The Win Win Question That Eliminates Obstacles to Progress
Hey everyone, this is Dr. George Birnbach. And I just was on the phone this morning with a fantastic staff team. And some of the questions that come up is, hey, how can I get someone to do something they don’t want to do? Well, there are ways to do objection handling, right? You’ve seen us handle objections in a four step cycle before acknowledge, investigate, reposition, and get a positive step forward. But sometimes to get past an objection, whether it’s a coworker or a patient or someone somewhere else in your life, we need to learn to ask a better question. So I want to give you the win-win question to ask. The win-win question is what would have to happen in order to? What would have to happen in order to do this thing? Right. The next time you really want something, but someone seems reluctant or they’re giving you objections or difficulty, make it a win-win process instead. Ask them what would have to happen in order for me to get what I want?
Now, trust me, their mind’s gonna light up with creativity. They’re gonna see all the things they’re willing to do, and they can pick from that infinite menu of opportunities. So, hey, what would have to happen for us to be closed on Friday? Or what would have to happen for us to get the next five new patients? What would have to happen for you to come to this seminar? You see. What would have to happen if. Now you can use it to be really specific. What would have to happen for you to get this finished today? Right? What would have to happen for you to move this forward before 10 o’clock this morning? What would have to happen for you to come in and finish this program? The more specific you are, the more specific the answers are, right? So more specific the question, more specific the answers.
Now, the great psychology of this is people like people who ask questions, right. So that’ll work for you too. So just think about that. When people are being deliberately defensive or difficult, let’s change it around and quit trying to be manipulative or overly persuasive, let’s just ask a better question, ask a win-win question. What would have to happen if? Or what would have to happen in order to make this all work?