The term “elision” means the covert elicitation of information. In fact, it is an effective set of techniques for influencing people’s behavior. Extracting information is a real art. Elicitation works because most people want to appear alert and responsive. It is not in our habits not to answer a perfectly innocent question.
In fact, most people have tried eliciting information one way or another. For example, when you decided to please your wife with a birthday present and subtly elicit from her what she would like to receive. This is elicitation. And in business, this approach is indispensable. Found in the book “Agent of Influence” four methods of making a person talk, we publish.
Find out in advance
Salespeople and entrepreneurs sometimes spend a tremendous amount of time building relationships with potential customers. Many hours (and dollars) are invested in dinners, breakfasts and trips to a golf game, not to mention emails, social media postings, phone calls and cold calling. And worst of all, sometimes these efforts end up going nowhere: the order isn’t placed, the deal isn’t closed.
But what if, by applying a few simple skills, you could screen out customers who wouldn’t buy anything, or acquaintances with whom communication is unpromising? What if you could extract information from a person to see if they would become your customer?
There are many methods of getting a person to talk. Here are some tried and tested:
Flattery
People have a craving for praise, so well-concealed flattery is much more effective than you might think. Compliments need to be done in a way that makes the person feel good and want to share at the same time.
For example: “The company must value your professionalism very highly, otherwise they wouldn’t have delegated you to this conference. You must be one of the best in the business.”
Such a remark will prompt the person to elaborate on his specialization and position in the company, right down to information about the projects he is currently working on.
Shared interests
If you want to get a stranger talking, find a topic that interests both of them. You wouldn’t believe how much information the person is willing to give up when he realizes that you know about this too!
For example: “I totally agree, something unreal is going on with home security technology right now.”
With this kind of statement, you are signaling that you too belong in this field, so it is safe to discuss it with you. You give the impression that you know about the subject, and the person you are extracting the right information from doesn’t think he or she is going to tell you something you don’t already know.
Start with a question.
This simple technique lays the groundwork for a more detailed discussion. It works with those who like to talk about themselves.
For example: “Have you worked for the same engineering company your whole life?”
The question will encourage the person to talk about his or her work experience. If he has actually worked at the same company for a long time, you open the door to the following questions: “What do you like about it there?”, “Have you ever thought about leaving?”.
A confession of ignorance
By nature, people are responsive and will gladly fill in the gap in your knowledge.
For example: “Oh, I’m an amateur at creating databases. Can you advise me on where I should start?”
After such a confession, someone will gladly enlighten you. Just ask for help – and you’ll get all the information you need.
From the book Agent of Influence.
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