The Jedi Mind Trick

It’s called the Jedi mind trick because it is so effective in negotiation. When I was taught this I was asked to promise not to use it on family and friends. It’s also called W.I.O.C. or Welcome, Isolate, Overcome, Close.

To understand how this works you must understand that people can lie up to a thousand times a day. This is not necessarily to be malicious, it may be being polite, for example yes, your tie looks great. So, if you understand that the first objection in a sale is often a polite ‘social lie’. Once you put the first objection aside you can start to uncover the real objections and hesitation with moving forward.

In the words of Master Yoda:

‘Understand your objection I do’ (welcome the objection)

‘Let go of your hate for that’ (Isolate the lie objection)

‘What are your true feelings’ (Overcome the true objections)

‘Contract, shall I prepare’ (Close)