正文:
Use two-choice questions to reduce options.
If you want to ask a girl out for dinner, asking, "Would you like to have a meal with me next time?" rarely works. But if you change the approach: "If I were to invite you to dinner, which day would be more convenient, Friday or Saturday?" the chances of success increase. Personal opinion: This method may not work well on attractive girls, because they have encountered various dating questions since childhood and are more likely to reject directly. However, for students or young women just starting work, they often agree because they find it hard to refuse. A similar case comes to mind: A server at a fast-food chain initially asked diners, "Would you like to add an egg?" Many said no. Then they changed the question to: "Sir, would you like one egg or two?" Most people answered, "One egg." Only a few said, "No egg, thank you."
How to gain more support
This technique is an upgraded version of the previous one. The book mentions an interesting example; I haven't verified it, so if you know, please share. In the United States, about 85% of people say they "approve" of organ donation, but when asked to "sign up," only 28% actually do. In contrast, in France, Poland, Hungary, and other countries, the national response rate for organ donation is over 99%. The difference lies in how the question is asked and answered. In the US and Japan, they ask: "Are you willing to donate your organs?" Only those who answer "yes" are registered as donors. But in France and other countries, they say: "Regarding the question, 'Do you refuse to donate your organs no matter what?' If you do not explicitly write 'Yes, I do not wish to donate my organs,' you are considered 'willing to donate' and are registered as a donor. That's why 99% of citizens are registered as organ donors. A PhD researcher studied this and published a paper in Science magazine, pointing out that this method is very effective. You can design the question so that not explicitly opposing is considered agreement. If used in a meeting, asking, "Does everyone agree?" rarely results in unanimous consent. But if you ask, "Those who strongly oppose, please raise your hands?" and those who don't raise their hands are considered in favor, it's easy to get unanimous agreement. I suspect many rogue software companies in China have read this paper, as many流氓 and junk software are made this way.
Ask easy-to-answer questions
Try to avoid open-ended questions, such as: "What do you think about education?" or "What are your views on XX?" These are hard to answer and can only be answered abstractly. When asking, it's best to ask questions that can be answered with "yes" or "no."
How to communicate effectively in large meetings
For a meeting to run smoothly, the number of participants should not exceed 10. Once it exceeds 10, discussion becomes impossible, leading to arguments and counterproductive behavior. According to surveys, groups of 5 allow members to speak more freely. When the number increases to 10, some members who love to talk dominate the conversation. So when the group is large, first divide into groups of 5, then have all members compare the opinions of each group and coordinate a conclusion. This will make the discussion livelier and save time.
Blank emails: increase response rate
Sometimes you send emails and receive no reply. Usually there are two situations:
- The other party is not interested in you.
- They simply forgot to reply. In this case, send a blank email to the other party. If they are interested in you, they will have to reply to the blank email. If they don't reply, give up. You can also use this method to confirm whether an ex is willing to reconcile.
Projection method: express thoughts while talking about others
When you want the other person to reveal their true feelings, it's often hard for them to say what they really think. You can use the projection method: ask about it as if it's about someone else. For example: Instead of asking, "Are you an honest person?" Ask, "Do you think most people are honest?" Instead of asking, "Do you lie?" Ask, "Do you think most people lie?" This way, the other person thinks, "It's not about me, it's about people in general," and answers honestly. Although they talk about others, it actually reflects themselves. This is the "projection method."
Two-stage questioning to elicit true thoughts
This method is similar to projection. Many people answer too optimistically, and their answers are far from reality, not their actual opinions. In this case, use the two-stage method: first ask about the "ideal state," then the "real state," to get the actual answer. This method was proposed by Associate Professor Robin Turner at the University of Wisconsin. He directly asked 176 adults, "How many times will you exercise next week?" The average answer was 4.72 times. Then he used the two-stage questioning method: "In an ideal state, how many times a week would you like to exercise? I see. Then, in reality, about how many times do you exercise?" As a result, the average answer was 3.73 times, which is closer to the actual survey result of 3.33 times.
When faced with awkward questions, ask back directly
Single people hate being asked why they aren't married yet. You can counter: "Then why did you get married?" I think this counter-question may not work well on Chinese people. Usually, when faced with an awkward question, asking back directly can help you escape. For example: "Are you qualified to ask this question? What gives you the right to ask me this?" "I don't quite understand your question. Can you be more specific? What is the purpose of your question?"
