The Secret of Socrates
Key Concepts
Start on Agreement: To influence and converse effectively, begin by emphasizing points of agreement before tackling differences. This strategy builds a foundation of accord, setting a positive tone for further discussion.
The "Yes, Yes" Technique: Encouraging affirmative responses at the conversation's onset aligns the listener's psychological and emotional stance favorably towards the speaker. This makes it easier to guide the conversation towards a desired conclusion.
Effects of Negative and Positive Responses:
- Saying "No" activates a person's pride and defensive instincts, making them closed off to further discourse.
- Saying "Yes" opens up the individual to possibilities and creates an accepting and forward-moving attitude.
Practical Advice
Avoid Starting with Disagreements: Begin interactions by discussing mutually agreeable and understood points, setting an affirmative path for the conversation.
Utilize Sequential Agreements: Lead the conversation through a series of agreeable points to gradually build consensus and reduce resistance to subsequent propositions.
Examples from the Chapter
James Eberson's Banking Interaction: By focusing on what the customer wanted and getting affirmative responses early on, Eberson successfully opened new accounts and built customer trust and satisfaction.
Joseph Allison's Motor Sales Strategy: Allison avoided direct confrontation over the heat of motors by confirming widely accepted standards, which led the client to agree and eventually place a significant order.
Eddie Snow's Experience in Purchasing a Bow: A salesperson's strategy of leading Snow through a series of affirmative answers changed a potential rental into a sale and made Snow a regular customer.
Principle to Follow
- Principle 5: Get the other person saying “yes, yes” immediately. This approach leverages initial agreement to create a positive momentum towards achieving persuasive outcomes.