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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
Negotiation DOs and DON'Ts
The 10 Key Project Leader
Skills
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
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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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...
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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.
Synergistic Selling: 3 Strategies
Rather it is a state of
mind
–
yours and your customer's –
and set of behaviors that creates compelling win/win
outcomes for everyone...
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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....
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Five Bargaining Tips
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Be persistent. Don't expect to "win"
the first time. Your first job is just to start the other person thinking. ..
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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...
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