
If you’re going to get people to do what you want, to buy what you sell you have to remember that…
Bob Burg:
All things being equal people will do business with, they’ll allow themselves to be influenced by, they’ll be open to the ideas of those people they know, like and trust.
Bob Burg, author of the book Adversaries Into Allies, says people will be much more willing to go along with you if what you want is aligned with their needs. But too often…
We’re focused on ourselves and what we want and what we want isn’t necessarily what that other person wants. And so what we’ve got to do is tie in what we would like to happen with how it will benefit the other person and that’s key.
One thing that keeps us from even asking people for what we want is that fear of rejection that they might say no.
So we simply have to understand that we are going to get told no in life even when we approach things the correct way – because not everybody wants what we have to offer.
And Bob says how you approach people has a lot to do with how things turn out.
If you go up to somebody that you need something from and you say, “I’m so sorry to bother you…blah, blah, blah.” I’ll often say to somebody, “If it’s not too much trouble may I….boom.” And they’re always very happy to, most people are good people and they want to help those who show them respect and treat them kindly.
