How to overcome the biggest objection of all?
I’m not talking about price!
I’m talking about incumbency.
The ‘we’re fine with what we’ve got’ or what we’re doing as your customer swats you away, like an annoying little fly.
In my latest video I explain what to say to get your customer's attention and listen to what you have to say.
This is a sample of content from my Just Do This membership program. Find out how you can join here.
Convincing your boss to do something differently is one of the biggest frustrations people have.
It’s not just your boss, of course. It could be any colleague whose support you need.
So let’s walk through an example that I’ve shared with many of my clients.
Start with unifying language, tethering their objectives to yours.
“As you know, our task/objective is to get people to…”
Do you have an 'um-ing' habit?
Perhaps you equivocate a lot, like saying something 'might' work rather than it 'will' work?
If you do, is this turning your customers and colleagues off?
In sample video from my online membership program, Just Do This, I share how these hedges and utterances impact how people perceive you.
And guess what? The news isn't all bad!
Hear me explain:
- The two types of hedges, and how to combine them to sound more persuasive; and
- How um-ing can actually help,...
Proportionality is core to how we navigate the world.
It’s how we gauge the extent of something.
Is it a big slice or small? Generous or miserly? Almost complete or barely started? Half full or half empty?
We might be ‘middle aged’, ‘middle class’, or just ‘middling’ along.
To know where things stand, we rely on proportionality signals.
So what do you think might be my concern with the new Australian fire danger ratings?
In a positive move, the...
I was nervous, of course.
Approaching the Vice Chairman of Ogilvy, one of the world's most successful advertising agencies, for a blurb for my new book was a little daunting.
But Rory Sutherland is an exceedingly generous and supportive person who told me he'd be delighted.
'Bri Williams is the Linnaeus of human behaviour', he wrote. 'The best taxonomy of the different approaches to understanding human behaviour I have ever seen'.
But...please excuse my...
Most of my trip to the Ikara-Flinders Ranges, South Australia, last year went as planned.
Plenty of wildlife, time in the red dirt, and lots of friendly fellow road trippers.
But the $3,000 coffee caught me by surprise.
I’d stopped in the small town of Blinman, boasting a population of thirty five, for a coffee and to sample some of the bakery’s finest.
Strolling the main street, I spotted this sign.
Being a huge fan of Indigenous art, I jumped back in the van and drove a...
It's awkward, isn't it Bri?
That moment in a sales conversation when you have to ask for the deal?
Or maybe it's not even a sales conversation, but a discussion with a colleague whom you are trying to get to make a decision?
In this video I explain:
And why do I call it "conversion cutlery"?
Because as you'll see, the three stages relate to a spoon, knife and...
Can I share something with you about my toilet?
It's about the buttons, which look like this...
If you wanted to use the half flush, which button would you press?
The button on the left, or the button on the right?
The fact that I'm asking suggests there is a problem here, doesn't it? The correct button should be obvious.
And indeed, the button on the right, the smaller button, is for a half flush.
So why do I find myself continually pressing the larger button on the...
How are those promises you made yourself going?
You know, the ones about work, family or health?
Don't get dismayed if you've reverted to old patterns – it's natural to do that.
Those old neural pathways are well entrenched. The trick is to repeat your new behaviour so that new pathways form.
That's what I explain in this video.
I cover what happens behind the scenes when it comes to changing behaviour, and the two most impactful things you can do.
You might also find...
In Book Bites I share my top three takeaways from a book I've recently read.
This time it's "Elements of Choice: Why the Way we Decide Matters" by the godfather of choice research, Eric J Johnson.
I consider this the bible of choice research, and worth a read if you want to get into the detail of decision architecture.
You can find the Book Bites series on YouTube here.