Your People Skills:

Influencing People

Persuading People

How To Get People Want To Do What Your Want Them To Do

"To be certain, negotiating is about communicating to convert." 

– Herb Cohen

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

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

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References:

1. How To Connect in Business in 90 Seconds or Less, Nicholas Boothman

2. Negotiate This, Herb Cohen

3. Secrets of Power Persuasion for Salespeople, Roger Dawson

4. The Art of Innovation, Tom Kelley