Principle Number Two To Getting Better Results

LikingGetting people to like you is another way of building relationships, the activators for liking are similarity, praise and cooperation.

There’s a story about a large US company who were acquiring a lot of the businesses through purchase, this required the CEO of the company to negotiate with the owners of the companies he was buying. The chairman of the CEO thought that the negotiation processes were taking a bit long and suspected that the CEO was the issue.

Robert Cialdini was called in by the chairman to see if he could do anything to speed up the process, Cialdini watched some videos of the CEO in the negotiation process.It became apparent that he was a bit aloof and not very engaging with the person he was buying the business from.

Cialdini suggested that a research team look into the background of each of the owners they were looking to buy the businesses from and come up with a bullet point list of interests, hobbies and stuff they’d done.The list was then given to the CEO and before starting the negotiations he had to select something that he had in common with the owner and bring it up in conversation before getting down to business.

The results were astounding, before implementing this the average negotiation to purchase a business took nine months, after it only took six months and saved $10-$30 million a year.

Praise is another good one to build liking and can even help with sales and building a great culture within an organisation. It’s about finding something to praise and praising behind people’s backs, when they find out about it, it’s a great feeling for them and they’ll like you even more for doing it.

There was an estate agents that did private and commercial property, when somebody used to ring up to make an enquiry the receptionist depending on whether it’s commercial or private would put the caller through to the appropriate person.

What they started doing was rather than just put the caller through, she would say something like “John looks after all our commercial properties, you’ll absolutely love him is over 20 years experience and is brilliant at what he does”

Not only is it nice for John to hear this but just this one tweak increased sales by 15.5%

So just remember, liking before business.

By Alan S Adams

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As an award-winning business coach and bestselling author, Alan S Adams has helped hundreds of businesses across the UK to move from simply surviving to positively thriving. The publication of his second book Passion To Profit: 7 Steps To Building A Kick-Ass Agency and his third book, The Beautiful Business: Secrets to Sculpting Your Ultimate Clinic, sees him focus very specifically on creative agencies and aesthetic clinic sector, sharing advice and guidance with the potential to revolutionise turnover, client retention and overall growth. Alan was also recognised by Enterprise Nation as one of the UK’s Top 50 Advisors and APCTC Coach of The Year Finalist.

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