Deepakbhai Dhablia started his business as an insurance agent eighteen years ago. And he made a lot of progress in those years. In a short period of time, he even surpassed some of his senior agents in terms of insurance sales. This year, he achieved all the targets before the time and secured the first position in the Mumbai division. Deepakbhai would mostly sell insurance policies to the person he sat in front of. How did he talk in such a way that the person in front of him bought insurance? Let’s see a sample of his conversation with a potential customer.
Deepakbhai:
Good afternoon Jatinbhai…
Jatinbhai: Oh ho! Deepakbhai. Good afternoon.
Deepakbhai:Look at the clock Jatinbhai, I am on time!
Jatinbhai: Yes ho Deepakbhai. They reached exactly on time.
Deepakbhai:(Drying sweat) It is very hot, not these days!
Jatinbhai:Yes. Look – today seems to be the hottest.
Deepakbhai:So, in our Ahmedabad, it is like summer for eight months. What are you saying?
Jatinbhai: Yes, you are right.
Deepakbhai: Even in the evenings it does not cool down quickly.
Jatinbhai: Yes… After seven or eight o’clock, the weather becomes a bit like going out.
Then, slowly, Deepakbhai explains the purpose of his visit and starts talking about the insurance policy. It is likely that most of the time, the person agrees to take out his insurance.
Okay?
So, does this mean that talking about the weather can be easily sold?
No. Not at all.
Deepakbhai does not go everywhere and talk about the weather. This is not the only thing he talks about. But he definitely talks like this.
In this seemingly ordinary style of his conversation, Deepakbhai made full use of the principles of psychology. What did he do? He started with things that the other person completely agreed with.
If you look at the above dialogue, you will realize that Deepakbhai got ‘yes’ from Jatinbhai about four times in this time. When ‘yes’ is in our mind from the very beginning, then our mind unconsciously starts thinking in the direction of ‘yes’.
Do you remember the song from the movie Aradhana?
Hero: Bago mein bahar hai?
Heroine: Yes.
Hero: Kaliyon pe nikhar hai?
Heroine: Yes.
Hero: Kya dil bekrar hai?
Heroine: Yes…
Hero: Mooj pe etbar hai?
Heroine: Yes, yes…
Hero: Is it bad?
Heroine: Hey Baba, yes…
Hero: Is it Monday today?
Heroine: Yes, yes…
Hero: Do you love me?
Heroine: Yes…
What a beautiful and romantic use of the principle of psychology has been made by the composer of this song!
When we start a conversation with a topic that the other person agrees with, the conversation begins in a very favorable atmosphere. It begins positively and in our favor. If the main point is presented on the basis of such a point, the possibility of getting a positive response to that point increases greatly.
The great philosopher Socrates, whose name is written in golden letters in history, also used this method. When he wanted to convince the other person about something, he would ask questions that could be answered ‘yes’ from the beginning. Therefore, this method is also known as the “Socrates Method”.
Deepakbhai agreed with a general topic like the atmosphere at the beginning of the interview. But if you want, you can start with a more profound, more important or more serious topic that the other person agrees with.
For example, –
1. If the other person agrees with the need for self-development topics in society, then start with that topic.
2. If the person agrees that a person should have complete faith in God, then start with that topic.
3. If the person agrees that financial prosperity is very important, then start with that topic.
4. If the person agrees that taking care of food and exercise is necessary for health, then start with that topic.
5. If it is a complete stranger, start with a topic of general agreement like Deepakbhai.
If you start with a topic of agreement with him, then his attitude will be positive from the very beginning.
Let’s look at some examples of how agreement can be started in different relationships. Before presenting the main point, the opening can be done like this.
Boss: Do you think that our income should increase or not for the better future of our children?
Employee: Yes.
Boss: Do you think that if the company’s income increases, our incentive income will also automatically increase?
Employee: Yes.
Boss: Don’t you think that the company will now have to explore new customer markets to increase its income?
Employee: Yes.
Boss: If we all work a little harder, does that seem possible?
Employee: Yes.
If you see in the above example, there is no room for disagreement anywhere. In some conversations, when direct questions cannot be asked, ask the questions in such a way that they don’t have to answer you, but in their mind the answer is ‘yes’. For example, a wife is saying to her husband, – “Don’t we spend money on education for our children? Don’t we pay tuition fees? Don’t we take care of their health? Don’t we also take out time for them? We want their future to be good, don’t we? Then for their development, shouldn’t we allow them to go on trips from school? What do you think?” When asked such a question, the husband will start thinking in the direction of ‘yes’.
The feeling of ‘no’ or disagreement is very strong. And it is difficult to change it. – You like to stick to your ‘no’. We all have the tendency to stick to our word. If ‘no’ comes in the very first thing, then the possibility of ‘no’ coming in the next thing also increases. The possibility of a negative response increases. When you start with ‘yes’, the other person feels more comfortable. He feels ‘accepted’.
When a person thinks ‘no’, their whole personality shouts ‘no’, and if a ‘yes’ is born from the beginning, their whole personality shouts ‘yes’. Do you understand? Therefore, start with something that the other person agrees with.