Transcription
One of the fastest ways to get somebody off of one track of thinking and start getting them to start believing something else is you've heard of the Kubler Ross grief model where it's like denial, anger, bargaining, depression, and acceptance. And it's like the five stages of grief that we all go through.
Conversationally, you can walk someone through those five stages of grief without them even knowing that they're going through that process and get them to like relinquish control over like a previously held belief.
Let's say I'm a door-to-door sales guy and I'm selling you solar. I want to get you out of the mindset that like solar is for x number of people or this type of person. All I have to do is get you to denial. I say one or two things to get you angry. Then I start talking about like the different options that you have and get you into a bargaining mindset and then talk about how all of your options are limited and like everything is so far out of our control and like push you into depression. And then I get you into acceptance a thousand times easier, 1,000 times faster.