Yet many businesspeople misunderstand persuasion, and more still underutilize it. The reason? Persuasion is widely perceived as a skill reserved for selling products and closing deals.
It is also commonly seen as just another form of manipulation—devious and to be avoided. Certainly, persuasion can be used in selling and deal-clinching situations, and it can be misused to manipulate people. But exercised constructively and to its full potential, persuasion supersedes sales and is quite the opposite of deception. Instead, it involves careful preparation, the proper framing of arguments, the presentation of vivid supporting evidence, and the effort to find the correct emotional match with your audience.
Improve your physical appearance. Persistence is an incredible quality to have. First, they are listening to assess how receptive you are to their point of view. What We Need To Succeed. Persuasive people allow others to be entitled to their opinions and they treat these opinions as valid. Entrepreneur Insider is your all-access pass to the skills, experts, and network you need to get your business off the ground—or take it to the next level. Your name is an essential part of your identity, and it feels terrific when people use it.
Effective persuasion is a difficult and time-consuming proposition, but it may also be more powerful than the command-and-control managerial model it succeeds. Today you have to appeal to them by helping them see how they can get from here to there, by establishing some credibility, and by giving them some reason and help to get there.
Think for a moment of your definition of persuasion. First, you strongly state your position. Second, you outline the supporting arguments, followed by a highly assertive, data-based exposition. The reality is that following this process is one surefire way to fail at persuasion.
What, then, constitutes effective persuasion? If persuasion is a learning and negotiating process, then in the most general terms it involves phases of discovery, preparation, and dialogue.
Getting ready to persuade colleagues can take weeks or months of planning as you learn about your audience and the position you intend to argue. Before they even start to talk, effective persuaders have considered their positions from every angle.
What investments in time and money will my position require from others? Is my supporting evidence weak in any way? Are there alternative positions I need to examine? Dialogue happens before and during the persuasion process. During the process, dialogue continues to be a form of learning, but it is also the beginning of the negotiation stage.
You invite people to discuss, even debate, the merits of your position, and then to offer honest feedback and suggest alternative solutions.
In fact, the best persuaders not only listen to others but also incorporate their perspectives into a shared solution. Persuasion, in other words, often involves—indeed, demands—compromise. Perhaps that is why the most effective persuaders seem to share a common trait: they are open-minded, never dogmatic.
That approach to persuasion is, interestingly, highly persuasive in itself. When colleagues see that a persuader is eager to hear their views and willing to make changes in response to their needs and concerns, they respond very positively. They trust the persuader more and listen more attentively. When it comes down to it, a vote for a politician is a vote for a way of life. Your choice is informed by your belief of what issues really matter and what you find morally correct.
Wildly different beliefs can be perceived as the right belief without any sort of logical reasoning taking place. Where most politicians and would-be influencers fail, is in not understanding just how ingrained these moral convictions are.
THE PERSUADER shows you how to harness the power of emotions to dramatically increase your ability to win more business. By the time you've read THE. THE PERSUADER shows you how to harness the power of emotions to dramatically increase your ability to win more business. By the time.
So here we hit the wall. Here is the unpersuadable issue. Not entirely.
Focus on what they value. Not what you do. Looking at US politics as a pretty clear example of hard-lined moral convictions, Graham and other researchers found that liberals are most concerned with issues of care and fairness, while conservatives care most about loyalty, respect, and purity. So how does a good influencer use this knowledge to persuade the opposition? In another study, Feinberg and Willer found that conservatives demonstrated greater support for pro-environmental legislation when advocacy statements were framed in terms of purity rather than in terms of the more liberal values of harm or a control.
If you can do that, it will show that you view those with whom you disagree not as enemies, but as people whose values are worth your consideration. For the con artist, this is the scheme or tale you tell, where you allow the subject to come to the conclusion you want them to—without too heavy of a guiding hand. Grease is best used sparingly, so a bit of scarcity—and a dash of social proof—is probably all you need to keep things moving. And when you come up against objections or push back?
Get emotional. Flip the script. The most important thing to note about any con artist, grifter, salesperson, or politician is that they only succeed because we let them. The only time a con will really work is when it preys on some aspect of life that you want to happen. The motivation is already there, somewhere inside of you. And no matter how small the spark, with enough work someone can stoke it into a roaring fire.
We want to believe, and a good influencer just pushes us in the right direction. As Robert Cialdini warns:. When these tools are used unethically as weapons of influence … any short-term gains will almost invariably be followed by long-term losses. Crew publishes regular articles on creativity, productivity, and the future of work.