“If You Could Prove to Yourself…”
The smallest change in phraseology can make a big difference in how our ideas come across to another person.
Has anyone ever said to you, either while attempting to prove a point or during the sales process, “If I can prove to you that (such and such) will save you money…”?
And didn’t you sort of say to yourself, “This guy/gal isn’t going to prove anything to me!” I know I have. It’s human nature to resist when challenged.
Here’s a more effective way* to help someone be more receptive to your ideas:
Instead of saying, “If I can prove to you that this widget will be more cost-effective…” say,
“If you could prove to yourself that this widget will be more cost-effective…?”
Or, rather than, “If I could prove to you that this would be a more productive alternative…?” say,
“If you could prove to yourself that this would be a more productive alternative…?”
Now you’ve allowed that person to take ownership and prove something to herself. Remember, people don’t resist their own ideas.
Practice this enough so that when the situation arises, the correct way of phrasing your point will come out naturally.
After all, if you could prove to yourself that this idea would help you to more effectively persuade, wouldn’t you want to master it? 
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*Credit for this idea goes to Zig Ziglar.
Bob – I love it when you teach me a new way to put words together to be more effective. And Zig may get the credit initially, but I follow YOU, and therefore you get the “credit” in my world!
Thank you for supporting me to speak clearly, be present and to make it be about the other person. There is nothing more valuable than inviting people to see possibility for themselves. I am going to share this, so that others can receive the benefit of your wisdom. This may be from Zig, but you are putting your own *special sauce* on it.
Beth, thank you. You are always very kind and encouraging!
Michaela, your kind and complimentary words are greatly appreciated!
I’m reminded again of the message in your books – think of others – and why wouldn’t I be? Your message is always consistent, Bob: think of the other guy, put yourself in their shoes, etc. And there’s always a new takeaway each time, too.
Bob- Such great advice. Thanks for sharing this, as a great lesson.
Good thing I got the idea to prove to myself, that I would absolutely love to master this!!
Anthony, thank you. Your feedback means a LOT to me!
Roger, my pleasure. And thank YOU for your kind words!
Amy, you continue to ROCK, my friend!
Hi Bob….it never ceases to amaze me when you write something that I need to hear. Seems like lately I am always being asked to prove something to someone I am speaking with….I love this approach and will start using it today!!
Thank you, Darlene. That’s awesome. Let us know the results!
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October 5th, 2011 by Bob Burg A recent post discussed the difference in results between saying to someone, “If I could prove to you [...]
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