From the course: Practical Influencing Techniques

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Question to weaken

Question to weaken

From the course: Practical Influencing Techniques

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Question to weaken

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- Another influencing technique that works really well on red people and actually also on yellow people is questioning to weaken. Because red people, controllers, often have a very definite view on things, a strong opinion. And if you tell them they're wrong, they're just going to fight all the more. So the way to get them to question their position is to say, "Are you sure, how do you know?" And then they start thinking, "Well, actually I don't have that much evidence." And of course, because they are logical they want to have some evidence and often they suddenly realize they actually haven't gotten any. So if you say, "If I could show you something "that was better, would you like to see it?" And they have to really say, "Well, yes." And then you've got them. So they're on transmit mode. The yellows and reds are on transmit mode most of the time. And the only way to stop that is to ask them a question, because…

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