The principle of reciprocity
When you face a problem and ask others for help, whether they accept depends on how much you have done for them. If you have never done anything for them, they will find it hard to lend a hand when you need it. Conversely, if you have helped them, they will naturally be more willing to accept your request. But some people may not be willing to reciprocate. If you are not sure or would be upset about it, you might as well formally request reciprocation. If the other party disagrees, stop. Successful managers only provide assistance after obtaining a commitment from the other party to reciprocate. Alternatively, when asking for help, make the other person happy, such as treating them to their favorite food or drink. People tend to be more generous after a good meal. The key is your intention, not the money spent. When seeking help, it can be more effective to go through someone familiar to the other person than to ask directly yourself.
Use questions to make the other person decide quickly
Some people take a long time to make decisions, like choosing between coffee or tea. If someone is troubled by a two-choice question, suggest: "Let's decide by flipping a coin. Heads for A, tails for B." Before they agree, toss the coin on the table. Then immediately cover it with your palm so they can't see which side is up, and ask: "Which side do you hope it is, A or B?" Even indecisive people will answer immediately. For example, if you're considering breaking up with someone, use this method: ask her, "Which side do you hope it is?" She will immediately give her true answer. In fact, we always know in our hearts what choice to make.
One-sentence tips:
When dealing with someone who deliberately makes things difficult, stay calm and composed. Never respond with negative words or emotions; just state the facts. Don't be too aggressive; know when to stop. If you've tried to persuade someone several times without response, it's best to cool off temporarily. When asking questions, calling the other person by name helps improve their opinion of you. For people who like to complain, don't ask questions or just endure for 20 minutes. Most people will calm down after venting for 20 minutes, then you can change the subject at the right time. When you want the other person to make a practical judgment, you can directly ask about the worst-case scenario, which will overturn their optimistic predictions. This is what smart people do, and it will be closer to reality. People who listen attentively make you want to see them again; those who constantly interrupt make you not want to see them again. If something bothers you, ask directly and immediately, without overthinking. For example: "Do you really love me?" If you want to hear opposing opinions, wait ten seconds after asking before the other person gives their true answer. When asked a question we don't want to answer, we can't help but blink more frequently. When asking questions, observe the other person's eyes. When answering, try to resist blinking. If you fabricate evidence, most people will be convinced and won't argue. I suspect that's how rumors on Weibo, WeChat, and elsewhere start. Important conversations should not be held on Monday morning or Friday afternoon. When criticizing, also provide positive suggestions for improvement, which makes your criticism more persuasive. Get rid of useless verbal tics. Don't show that you are better than others, don't correct others' mistakes, and don't pretend to know what you don't. The 1-second rule: Before answering, pause for one second after the other person finishes speaking, to show that you have listened carefully. If asked a private or uncomfortable question you don't want to answer, smile and say, "I can't answer that question." If you've already made a decision but don't want to reject others' suggestions directly, you can say: "I've already decided on this matter, but I still want to hear your opinion." Reply with the following keywords to search and read related professional articles: Sales Supervisor, Second-tier Management, Regional Manager, Distributor Management, New Channels, City Manager, Competition, 2015, Manufacturer-Dealer Game, Product Stagnation, Terminal Visit Management, Route Management, Deep Distribution, Internal Management, Sales Skills, Profit Improvement, Recruitment, Distribution, Daily Management, Team Motivation, Trade Promotion, Sales Misconceptions, New Product Launch, Township Market, New Product Pricing, Sales Target Achievement, Forcing Orders, Market Visit Inspection, Baijiu, Beer, Sales Increase, Agency Products, Cross-regional Sales, KA, Terminal Merchandising, New Market, Market Operation, Learning, Book Recommendations, Inventory Management, Sales Novice, Consumer Promotion, Execution, Old Products, Expired Product Handling, Model Market, Investment Promotion, New Media, Distributor Development, Performance Appraisal, Assessment, Annual Planning, Shopping Guide, Morning Meeting, Display, Transformation, Inventory Pressure, Holidays, Distributor Cost Control, Channel Operation, Marketing Theory and Laws, Brand Truth, Order Meeting, Team Management, Training, Debriefing, Debriefing Report. Reply with number 1 to enter the library category browsing;