Lever Set
 New Origin 8 Road Bike Brake Lever Set Ft Rr Black US $27.50 
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 Campagnolo 1970s milled shift lever one set NOS US $49.00
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 Bicycle Steel Tire Lever Tool 1 Set For 3 Pcs US $5.35
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 Shimano ST R500 8 Speed STI Lever Set US $319.99
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 Shimano 105 2 x 10 speed STI Lever Set Silver US $349.99
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 Ultegra 6700 2 x 10 speed STI Lever Set US $530.82
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 Ultegra 6700 3 x 10 speed STI Lever Set US $541.65
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 Shimano 105 3 x 10 speed STI Lever Set Silver US $349.99
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 Sora ST3400 9 speed Double Triple STI Lever Set US $209.99
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 Shimano 105 3x10spd STI Lever Set Silver US $319.91
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 Campagnolo TT Reverse Brake Lever Set Carbon US $204.91
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 Shimano 105 2x10spd STI Lever Set Silver US $319.91
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 Shimano Dura Ace 7900 2x10spd STI Lever Set US $579.91
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 BICYCLE BIKE 27 ROAD RACING BRAKE SET LEVER 2 Way Pull US $19.99
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 SHIMANO ACERA BL M421 BRAKE LEVER SET SILVER BOTH RIGHT AND LEFT US $27.99
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 SRAM S900 Carbon Brake Lever Set for Single Speed Downtube shifter bikes New US $120.00
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Three Little Levers that Get Big Results
Moving people to say yes to anything takes more than a little thought and energy. It takes the ability to constantly adapt yourself to the needs, thoughts and persuasion patterns that those people have.
It can be quite a job, right?
It can be frustrating or exhilarating.
The real issue isn't the frustration you can experience, but how you can have more fun and actually enjoy the process, wouldn't you agree? What would it mean to you to have three little tools that can always be used, to fall back on when nothing else seems to be working? You just might like to have such a set of tools at your instant disposal, right? How much could that be worth to you? Just how valuable could it be to know you can always pull these "three little levers to yes" out of your persuasion tool box? That you can use them anywhere, at any time? That their value never wears out? That you can use to not only fall back on when you get lost in the persuasion process, but also use to make the process to yes faster, easier and more profitable anytime?
Before we get to these little levers that move minds to yes, there is this: the persuasion process must be treated as a game.
It must be treated with a lightness of spirit, a playful but confident attitude.
I know that when I go into a consultation feeling this way that the results are more favorable for everyone. The problem with being too serious is that your communication will reflect it. It can even get harsh. Remember harsh and yes just don't go together in persuasion unless you have total power over the person as in a military boot camp, prison, etc. The last time I looked, you don't have that situation.
The person you want to convince must be moved by the force of will to want what you offer. That force of will emanates first from you and then should germinate and grow inside the heart and mind of your patient. Your job is to plant the seed, water it, give it lots of persuasion sunshine and then let persuasion nature take its course. As the persuasion gardener, your job is to weed the garden and keep vermin that eat the yeses out. Your job is to protect the process from enemies of yes including well meaning friends and family who don't have a clue about your patient's problems. Like any good gardener, you do have to pay attention and give the yes plants what they need when they need it.
When you have not caused this yes to germinate and grow inside the heart and mind of your patient, you have a problem. You can't harvest what isn't there.
Three Little Levers
I haven't forgotten my promise for the three little tools that give big results. The real issues are that you will remember them and use them all the time as part of your standard operating basis with all patients.
So here they are:
- Communication
- Agreement
- Rapport
Simple.
Simple, if you use them and rely on them for what they can do for you.
Powerful.
Not so powerful if you neglect them, disregard their importance or omit them.
So how do these work? How are they connected? How can they be such levers to yes?
Communication done well finds agreement and leads to more agreement.
Agreement built leads to rapport.
Rapport leads to a willingness to listen and permit oneself to be swayed.
Without rapport in some form, the road to yes is closed. The greater the rapport, the wider the road is to yes. Each of the three levers supports the others. Increase one and the others naturally increase.
When all else fails or you get lost in the persuasion process, you can always go here.
The bigger cases take a lot more communication, agreement and rapport to overcome all the barriers, blocks and resistances to yes. In other words, you had better build that rapport and increase your relationship and maintain it throughout the process of persuasion.
Without building and maintaining rapport, your patient can feel threatened, betrayed or overwhelmed by the size of the case. You'll face denial, resentment, covert and overt hostility coming from the patient when these three are too small.
Make a Friend
When you put them all together, this leads to a sense of friendship. Maybe this is not the friendship you might have outside your office, but a friendship nonetheless.
Friends are given influence privileges. The deeper the friendship, the more influence the friend has. We listen to our friends. Trust them. Depend on them. Our friends do the same for us.
If you want more success in persuasion and influence, you must use these three levers to build the friendship you can count on, to enhance it and grow it.
The principle is so powerful, yet so neglected in the busy-busy-busy world. Can you think of where you might need to be a friend more? Who among your patients gets left out or receives too little communication?
To have a friend, be a friend.
Wise Drs. like you build up friendship favors in the mental bank account of their patients and friends because you never know when you'll need them and it is such a good principle of successful living, wouldn't you agree?
Best,
Charley
Copyright 2010 Charles W Martin
About the Author
Dr. Martin has been a coach and consultant to some of the best dentists in the U.S. and Canada. He offers a variety of innovative solutions for the practicing dentist including private and group coaching. To learn more about his unique solutions visit www.AffluentPracticeSystems.com or call 804-320-6800.
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