|
Persuasion Defined
Persuasion is about getting people to
want to do what you want them to do. "It's how you tap into
people's dreams and link your products or services or causes to the
realization of their dreams – it's how you make them see it, hear it, and
want it."1
The entire world is 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
Three Prerequisites
Aristotle posited that for persuasion to be
truly effective, three elements must be present:
trust, logic, and
emotions.
"In modern terms that means that to be
persuasive, you need to
make good first impression by
establishing trust through attitude (body
language, voice tone) and personal packaging; you have to present your
case with indisputable logic; and you have to give a tug to the emotions."1
Be the Best Possible
10 Tips by
Ten3 NZ Ltd.
-
Be a team player.
The most valuable single factor that contributes towards high levels of
excellence and quality in a
team, stem from an individual team member's ability to work with
others, i.e. his or her levels of cooperation and
communication. These "social intelligence" skills include the
ability to
persuade,
negotiate,
compromise and make others feel important...
More
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."4
Become an Irresistible Sales Communicator
Despite what most books and
seminars teach,
successful selling is not a set of strategies,
techniques or tactics to get the prospect to buy.
Rather it is a state of
mind
–
yours and your customer's –
and set of
behaviors that creates compelling win/win outcomes for
everyone...
More
Selling By Coaching
"We are all salesmen every
day of our lives. We are selling our ideas, our
plans, our enthusiasm to those with whom we come to
contact."
–
Charles M. Schwab
Treat your prospective customer as
a player who wants to achieve extraordinary results. You are to help the
player win. Listen to words,
body language and
emotions to understand the player's
both conscious and unconscious needs....
More
5 Strategies for Managing Up
There are five laws that you absolutely must follow if you have
any hope of creating, maintaining, and managing any productive relationship
with your boss...
More
|