Tom, you are right on with that question, my friend. The fact is, people don't like to be told "what to do" in the first place, and definitely don't enjoy being told "how to do something better" in the second place (not everyone, but most). There are two solutions that I find work very well. One, the "Third-Party Explanation" is explained in another article {link}. But let's look at the other, right now. This is called a "Qualifier."

A Qualifier is a short phrase that makes your advice more acceptable and easier to embrace. Simply use these qualifiers before the actual advice. A few examples might be, "Steve, I might be wrong about this; why don't we try putting the widget here."

Or, "Shirley, this is just a thought; I'm wondering if perhaps the whichamahoozee would be more cost-effective if we .. . ".

And this one will practically always make the person more receptive: "Joe, you know more about this than I do; I'm wondering though if . . . "

Many master persuaders become adept at using qualifiers whenever and to whomever they offer advice. Let's face it, sometimes the pill is simply easier to swallow if it's mixed into the applesauce.

Bob Burg http:www.burg.com is author of Endless Referrals: Network Your Everyday Contacts Into Sales, Winning Without Intimidation and The Success Formula.

He has a full line of books, ebooks and CDs from which everyone can grow and prosper. Check them out by going to http:www.burg.com , then click on the link to his online store. Bob also publishes a free weekly ezine to which you can subscribe going to http://www.burg.com/newsletter.html.