A simple question causes ownership.

Everyday there is something new in the Influence field that makes perfect sense, yet why haven’t we thought of it or applied it. Many discover they may be utilizing an Influence tool, but have not realized what it was or the power it has.

Here is one such tool that everyone can easily and simply apply to obtain greater buy in from others. We’ll call it “painting them in”. As you know the idea of getting people to visualize is a great aid in influencing their decisions. Visualizing provides a sense of ownership and takes away much of the change fear that is natural to new ideas or actions.

You would like a client, friend or family to be involved in some type of action or activity. In my case, how do I get a potential client to take part in a training or coaching program. During the conversation, while leading with good open questions, you pose this type of question. “How would you feel while being in this activity with me?” The question causes them to visualize themselves actually being involved and what they would be feeling.

Yes they could come up with negative feels of being uncomfortable or such, which is great because you can now help them through that resistance. On the other had they would feel the excitement or other positive feelings and take ownership of the experience. Once they have ownership they have the tendency to take the next step.

Give it a try and see what responses you get, you just may be surprised!

We’ll give credit to Dr. Hogan for reveling this tool.