Persuasion by intimidation will always shoot you in the foot in the long run. I am sure you have seen it.
Kim went in to join a gym and the sales guy gave her the tour and then took her to an office to begin slamming her into buying today. If you have met Kim you might understand what this was a bad idea from the start.
They proceeded to try and push the contract down her throat by force. His final tactic was at the end when he tried to intimidate her by saying she must not really want to get in shape…. She agreed with him and left. Not exactly what he had planned…
I had one sales guy tell me that when he did was not getting the sale he would dominate the prospect by ‘teaching’ them why they were wrong and did not understand the offer. This attitude comes off as arrogant not helpful.
I have seen managers and business owners try and do the same thing. They get people to do things through fear scarcity and punishment. That is not how you get a great customer or employee. What you have is someone who is complying until they find a better choice. Once they find that choice you are gone and they will never come back.
Weak salespeople and managers use intimidation to make up for their incompetence. They try to overpower the other person’s resistance by making them feel weak and stupid.
What you need it no establish a connection that creates LOYALTY, not fear. A loyal customer will stay with you forever. A loyal employee will work far harder than someone under duress. One way of doing that is eliciting states of agreement and loyalty and using those states when you want a client or employee to reach their full potential.
Get the money you want. Get the relationships you want. Get the life you want.
