Almost everyone appreciates compliments, and hearing a favorable remark will often inspire someone to make the effort to live up to that compliment. For example, if you’re trying to get a Gatekeeper at a company to help you connect with an unnamed Decision-Maker, you might say, “You sound like a helpful person who knows what she’s doing; if anyone there can get me to the right person, I’ll bet you can.” It’s amazing how effective this strategy can be in helping you get to the right person.
Here are some other ways to leverage people’s assistance by inspiring them to “make good” on your admiring remark:
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In selling, questions play a central role. They’re the sales pro’s Swiss Army knife. You’ve got a multi-faceted tool that you can employ in almost any situation.
You’ve been making prospecting calls for the last hour and haven’t reached a single decision maker. All of a sudden on your next attempt, you’re transferred to the head of finance at a good-sized assisted living organization. Not surprisingly, he sounds busy and distracted. You barely have a chance to introduce yourself and he responds coldly, “What’s this about?”