About the Book: " The Art of Getting People to Say 'Yes'"
Six Steps to Effective Persuasion Skills(EPS)
In this world, due to social, family and business issues you have to deal ceaselessly with different kinds of people. Therefore, learning how to motivate and persuade people to say, “YES”, or getting them on your side, is the most important skill you can use in your day to day interactions. This book is aimed at providing you with an insight into the behavior of people around you. Helping you learn how you can motivate people to accept your ideas to accomplish your personal and organizational objectives.
The motivation behind the book is to help managers, sales personnel, business executives and professionals in all walks of life to get their ideas accepted in their day to day interactions, for improving their inter personnel relationships and overall effectiveness. On one hand, reading this book will help you develop skills to change the course of sales pitches, superior-subordinate relationships and on the other hand, the book will better your personal relationships as well. You will master the art of getting a “Yes” in a very agreeable manner, even from people who have said a firm “No”.
The book is the key to develop practical skills for effective persuasion leading to success and desired results, quickly and easily, in whatever vocation one pursues. Each chapter of the book deals with a specific skill. This is a useful feature as it enables the reader to learn these skills one by one and ultimately use all the skills to become more effective in day-to-day interactions.
The only qualification required to learn the author’s EPS - Effective Persuasion Skills is a real desire to do so. These skills are a result of in-depth analysis of human behavior that is predictable and lends itself to scientific study. It is a simple yet a very powerful body of knowledge, which can help bring greater achievements, happiness and understanding in everyday living.
Effective Persuasion Skills (EPS) can benefit all of us - these skills are imperative to get a commitment from others to help achieve our objectives. Moreover, with increasing competition today, it becomes important to help improve individual capabilities. When you consult various sections of the book repeatedly, you will be able to absorb these skills more and more completely.
The EPS model of OPOSPC is the author’s unique acronym that aids in developing your effectiveness to persuade people. As the author expands on each alphabet in the acronym (OPOSPC) through thoughtful examples, anecdotes and cases in point; some key tips that stay with the reader include:
O – Opening Statement: Always plan on making an ‘opening statement’ which reflects the interest of the other person whether your relative, friend, co-worker, boss, customer or who ever. Think for a few moments before presenting your proposal or idea. To initiate it, keep in mind the interest or benefit that the other person would have in the subject.
P – Probing: Always “probe” to understand the views of the other person instead of assuming / guessing them. They will be pleasantly happy to realize that you are giving consideration and importance to their concerns.
O – Objection Handling: Handle “Objections” with deeper understanding by rephrasing the objections in question form. This is a must to come on the same wavelength and fully understand what the actual objections are. Having understood the real objections in detail, go ahead and answer them giving facts and proof as required.
S – Supporting Statements: Support your proposal / idea and don’t assume that it requires no elaboration. For generating better understanding and agreement supporting the customer’s positive statement by agreeing with it is an important step that is often over-looked.
C – Closing Techniques: Use “Closing Techniques” to explicitly ask for acceptance all the time assuming that the other person will be in agreement. Summarize all the benefits of your proposal/idea so that acceptance to your closing statement or question is easily and voluntarily forthcoming. Normally, people know of one or two or maximum three closing methods but the book makes you aware of 12 closing methods to get acceptance of your proposal/idea. This should help you in multiple ways in your day to day interactions. At the end of the book, one might feel as if they were now on the path to being many times more effective in everyday interactions with other people - not only to get their acceptance and agreement but to also get their respect, affection and appreciation. This is because by practicing this unique approach you would have made a sincere effort to understand them in an in-depth manner and handled their objections skillfully as well. This sums up The Art of Getting People to Say YES. The author advices that the more you practice and implement EPS, the more successful and happy you will be in your ability to persuade other people to say YES in an agreeable and pleasant manner. You are sure to enjoy your new life as an effective and likeable persuader who can always get a YES to all ideas and proposals he/she sincerely believe in.