Below are five more that continue with our airplane pilot analogy.
Here’s what to do when you hit a rough patch of persuasion-related turbulence:
1. Correct the pitch.
Allow yourself to understand your target’s hesitation and work to erase invalid preconceptions. Find areas of potential agreement and collaboration, while unearthing resistance that may be unrelated to what you’re actually suggesting: “Your concern is related to the project’s budget, and I understand that. How about we take a closer look at my proposal and find a middle ground by identifying expenses we could initially forego?”
2. Call a co-pilot for help.
You may need to ask others to have a conversation, offer an opinion or otherwise help you get the job done. An executive, an expert or a strategic ally can assist you in thinking through issues. Don’t feel you’re all alone.
3. Circle the airport.
I don’t like to call this tactic stalling; let’s think of it as “circling the airport.” Sometimes to be successful, you need to keep an idea alive long enough — like a batter fouling off pitches until the perfect one comes along.
4. Choose a different runway.
Provide other options to get your pitch back on track: “We can either choose three of these ideas and determine how best to move forward with them, focus on your favorite idea and make that happen, or come up with a new set of ideas.”
5. Abort the destination.
Land somewhere else. Nothing is ever worth “or else.” The Greeks preferred to die in battle when they couldn’t win, establishing the ultimate example of “or else.” The Romans, on the other hand, believed in retreating in the face of overwhelming strength to fight another day. Be a Roman and not a Greek by leaving doors open and bridges unburned.