I heard a great little story today about how to overcome barriers when pitching business, changing minds or influencing in general.
Changing worldviews is hard, often impossible. But there are two possible routes we can take when trying:
Route (A) We can try and change peoples view on a topic- change the unchangeable.
Route (B) We can change the currency. – This route is invariably more successful because it re-directs peoples perspective.
Car sales people do it all the time. Once the negotiation is close to reaching a stale mate on price, they then bring in the optional extras: Items removed from price. Although they do have a value, it changes the view point of the negotiation. It’s a change in currency. And the discussions can progress to a close.
When trying to reach an agreement, or change a mindset, we need to re-invent the currency of what is being discussed.