Buy In Training
A matter of life and death
Dr. Mark Goulston has trained senior FBI and police negotiators, where getting hostage takers to “buy in” could mean the difference between life and death. While it may not be as dire for you, pitching your service, product or company to a buyer or gaining “buy in” from your board, shareholders, management or sales team may face the same challenge.
Three Steps to Gain Buy In:
1. Get on their wave length
2. Get out of your own way
3. Increase your band width
“Buy In” is something you don’t want to leave to chance. It is the first step in getting through to anyone. If people don’t buy in to what you’re telling them–because you don’t get where they’re coming from and don’t get the negative ways you come off to them–they’re not going to buy or believe what you’re selling them.
Mark Goulston, M.D. honed his skills over 25 years as a clinically trained, UCLA professor and has taken his “no nonsense” approach into the business world — from the middle market to the Fortune 50 — to assist leaders and managers be more persuasive when they need to achieve positive results and can’t afford to waste precious time.
For more information on “Buy In” talks and training, contact Mark by telephone: 310.998.1150 or by email: mgoulston@markgoulston.com.
Check out Mark’s new book, Get Out of Your Own Way at Work — and Help Others Do the Same (Perigee, October 3, 2006).
“Buy In” is the difference between –
“Tell me more” and “No thanks”