Greetings All,
This will be the continuation of Find Good Prospect – Change What You Said. In Part 1, I mentioned “Principle of Disagreement” . Basically it means:-
“In order to participate or take control of a conversation, you must disagree with the person talking.”
Here is an example:-
If I were to have coffee with 10 mechanics & say to them, “The engine of this Toyota is the finest engine made in the automotive industries.” Do you think they will agree to my statement? NO! They will disagree. Some might say the engine of the other brand is better or the brand is the finest or quietest. They will have different opinions. In order for them to participate in the conversation, they need to disagree.
Now that we know people disagree to take part in a conversation, let’s now imagine you, Bob, & I, Uanz, were sitting in front of each other drinking coffee. You say to me,”Hey Uanz, you have a boring, stupid job. You need a great opportunity that my business can offer.”
In order for me to participate in the conversation, I have to disagree. I defend myself by saying, “You are wrong Bob. I like my job a lot. It is a great job. I only work 2 days in a week & if I am sick for 2 days, I get 1 week off. I have a lot of time with my family. It is good.”
Does that sound like someone who loves his job? YES!!
Does that sound like a good prospect? NO!!
This time round using the Principle of Disagreement, you, Bob will say this,”Hey Uanz, you have a very good, wonderful job. You only work 2 days a week & have lots of time for your family. I envy you a lot.” I respond by disagreeing,”No.. No.. Bob.. It is lousy & horrible. I work only 2 days a week & don’t earn enough money for food & leisure. I have no money to go out & have fun. I wish there is a better opportunity out there. ”
Again asking the same question, does that sound like someone who loves his job? NO!!
In fact, that sounds like someone who is open for an opportunity. Good Prospect? YES!!
What can you learn from the 2 examples?
Whatever you say to me has an effect and it steers me to either be a good or a bad prospect. You control the outcome.
A common mistake made by people who are trying to find a prospect is starting off by saying,”We have this terrific opportunity. It is superb.”
If the prospect wants to participate in the conversation, he needs to disagree by saying either, “That sounds weird,” or “I don’t know about that. Let me take a look later,” or some other excuses which shows their disinterest in the subject.
That’s how this conversation will end, without you being able to continue telling the prospect about the great opportunity.
Now you know why you always fail to get good prospect. It is the opening line that matters.
Let’s try the “Principle of Disagreement” concept on your friends & family. Give it a try. See if it works.
Ask them what they do for living? After they answered your question, just say something positive like, “Oh really, I heard that it is a great way to make a lot of money” or “Wow! That’s a cool job!”. Create an opportunity for you to give them a positive response & wait for them to disagree with your statement.
This is a great way for them to get fired up, realizing what they are sitting on.
On a personal note, the “Principle of Disagreement” concept works well with the non-Asian culture. I have no idea how well it will work for Asians as we tend to be more humble in our response regardless. However, Asians nowadays are getting more & more open compared to those in the olden days. This concept is still worth a try.
This is the end of the concept of “Principle of Disagreement.” Have fun trying this out.
Regards,
Muhammad Riduan Ramli (Uanz)
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