Earning the Support of
power can help you get more of
the things you want faster than anything else you do. It can mean the difference
It can guarantee your progress and enable you to use all of your other skills
and abilities at the very highest level. Your persuasion power will earn you the
support of others.
You Have Two
There are always
two choices: either you can persuade others to help you or you can be persuaded
to help them. It is one or the other. Most people are not aware that every human
interaction involves a complex process of persuasion and
influence. And being unaware, they are usually the ones being persuaded to
help others rather than the ones who are doing the persuading.
The Key To
The key to
motivation. Every human action is motivated
by something. Your job is to find out what motivates other people and then to
provide that motivation. People have two major motivations: the desire for gain
and the fear of loss. The desire for gain motivates people to want more of the
things they value in life. They want more money, more success, more health, more
influence, more respect, more
love and more
Human wants are limited only by individual
matter how much a person has, he or she still wants more and more. When you can
show a person how he or she can get more of the things he or she wants by
helping you achieve your goals, you can motivate them to act in your behalf.
Eisenhower once said that, “Persuasion is the art of getting people to do what
you want them to do, and to like it.” You need always to be thinking about how
you can get people to want to do the things that you need them to do to
The Fear of
People are also
motivated to act by the
fear of loss. This fear, in all its various forms, is
often stronger than the desire for gain. People fear financial loss, loss of
health, anger or disapproval of others, loss of the love of someone and the loss
of anything they have worked hard to accomplish. They fear change, risk and
uncertainty because these threaten them with potential losses.
Whenever you can
show a person that, by doing what you want them to do, they can avoid a loss of
some kind, you can
influence them to take
a particular action. The very best appeals are those where you offer an
opportunity to gain and an opportunity to avoid loss at the same time.
Here are two
things you can do immediately to put these ideas into action.
trying to convince someone of something, take a little time to think and ask
questions to find out what it is he really wants. Then, motivate him to act by
showing him how you can help him get it.
about how you can save a person from some loss or guarantee them a particular
outcome if they accept your ideas.
for their reasons, not yours.