The Two-Option or Three-Option Move

The two-option or three-option move–this is an open-ended question, so you always want to start it with the word “Which.” For example, if I want to meet with you next week, I would ask, “Which day is better for you, Monday or Tuesday?” Remember to put your preferred option last. Or, a three-option move is where you give three options and put the preferred option last. So I would ask, “Which day is better to meet you next week, Monday, Tuesday, or Wednesday?” Remember, the preferred option is last. You can ask two or three options. Make sure you open with the question, “Which?” So, ask the two-option or three-option move, put the “which” in front and it will sound something like this, “Which is better for you, buying one CD, two CD’s or the entire series?”

Tie Downs

Tie downs are very under-utilized skills that allow people to feel good about their judgment or their taste. They are close-ended questions that are a form of “that is true, isn’t it?” Or “that is true, yes.” What you want to do is listen to the person to see what they have to say. Suppose they say, “This is really very important to me.” How you would respond is, “that is important, isn’t it?” If you agree with what someone says, and you remind them of their good taste or good judgment by saying some form of “that is true, isn’t it?” then you are going to get them to say “yes.” So remind people of their good taste with a tie-down and you’ll get better results.

Open-Ended Questions

If you want to sell somebody something, if you want them to sign-up, you want them to conclude quickly that it is a good idea.  You want to create a condition in which people actually want to buy.  You can increase that likelihood by asking open-ended questions.  Open-ended questions are questions that start with: what, where, how, who, which, when.  Remember them… what, where, how, who, which, when.  If you can get into the habit of asking questions like that, you are much more likely to get people to sign up.  If you are like most people, unconsciously, you are going to ask close-ended questions and you are going to get “no” too often.  So remember, what, where, how, who, which, when and you will get much better results when you want to persuade anyone to do anything.  What are your thoughts?  

Close-Ended Questions

When you ask people a close-ended question you are likely to get a “yes” or a “no” answer.  The key is to position the question so that you get a “yes” most of the time.  It’s called getting the person in the direction of “yes.”  If you think through how you want to ask the question, and you think that you want to get a “yes,” then you want to position your question accordingly.  More than half the time, if you fail to be careful, you are going to get a “no” answer, and the more “no’s” creates more resistance.  So if you want to persuade anyone to do anything, think through how you ask the question.  Ask the question so that you are more than likely to get a “yes.”  For example, “Does that make sense?  Well, of course that makes sense!”  That’s the way it works.  

November 2012

To get people to do what you want them to do, you must first position what you want in concert with what is important to them. 

Dr. Mitchell Perry

Communicating with Access Codes

Have you ever noticed that sometimes you meet someone and you get along with them easily?  Yet other times you meet someone and it seems to be uphill all the time.  You have to do lots of “maintenance” and getting along with them seems like a chore.  There are even times when you know someone for a long time and it is still always difficult to get along with them.  Why?  Because the people with whom you get along well are people who are wired like you, and the people with whom you have difficulty are wired differently.

Suppose you could understand more up front how people are wired and you could adjust your presentation and approach accordingly?  Getting along with people successfully is kind of like gaining “Access” to them.  When you understand their “Access Codes,” you can then inter-relate easily.

There are 8 Access Codes to consider when you approach people.  

The codes are:

Going Towards / Going Away
Trust / Suspicion
Strategic / Tactical
Warm-up / Direct
Empower / Control
Others / Self
Feelings / Facts
Process / Results

When you understand these codes and know how to use them, you will gain “ACCESS” much faster and get what you want.

For You, Radio Worth Your Time!

            Laugh, Learn, Live!

 “THE DR. MITCHELL PERRY SHOW”

Applied Common Sense*
*Because common sense is very uncommon…

The Dr. Mitchell Perry Show: Applied Common Sense* Because common sense is very uncommon… airs Saturdays from 9:00 am – 11:00 am (Pacific) on KVTA AM1520.  It is a little bit reasoning, a little bit education, a lot of laughs, and a whole lot of fun!  Every Saturday morning Dr. Perry takes calls LIVE on his radio show on everything — including relationships, business advice, personal growth, and the ever popular… “Common Sense is very Uncommon!”

He has a knack for saying it like it is without beating down his listeners.  You can be sure that if there is an answer to your problem, Dr. Perry will help you figure it out.  Listeners call in to get advice, discuss the day’s events or simply to give their opinion on the latest topics.

The number to call the studio live is toll free
855- DR-PERRY (377-3779).

If you missed the latest radio show or you want to hear Dr. Perry tackle your favorite topic once again, click on http://drmitchellperryshow.blogspot.com/ to find PODCASTS of The Dr. Mitchell Perry Show past radio shows.  
 

 Today’s Tickle
Will Rogers, who died in a 1935 plane crash, was one of the greatest political sages this country has ever known.  Here is what he had to say ABOUT GROWING OLDER…
First, eventually you will reach a point when you stop lying about your age and start bragging about it.
Second, the older we get, the fewer things seem worth waiting in line for.
Third, some people try to turn back their odometers.  Not me; I want people to know why I look this way.  I’ve traveled a long way, and some of the roads weren’t paved.
Fourth, when you are dissatisfied and would like to go back to youth, think of Algebra.
Fifth, you know you are getting old when everything either dries up or leaks.
Sixth, I don’t know how I got over the hill without getting to the top.
Seventh, one of the many things no one tells you about aging is that it’s such a nice change from being young.
Eighth, one must wait until evening to see how splendid the day has been.
Ninth, being young is beautiful, but being old is comfortable.
Tenth, long ago, when men cursed and beat the ground with sticks, it was called witchcraft.  Today it’s called golf.
And finally, if you don’t learn to laugh at trouble, you won’t have anything to laugh at when you’re old.