Chapter 14 Section 4: How the FBI Uses Small Secrets to Lead to the Big Truth

Instructor FBI Fick was invited by Microsoft Corporation of the United States to give a speech to the employees of the sales department at the headquarters of Microsoft Corporation. Instructor Fick said: "If you want to successfully sell your own products, you must become close friends with customers. How can you become close friends? This requires you to properly expose some of your own shortcomings to the other party, or reveal some of your own. Little secret. This will win the heart of the customer at once, and also win the friendship with the customer." Instructor Fick said: "When facing customers, a smart salesman knows that he needs to 'confess' occasionally. In addition to introducing and explaining that the product is very suitable for customers, he will also find an excuse to say to customers that 'we are already like this. If you are familiar with me, I will quietly tell you about the small flaws in the product, but don’t say it casually...'Of course, the small flaws he mentioned are just trivial things, but his little move But it can greatly increase the goodwill and trust of customers, and greatly increase the probability of successful transactions."

"Of course, if you have a very close relationship with the customer, exchanging some of your own little privacy or little secrets will make the friendship between the two people stronger. But if the two parties have only just met and the relationship is average, you want the other party to tell the truth It’s hard to do that.” "If you want customers to speak their minds about your products without reservation, you must first create an atmosphere where customers feel that you are revealing the truth." "If you talk about everything in front of the customer, the other party will tell the truth; if you don't say anything, it is difficult to get any in-depth information from the customer. Of course, you don't have to Tell customers what is in your heart, the important thing is that these words sound like the truth, let customers feel your sincerity and frankness, so that customers will willingly reveal their hearts to you.”

"General people's personal privacy or inner secrets will only be told to very close friends. If your conversation with customers involves the other party's personal privacy, the other party will definitely keep silent, and even feel disgusted in their hearts: 'This is my personal privacy. What to tell you?' But if you take the initiative to reveal a little bit of your privacy at this time, the other party will be able to talk about your own affairs under the effect of psychological infection, and you will naturally know the customer's secret." "Properly speaking out about one's own shortcomings and opening the hearts of customers with a sincere attitude is also a good way to guide the other party to tell the truth. Under normal circumstances, people hide their shortcomings for fear of being too late, so speaking out about their own However, it is worth noting that you cannot reveal all your shortcomings in order to emphasize honesty, but it will create the impression that customers think you are worthless. Therefore, for ordinary customers or competitors, disclose Privacy or secrets should be just right, not too much, as long as some innocuous little privacy or small shortcomings are revealed, the psychological distance between each other can be shortened, thereby inducing the other party to tell the truth. Not only that, it is also possible to leak some important information Get the information you want to know from the other party. People have a reciprocal psychology for the exchange of information, as long as you disclose some seemingly important information to the other party, the other party will return the same level of information to you.”

In the end, Instructor Fick concluded: "Bluntness and straightforwardness. Some people have a rough personality and like to go straight to the point. When you talk to them, you can get straight to the point. Say what you have to say, be straightforward and honest. It can make him feel that you are a friend." , Amiable, approachable, and credible. According to the principle of reciprocity in psychology, and then return you with equally important information. In addition, the other party will also have great trust in you, and once you gain his trust , he will naturally speak his truth.”

From instructor Fick's speech, we can easily see that as long as you reveal some of your own little privacy or little secrets first, it will make the other party feel trusted, and they will be happy to talk to you, and even give you back. some privacy or secret.Therefore, revealing some of your own little privacy when necessary can guide the other party to tell the truth.