By skillfully describing the benefits and logic of something in order to gain an agreement or build consensus, great persuaders can create a win-win for everyone.
You might be convincing others how a certain proposal makes sense, and the different ways it benefits other parties. Part of business persuasion is showing stakeholders how a project or business will generate returns, or explaining to employees why a new process or approach will benefit them in the long run. Unfortunately, the negative stigma is that persuasion is seen as manipulative or even dishonest.
Persuasion is absolutely not convincing people to do something they shouldn't do, or is not in their best interest. Persuasion does mean laying out a clear, logical case for why someone should do something, explaining the facts and letting people draw their own conclusions. Here are a few quick tips on how you can become more persuasive, in either personal or professional settings:.
By now you should have a good idea of why you need to be persuasive. At the end of the day, top notch persuaders lay out a bulletproof logical case. But they know how important emotion is to the presentation and delivery. While, it may take you some time to master, do not give up on this trait so easily, because you will find that It will help you at some point or another in the future, for your own good and quite possibly the good of those who are around you.
Everyone loves heros, think of this as your super power, you are going to be the guy who is able to grab the upper hand in every situation, by knowing how and what to say to really make the other person stop and think about their actions, this is great in sales and emergency situations.
Heck, it might even allow you the ability to save someones live one day. Search for:. Now that your audience is motivated to take action, you have to help them understand the action steps and process for which they will commit. At this point of your persuasion effort, your listeners are ready to accept your ideas, recommendations or proposals, but they are still unsure about the action steps and the process.
By communicating actions steps, you will help reduce fear and ambiguity. And when you outline a clear process, you help to minimize the perceived risks. If you fail to define the action steps or clarify the process, all of your effort will be wasted. The audience may have loved what you told them and even how you told it to them, but they will not follow through without a game plan.
After you persuade people to do something different, you need to help them understand how to achieve it. It is not a manipulation tactic. Whether you are the job applicant trying to persuade the hiring manager to hire you , the manager of sales who wants to implement new communication techniques, the change lead responsible for persuading colleagues on the benefits of your next digital transformation initiative, the HR executive charged with a complete work-design overhaul or the marketing executive leading a new approach to performance, you need to become more persuasive.
This point is worth repeating. If you move forward with your presentation, sales pitch or proposal without considering the needs of your audience, you are likely to fail. This is a BETA experience. You may opt-out by clicking here. More From Forbes. Nov 11, , pm EST. Nov 11, , am EST. Nov 10, , pm EST.
Robert Cialdini is a known psychologist and writer who created the theory of the 6 Principles of Persuasion. Different from Aristotle, he modernized the persuasive methods by stating that not only are the 3 factors of Ethos, Pathos, and Logos key but goes a step further into the following factors which also play an important role in persuading others. Scarcity is an example of when something is believed to be rare or hard to come by, therefore people tend to want it more.
This stems from the fear of missing out. This creates our sense of urgency and helps us to further act quickly instead of contemplating a purchase or decision. When others seem more experienced or knowledgeable on a subject then we are willing to listen or entrust them as a source of knowledge and wisdom. If what we are offering is consistent with what the person believes in, then it will be easier to persuade them.
If it goes against their core values, it will be more of a challenge to motivate. In the Liking theory, Cialdini states that the more you like and trust a person, the more likely you are to be persuaded by that person. However, 3 important factors must take place for this to be effective:.
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