Seth Godin said (something along the lines of) in ‘This is marketing’
“If someone doesn’t act as you expect look for the fear”
If you’re trying to persuade someone it helps to try on their worldview for size and look for their fear in making this decision.
Now not everyone may be up for admitting they’re afraid so you can phrase it differently for them.
You could say:
What’s holding you back on this decision?
or
Why not do this?
And they may fob you off or they might say:
Well I’m worried that it’s going to mean a lot more work for me.
So then you look to address that fear.
Show them a plan for how the work is going to be divided up and how it will require minimal effort for them.
Then if they are still hesitant
you can suggest a quick risk free test.
And if all that doesn’t work then it’s not for them and you can go ahead and find someone who’s more open to change.
Thomas Duggan 