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Persuasion Defined
Persuasion is about getting people to
want to do what you want them to do.
The world around you is mainly composed of the results of
your ability to persuade others or their ability to persuade you. "Anytime
we are doing anything, it's because somebody persuaded us to do it. We don't
lie, cheat or steal, because somebody persuaded us to adopt a set of moral
and ethical standards. We are surrounded by the things that people persuaded
us buy."3
TALE
of
Persuasion: 3+1 Elements
The seeds of persuasion must be planted in a
fertile soil of compatibility with
deep values and
guiding principles
of the persuadee to be able to grow into a tree with delicious fruits.
Aristotle posited that for persuasion to be
truly effective, three elements must be present:
trust, logic, and
emotions. These are the three elements of TALE a persuader must
communicate. Yet, a persuasion effort
will only be effective if the subject of persuasion is
compatible with
deep values and
guiding principles of the
persuadee. Internal acceptance is
the fourth key element of the TALE of persuasion that makes the first three
elements external to the persuadee work...
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Same Reality, Different Perceptions
Cultural Differences
4 NLP Perceptual Positions
Sell Your Ideas to Other Stakeholders
Great ideas are one thing; getting them into
the minds of others is another. Use various selling techniques to sell your
ideas to others. Remember,
marketing is a battle of perceptions, not ideas. All truth is
relative – what people perceive to be true that is
the truth. Your task is to establish or change your prospect's perceptions,
because if they don't you will not win the battle. The ugly truth is that
you'll get further with a mediocre idea supported by a skillful marketing
campaign than with a great idea alone...
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Selling Is Problem Solving
Yin-Yang of Communication
Yin-Yang of Effective Listening
Use Prototypes to Sell Your
Ideas to Others
"Good
prototypes don't just communicate – they persuade," says Tom Kelly.4
Prototypes beat words and pictures. If a picture is worth a thousand words,
then a good prototype is worth a thousand pictures. "It if easy to reject a
dry report or a flat drawing. But models often surprise, making it easier to
change your mind and accept new ideas. Or make hard choices, such as
forgoing costly and complex features. Give your management team a
report, and it's likely they won't be able to make a crisp decision.
But a prototype is almost like a spokesperson for a particular
point of view, crystallizing the group's feedback and keeping the things
moving."
How To Make Great Presentations
How To Persuade People To Buy from You
Tap into people's dreams, adapt your
value proposition accordingly, and link it to the realization of
their dreams if you want people to buy your products or services...
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Socratic Questions
Socratic questioning is at the heart of critical thinking –
they enhance your critical thinking skills. Socratic questions
challenge accuracy and completeness of
thinking in a way that acts to move people towards their
ultimate
goal...
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