From the course: Practical Influencing Techniques

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Confront them with facts

Confront them with facts

From the course: Practical Influencing Techniques

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Confront them with facts

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- When we were talking about the blue people, I mentioned that although they love facts, it's a good idea to put some emotion in because they can't really handle emotion. And the reverse is true for the yellow people, the enthusiasts. Although they love emotions, if you put some facts in, that can sometimes really stop them in their tracks. Because often they live in a world of denial. They're not measuring facts. They don't even want to think about facts. So if you say to them, "By the way, did you know that you've lost 50,000 pounds over the last two years on customer returns?" They go, "Really, is it that much? Really, I had no idea." And you can say, "Well, I've got this idea about how we can reduce it," and they're going, "Well, yeah, let's do it." So sometimes confronting them with facts can be really powerful. So I would say if in doubt, use some facts and some emotions. You know, "Do you realize we've lost…

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