Dealing effectively with objections can be more powerful than other standard methods of persuasion.
pysch studies throw up 4 methods of gaining compliance to a request:
Door-in-the-face (DITF): first you make a very large request which is easily turned down, but, then follow up straight away with a much smaller request which now, comparatively, looks very reasonable.
Foot-in-the-door (FITD): you first ask for something small, then ask bigger. Agreeing to the smaller request makes people more likely to agree to a second, larger request.
Placebo information (PI): this is when you give someone a reason, but not a very good one. Like you say: "Can I use the photocopier before you, because I have to make some copies?"
ask: "Why not?", then try to deal with the objections
I liked the concept so I thought I would use it to get a job - ok - to atleast get an interview.
how to practically use the four methods detailed above?
here goes
1. Door-in-the-face (DITF)
Ask for a job higher than your experience or education should get, maybe outrageously high. Then ask for the job you think you should get. then ask for an interview to discuss your options and seek expert advice from the industry expert you have been speaking to. ;)
2. Foot-in-the-door (FITD)
ask for an interview, just a meeting to know more about the work the company does, how the industry expert became what they are etc etc. once you are in, ask for a proper interview
3. Placebo information (PI)
May I come and meet you, because I really want to meet you
4. ask: "Why not?"
tricky, but hey you arent getting that interview by sending resumes too!
so try it
from http://www.spring.org.uk/2010/10/dont-take-no-for-an-answer.php
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