Pushing your own viewpoint isn't an effective way to persuade someone to do something. This is.
, or the discomfort that comes from one of two situations: when reality or information conflicts with one’s beliefs and opinions, or when one’s own actions conflict with one’s beliefs and opinions. In the case of situation A, people reduce cognitive dissonance by filtering out conflicting info.
Endlessly repeating your own beliefs and opinions is what you will feel like doing. Don’t do it. It’s not effective. What’s effective is asking questions and listening— really listening—to their answers.Once you feel like you understand the other person’s viewpoint, beliefs, or values, acknowledge whatever merit you can find in what they’re saying. If they say something that may be factually inaccurate but not necessarily consequential, do not dwell there.
The second scenario is more complex. Let’s say you’ve listened to the customer and have addressed their concerns, but for whatever reason they still don’t want to buy your car today. Maybe, before coming onto your lot, they decided in advance that they were only going to look and not buy anything. Since they already committed to that decision, the act of buying your car today would be inconsistent with their previous commitment and it would cause cognitive dissonance.
What this does is show the customer that for their own reasons, which they themselves stated, if they do not buy the car, they’re being inconsistent. Sure, buying the car would be inconsistent with their earlier decision not to buy, but not buying the car would be inconsistent with their values. That’s a deeper, more serious kind of inconsistency.
Deutschland Neuesten Nachrichten, Deutschland Schlagzeilen
Similar News:Sie können auch ähnliche Nachrichten wie diese lesen, die wir aus anderen Nachrichtenquellen gesammelt haben.
Cockatoos blow the lid off garbage bins, and others learn by exampleCockatoos in Australia have figured out how to scavenge for food from standardised garbage bins, opening the lids with their beaks and diving in. The behaviour has spread to other cockatoo communities nearby, proving the case for social learning.
Weiterlesen »
Dear Care and Feeding: For 28 Years, I’ve Asked My Husband for this One Small ThingI’ve asked my husband to stand up to his family about this issue, and he just won’t do it for me.
Weiterlesen »
Billie Eilish's 'Happier Than Ever' Secures Second Week at Number One on RS 200Nas’ King’s Disease II bows at Number Three, while George Harrison, Barbra Streisand make chart debuts
Weiterlesen »
There’s only one Steve Schwarzman, thankfullyBlackstone’s boss dominates a $684 billion investment empire, leading the board, picking directors and extracting sizeable rewards. Even rivals at KKR and TPG can’t compare. As long as Blackstone makes abnormally high returns, it can keep blowing a raspberry at good governance.
Weiterlesen »
For Robot Trucks, Navigating Highways Is Just One Bump in the RoadThe potential to chisel away costs in the low-margin trucking business has propelled the valuations of self-driving trucking startups by more than 400% on average over the past year
Weiterlesen »
Transgender Swimwear: How one writer overcame her fear of swim suits“As I started to reveal myself as a woman, I started to conceal myself as a human. The idea of a swimsuit was nightmare material.”
Weiterlesen »