May 16, 2009
Q. How can we get around a “No” when we meet with a legislator to ask for a vote.
A: There are two things you need to do to get from “No” to “Yes.” First, anticipate the objections the legislator might raise and have answers prepared. If you have answers ready, then it’s possible to move those objections to the side and out of the way. Moving the objections aside gives you a clear path to “Yes.” This is one of the first rules of sales — and you are in a selling mode in these meetings.
Second, if you can’t get her or him to say “Yes” to your primary request, be ready with something to which the legislator can agree. Have Plan B in your pocket. This is important because most legislators want to please people and be liked. Some of them will even say, “I can’t help you with this, but is there something else I can do?” Leaving the legislator’s office with agreement on something is important because you’ve made an ally and started a relationship on the right foot or enhanced an existing one.
Paula Blanchard Stone and Patty McCarthy are partners in McCarthyBlanchard, an executive training firm specializing in key message development, presentation skills training, media interview training and executive presence. Copyright © 2008 McCarthy Blanchard. | Website
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