"When you give a person a sense of being in control they become twice as willing to say yes to your request"
When I first came across this technique I thought to myself, 'ok, this sounds too good to be true?' Happily I found that research from 42 different psychology studies on 22,000 people confirmed it is legit (Carpenter 2013). But you don't need to believe me, you are free to take it for a test drive and prove it to yourself?
Research has proven that when a person feels as if they are in control (empowered) it causes them to be more optimistic. That optimism makes them to be willing to try something new and twice as likely to say yes to any request.
So how do you give your clients that sense of being in control?
So how do you give your clients that sense of being in control?
Use the 'but you are free' technique.
Here's how it works. You ask someone to buy your product or service and then acknowledge that the other person has the power to accept or reject it. Simple. And the actual words you use don't seem to matter.
e.g. Imagine you are negotiating a deal and are about to give your final offer. You would say something like this....'this is our best possible price; I know it is a fair one and we will deliver on all of our promises as I explained. But Joseph and Samantha you are free to accept it or continue to shop the market?
Or consider this variation...
Instead of saying, ' but you are free' you could say...and of course Joseph and Samantha the decision is yours to make.
You can use this amazingly simple technique to; close a sale, negotiate an offer or get an appointment...
Imagine they buyer is shopping around on the internet for a car or a home? They call your office and inquire about pricing etc. After qualifying their wants and desires as best as you can, you might say something like this...
Ryan what if you and Amy were to stop by here this afternoon because I would love to show you what we have available right now that might excite you? But of course that decision is yours to make!
Now what if I told you that I've found a simple way to turbo charge this technique? I know what you are thinking....Edward now that is too good to be true, right?
Well here is the phrase that pays and has proven to be money in the bank. It has helped me close deals on properties worth millions of dollars and everyone I've shared it with, raves about how beautifully effective it is.
So let the bells ring and the flags fly, here are the magic words...
'but you're the boss, so you get to decide'
Imagine the realtor who just made her listing presentation and concludes by saying....Nathan and Emily we have the best possible marketing plan to get you the quickest sale for the most amount of money and I'm excited to prove that it will work for you. But you're the boss, so you get to decide!
Or the car salesman who is showing a car to a buyer and wants him to take it for a test drive.....Jason what if you were take this big beast for a test drive because you won't appreciate it until you take it on the highway for a spin? But of course you're the boss so you decide!
Why it works!
First, it clearly gives the buyer the feeling that they are in control. After all you are telling them they are the boss. They are not being sold, they are buying and that is exactly what they want!
Secondly, how many people actually get to be the boss? For most people the only time they get to be the boss is when they are parents. So this becomes a huge compliment that they love.
Third, anyone can say no but only the boss gets to say 'yes'. So at a subconcious level they want to say yes, so they can confirm that feeling of being the boss. It just feels good to give their approval to your request. It makes them feel empowered to be the boss!
Fourth, they will like you for making them feel like they are in control.
Note: I recognize that there are a few people who aren't comfortable using this technique because they want to feel like they are the boss and not the client. Their fragile ego wants to impress. And then the client doesn't want to be impressed with you but they love it when you are impressed with them. That's when the will bend over backwards to do business with you!
There are so many ways you can use this technique to get a yes to any request. I challenge you to take it for a test drive because although it is ridiculously simple, it works like magic. But of course you are the boss, so the decision is yours!
e.g. Imagine you are negotiating a deal and are about to give your final offer. You would say something like this....'this is our best possible price; I know it is a fair one and we will deliver on all of our promises as I explained. But Joseph and Samantha you are free to accept it or continue to shop the market?
Or consider this variation...
Instead of saying, ' but you are free' you could say...and of course Joseph and Samantha the decision is yours to make.
You can use this amazingly simple technique to; close a sale, negotiate an offer or get an appointment...
Imagine they buyer is shopping around on the internet for a car or a home? They call your office and inquire about pricing etc. After qualifying their wants and desires as best as you can, you might say something like this...
Ryan what if you and Amy were to stop by here this afternoon because I would love to show you what we have available right now that might excite you? But of course that decision is yours to make!
Now what if I told you that I've found a simple way to turbo charge this technique? I know what you are thinking....Edward now that is too good to be true, right?
Well here is the phrase that pays and has proven to be money in the bank. It has helped me close deals on properties worth millions of dollars and everyone I've shared it with, raves about how beautifully effective it is.
So let the bells ring and the flags fly, here are the magic words...
'but you're the boss, so you get to decide'
Imagine the realtor who just made her listing presentation and concludes by saying....Nathan and Emily we have the best possible marketing plan to get you the quickest sale for the most amount of money and I'm excited to prove that it will work for you. But you're the boss, so you get to decide!
Or the car salesman who is showing a car to a buyer and wants him to take it for a test drive.....Jason what if you were take this big beast for a test drive because you won't appreciate it until you take it on the highway for a spin? But of course you're the boss so you decide!
Why it works!
First, it clearly gives the buyer the feeling that they are in control. After all you are telling them they are the boss. They are not being sold, they are buying and that is exactly what they want!
Secondly, how many people actually get to be the boss? For most people the only time they get to be the boss is when they are parents. So this becomes a huge compliment that they love.
Third, anyone can say no but only the boss gets to say 'yes'. So at a subconcious level they want to say yes, so they can confirm that feeling of being the boss. It just feels good to give their approval to your request. It makes them feel empowered to be the boss!
Fourth, they will like you for making them feel like they are in control.
Note: I recognize that there are a few people who aren't comfortable using this technique because they want to feel like they are the boss and not the client. Their fragile ego wants to impress. And then the client doesn't want to be impressed with you but they love it when you are impressed with them. That's when the will bend over backwards to do business with you!
There are so many ways you can use this technique to get a yes to any request. I challenge you to take it for a test drive because although it is ridiculously simple, it works like magic. But of course you are the boss, so the decision is yours!
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