everything into the other persons terms by starting as many sentences as
they can with that powerful little three-letter word, you. Thus, I call the
technique Comm-YOU-nication.
Comm-YOU-nicate When You Want a Favor
Putting you first gets a much better response, especially when youre
asking a favor, because it pushes the askers pride button. Suppose you want
to take a long weekend. You decide to ask your boss if you can take Friday
off. Which request do you think he or she is going to react to more
positively? Can I take Friday off, Boss? Or this one: Boss, can you do
without me Friday?
In the first case, Boss had to translate your Can I take Friday off? into
Can I do without this employee Friday? Thats an extra thought process.
(And you know how some bosses hate to think!)
However, in the second case, Boss, can you do without me Friday, you
did Bosss thinking for her. Your new wording made managing without you
a matter of pride for Boss. Of course, she said to herself. I can manage
without your help Friday.
Comm-YOU-nicate Your Compliments
Comm-YOU-nication also enriches your social conversation. Getlemen,
say a lady likes your suit. Which woman gives you warmer feelings? The
woman who says, I like your suit. Or the one who says, You look great in
that suit.
Big players who make business presentations use ComYOU-nication to
excellent advantage. Suppose youre giving a talk and a participant asks a
question. He likes to hear you say, Thats a good question. However,
consider how much better he feels when you tell him, Youve asked a good
question.
Salespeople, dont just tell your prospects, Its important that....
Convince them by informing them, Youll see the impotance of....
When negotiating, instead of, The result will be... let them know,
Youll see the result when you....
Starting sentences with you even works when talking to strangers on the
street. Once, driving around San Francisco hoplessly lost, I asked people
walking along the sidewalk how to get to the Golden Gate Bridge. I stopped
a couple trudging up a hill. Excuse me, I called out the window, I cant find
the Golden Gate Bridge. The pair looked at each other and shrugged with
ooja
(Ooja)
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