The Same Persuasive Psychology Principle Can Help You Connect Better with Prospects.
Melinda Marcus, M.A., CSP
Shows leaders how to read Body Language and Influence Decisions? Speaks and Consults on how to win new clients, career opportunities and support of stakeholders ? Author of "Read The Zoom"
For Years, Larry Bird and Magic Johnson played against each other in basketball, but they didn’t talk to each other, unless it was trash talk. Then, they were forced into being together to shoot an athletic shoe commercial at Larry’s home, and Larry’s mom insisted that Magic join them for one of her home-cooked meals. When she gave Magic a big “mom hug,” that sent a message to both guys.
As Magic tells it, he and Larry really talked for the first time over that lunch. They discovered all they had in common: both from the Midwest, both from poor families with strong work ethic, both with close family ties and both with a passion for basketball.
Finding the things we have in common with someone triggers us to like them. It’s one part of the Principle?of Liking identified by Dr. Robert Cialdini. It sounds so simple, but it’s also powerful. The lifelong friendship that developed between Bird and Magic is a great example of it.
How can you incorporate finding what you have in common with a prospect to help you build rapport? ??
New book: Blackman, J. & Dring, K. (2023). Developmental Evaluation of Children & Adolescents: A Psychodynamic Guide. New York: Routledge
2 个月Dan Buie, a psychoanalyst, defined 4 types of empathy: 1) having had the same or similar experience (as you identify things in common); 2) creative imagination; 3) formulation about have other person’s (perhaps submerged) functioning; and 4) resonance (I feel your pain, but for real). Seems to me that empathy brings people closer, and that finding the same interests is one of the major ways of establishing it. Thanks for the history of Johnson and Bird. Best for the holidays, Jerry
President of Wenco Apparel Inc.
2 个月Interesting!
Founder @Agentgrow | 3x Head of Sales
3 个月Melinda, I'm curious about how you identify common ground with a prospect when the initial conversation is challenging. Do you have any examples or strategies to share?
Lead Writer/Managing Director at Cara-Wordsmith.com. Author of JIHADI: A LOVE STORY, which Publishers Weekly called "smart and searing." AN UNDIVIDED HEART produced at the Echo Theater in LA. Writers Guild Ireland.
3 个月Important in an age of deepening social polarization. What a great reminder. Thank you.
Professional Speaker ????| Healthcare Consultant l Confident Leadership
3 个月Melinda I always ask people when I first meet them to tell me about themselves, where they’re from and how they ended up where they are today. 10 times out of 10 we have a common experience. I just love getting to know people. I’m one of those who believes that we are all good at our core; it’s the noise around us that makes us look so different.