Too Busy for Your Own Good (28 page)

Benefit statements are the answer to someone's asking you, “What's in it for me?” or “Tell me why I should do this.” They meet needs of the other person, not you.

Driver
. Use some benefit statements that emphasize efficiency, profits, cost savings: “This system will save you $85,000 the first quarter, improving your bottom line 23 percent.”

Sociable
. Use some benefit statements that show how they will look good or save effort: “With our service, there will be less hassle and downtime for you.”

Team Player
. Use some benefit statements that emphasize team harmony and morale: “Our service will help your team be more efficient without sacrificing the spirit you've carefully built.”

Perfectionist
. Use some benefit statements that stress logic and security: “The three-part encryption, automatic backup, and off-site storage features of this program ensure that your data's safety will be protected.”

Resistance and objections are just other people telling you that you haven't made the benefits
to them
clear. If you experience “roadblock” behavior from any of these four communication styles, here are suggestions for dealing with them.

Driver
. Don't take their bluntness personally. Be as direct as they are, but don't get into an argument. Appeal to logic by using evidence: “You have a point, and let me show you some studies.”

Sociable
. Accept their feelings or doubts and use a lot of feeling statements: “It's only natural you'd feel that way, but I feel . . .”

Team Player
. Accept and share their feelings, and promise friendship and helpfulness: “I would feel the same way in your position, and I promise I will . . .”

Perfectionist
. Accept and share their logic, and give additional data to reassure them: “I understand that you need 1, 2, and 3 to implement this. Here are recent journal articles to substantiate my process.”

Occasionally in your career it will be crucial for your lion or lions to buy into a project or sale you are spearheading. You need assurance from them that their answer is yes and they are behind you. The following strategies might give you a better shot.

Driver
. Quickly and briefly review options, and let them make the decision: “I believe your options are . . .”

Sociable
. Use your excitement to inspire them to action: “Wow! Just think of how . . .” Then, ask directly for what you want while they are enthusiastic.

Team Player
. Detail how they can take action, support their decision in a sincere way, and get a definite commitment for action, since they may otherwise postpone a decision: “I feel that we agree on these four points, and I have the form here for you to approve.”

Perfectionist
. Offer options and help them prioritize to make a decision, and support their decision with logic: “The facts speak for themselves.”