How to Change Someone's Mind

Good Morning! A college student recently got a zero on her research paper because her professor said it looked like AI…. Which reminds me of a time I spent 20 minutes personalizing an email, only for the prospect to reply ‘Thanks for the automated email. Not interested.’ That one stung. Has this ever happened to you? 😂 

• How to change someone’s mind 🧠 

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• Sales jobs, job market & a meme 😂

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How to Change Someone’s Mind

Imagine if you had the superpower to change someone's mind.

You'd be unstoppable.

>Hiring manager that denied you = ‘Never mind, you're hired!’
>Prospect who said they're not interested = ‘Actually, I'd like to hear more.’
>Buyer who decided not to purchase = ‘On second thought, here's my credit card.’

Unfortunately, superpowers (like the ones in movies) don't exist in real life.

But the good news is there are methods and strategies you can use to change someone's mind in real life.

Let's look at how. 👇️ 

Never Make It an Argument

As soon as you turn a conversation into an argument, things become emotional. And when emotions run high, logic gets thrown out the window.

• Keep it conversational: Watch your tone, pace, and pauses. Avoid confrontational language.

• Seek to understand: Arguments often stem from misunderstandings. Clarify what the prospect is saying before responding.

Remember, you're aiming for a collaborative discussion, that has the opportunity to change the mind of a prospect. Once it turns into an argument, your chances of changing their mind are slim.

Question and Listen

Just like most sales calls, you want the prospect to do the majority of the talking, and you need to practice very active listening.

• Undivided attention: Eyes on them, nodding at the points they're making. Show that you're fully invested in what they have to say.

• Ask open-ended questions: Encourage them to elaborate on their thoughts and feelings. The more they talk, the more you learn where they’re coming from.

• Clarify their points: Repeat back what you've heard to ensure you've understood correctly. This also shows that you're listening intently.

Active listening builds trust and rapport, making prospects more receptive to your ideas.

Empathize and Let Them Feel Right

One of the most powerful ways to make someone change their mind is to make them think it was their idea. Similar to the concept in the 48 laws of power, if you can make someone think your idea is theirs, they’re way more likely to accept it.

• Validate their perspective: Acknowledge their viewpoint as understandable, even if you disagree. This creates a sense of alignment.

•  Find common ground: Highlight areas where you agree. This builds a foundation for further agreement.

• Frame your ideas as extensions of theirs: Show how your suggestions build on their thoughts. This makes your ideas feel like they came up with them.

Just Ask What It Would Take

Sometimes, you just gotta lay it out on the line: "What would it really take for you to change your mind?"

Let them speak for themselves, and tell you what would need to be done to change their mind.

Sometimes there’s nothing you can do, and that’s ok.

But sometimes there is… so be ready to follow through. If they give you a condition, be prepared to discuss how you could meet it (within reason). This shows that you're serious about finding a solution.

Bonus: Use a "Yes Ladder"

We covered this in Tuesday’s email: The Yes Ladder: How to Get Your Prospect to Keep Saying Yes. But it applies to changing someone's mind as well.

The more you can get prospects to say yes, the more likely they are to agree with your points, and ultimately change their mind.

But we have to give a fair warning…

Be careful not to confuse changing someone's mind with hard-selling someone who has no need. If someone is truly unqualified, putting effort into changing their mind is just a waste of time.