HomeInvestmentFrom No to Sure: Persuading Shoppers with the 3Ps Technique

From No to Sure: Persuading Shoppers with the 3Ps Technique

The next is customized from the latest e book Small Actions: Main Your Profession to Huge Success, by Eric Sim, CFA, and Simon Mortlock.

No person likes rejection. Which is why, through the years, I’ve developed a three-step course of to remodel conditions from hopeless to hopeful. I name it the 3Ps strategy:

  1. Perseverance
  2. Perspective
  3. Positivity

Let me provide you with some examples of the best way to put the 3Ps into motion.

Leaving by 7 pm

Getting a desk on a weekend at a few of Hong Kong’s hottest eating places can really feel, with solely gentle exaggeration, like successful the lottery. However hope springs everlasting, and like all these individuals who patiently queue up at lottery counters hoping to purchase the successful ticket, I can’t assist however strive my luck at my favourite Italian restaurant chain. Its thin-crust pizzas and aglio e olio pasta are simply that impossible to resist. My household likes to have Sunday dinner on the busy Kennedy City department. After all, we often make spur-of-the-moment selections to go, and it’s all however unattainable to order a desk on the identical day. However that’s the place the 3Ps got here in.

One Sunday afternoon, I known as the restaurant.

“Good afternoon!” a girl with a cheerful voice answered.

“Do you’ve got a desk for 4 tonight?” I requested hopefully.

“No sir, we’re absolutely booked,” she replied with a tinge of remorse.

“How about at 6 pm?” I countered.

“Sir, we’re absolutely booked,” she repeated, most likely pondering, “Which a part of ‘absolutely booked’ do you not perceive, sir?”

However I wasn’t deterred. “What if we depart by 7 pm?” I requested.

There was a slight pause on the opposite finish of the road. “Let me test,” she stated. Just a few seconds later, she replied, “Sure sir, we now have a desk.”

I used the 3Ps to alter her thoughts. Right here’s the way it works:

Perseverance: Present Your Effort

I didn’t cling up after she stated “absolutely booked.” As a substitute, I got here up with a counter proposal. After I recommended leaving the restaurant early, I confirmed her I may very well be versatile on timing.

Perspective: Perceive the Different Individual’s Precedence

The restaurant worker’s principal concern wasn’t catering to my wants; it was making certain that clients who had reservations have been seated by the allotted time. She didn’t care whether or not I wished a desk to have fun my little one’s birthday or my boss’s resignation. Getting indignant, saying how a lot enterprise I’d given the restaurant, or threatening by no means to go there once more weren’t going to work together with her. As a substitute, I helped her do her job by providing her the restaurant hostess equal of an choices commerce in finance. I gave her a contract establishing her proper (however not obligation) to chase me out at 7 pm.

However that Sunday evening, I wasn’t shooed away: The restaurant had sufficient room, so the choice holder didn’t must train her choice.


Name me an everlasting optimist, however I at all times hope I can flip a scenario from unfavorable to favorable. Many individuals would have given up at “we’re absolutely booked.” Not me. I sought a compromise that was a win–win resolution for either side. The restaurant isn’t full throughout the early night, so I helped it use its assets extra effectively.

Relationship Alpha tile

Can I Drop By?

The power to alter a “no” to a “sure” is much more important in our careers.

After I was working for a financial institution, a company shopper primarily based in Taipei requested for a renminbi (RMB) development mortgage to construct an workplace tower in Shanghai. This was a 10-year mortgage, and my colleague from the loans division priced it accordingly, utilizing the Folks’s Financial institution of China’s (PBOC’s) five-year or longer fee, which was then 5.94%.

Within the cutthroat world of finance, that wasn’t sufficient. One other financial institution supplied the shopper a extra “inventive” mortgage construction. As a substitute of the usual 10-year mortgage, the financial institution proposed a six-month association that will be frequently prolonged till the mortgage was paid off on the finish of 10 years. This shorter mortgage interval had a a lot decrease rate of interest of 4.86%.

My colleague got here to me for recommendation on the best way to resurrect the deal. I recommended a mortgage in US {dollars} (USD) in addition to a USD–RMB foreign money hedge to create an artificial RMB mortgage with an all-in rate of interest of 4.5%. It was cheaper than the opposite financial institution’s provide however was nonetheless a 10-year mortgage. We proposed our resolution to the shopper’s finance staff. They favored it and submitted the concept to their CFO. The suggestions was constructive.

I had saved the deal! Or so I believed.

Every week later, the shopper instructed us that they couldn’t settle for our proposal. Their CFO had already verbally dedicated to the opposite financial institution earlier than he heard our progressive provide. We have been devastated. I couldn’t perceive why the shopper had gone with our competitor’s pricier resolution, so I requested if I might “drop by” for a espresso assembly in Taipei.

Over our lattes, I defined that below Mainland rules, banks in China weren’t allowed to cost a long-term development mortgage utilizing the six-month PBOC lending fee. Ought to the “inventive” financial institution run into bother with the regulator, its purchasers may very well be impacted. The finance supervisor from the shopper agency took what I stated to coronary heart. I left the assembly and flew again to Hong Kong the identical afternoon. The subsequent day, the shopper known as to say we’d gained the deal. Once more, the 3Ps labored.

Trust Study Tile

Perseverance: Present Your Effort

I continued to have interaction with the shopper even after they turned down our resolution.

Perspective: Perceive the Individual’s Precedence

There have been two potential “no’s” right here. First, the shopper might have refused to take the face-to-face assembly. Had I harassed the enterprise journey was simply to see them, they could have turned down the assembly. Taking it may need made them really feel obligated to reverse their resolution.

However once I requested, “Can I drop by?” they didn’t really feel as pressured. I gave them the choice to say they weren’t going to alter their mortgage resolution. This brings me to the second potential “no.” I discovered throughout the assembly that the CFO would lose face if he withdrew his dedication to the opposite financial institution with out justification. A greater provide was not sufficient. However by highlighting the compliance threat of the competing proposal, I gave him a means out. A doubtlessly noncompliant financing construction wasn’t a threat price taking.

Financial Analysts Journal Current Issue Tile


Regardless of having the door slammed shut after our competitor gained the mortgage mandate, I nonetheless made the journey to Taipei and remained hopeful I might do a deal.

That’s the lesson of the 3Ps. We obtain extra rejections than approvals throughout our lives. Folks will say “no” to us greater than they are saying “sure.”

However to realize large issues, the 3Ps technique might help to influence others, flip no’s to yeses, and reject rejection.

For extra tips about profession and private growth please confer with Small Actions: Main Your Profession to Huge Success, by Eric Sim, CFA, and his co-author Simon Mortlock.

When you favored this submit, don’t overlook to subscribe to the Enterprising Investor.

All posts are the opinion of the writer. As such, they shouldn’t be construed as funding recommendation, nor do the opinions expressed essentially mirror the views of CFA Institute or the writer’s employer.

Picture credit score: ©Getty Photos/zhihao

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