Persaude With Power
Mick Jagger said, "You can't always get what you want." But it
doesn't stop us from trying...and it shouldn't. Yet what about
those times when we're less effective at communicating our wants
and getting our reward. That can be frustrating when we try to
put ideas across and wonder why others don't seem to share our
enthusiasm or interest. For personal to business communications
here are a few simple concepts important to maximize your power
of persuasion.
First, keep in mind the two fundamental human desires: to make a
contribution or difference and to be received or "gotten" by
others. Communication is a two-way street. We have to assist
others to hear us when the time is best, digest our proposals
and respond positively. When we don't get a definite, "Now's not
a good time," then it's also knowing how to let go and move on.
1. Research is the first step in persuading others. You can't
even interest someone in going to see a movie with you if you
don't know the name of the movie, where it's playing or the
time. Do your homework before you approach your invitee.
2. Timing Always check if the timing for the conversation is
right and you have their attention. Never assume you can walk in
a room and start talking. Offer short friendly comments first,
whether by email, phone or in-person. No one wants to feel
disrespected by jumping into business topics without a few
relationship-centered words exchanged first.
3. Clarity is the important third step in how you maximize the
opportunity and explain the idea or plan. Practice your
invitation beforehand to yourself, or with someone else. Know
the most important parts to be communicated.
4. Encouragement creates interest or acceptance of your view and
empowers others to action. It is not meant to persuade through
convincing, cajoling or dominating. It is not meant to cause
someone to undertake an action or embrace your point of view by
means of argument, reasoning or entreaty. Encouragement
stimulates support and inspires action.
5. Listening is a component of encouragement. Stop to hear the
feedback from the person you're talking with. Reflect on their
comments, without judgment, before any additional response.
Perhaps they have an aspect to the proposal you hadn't
considered. In true listening, you weigh their responses as much
as you expect them to weigh yours. Sometimes literally repeat
their comments back to them so they know they've been heard. Use
comfortable body language to demonstrate your listening, without
making them feel rushed.
6. Unattachment Of all the tools, this is your biggest power
source. Have a clear intention and commitment to your idea or
project, but be ready to let go, so you can change course if
needed.
7. Alternation If your initial offer is declined, then you can
counteroffer. If that fails, you can be prepared with a new idea
in the wings. For example, you pitch a program that your
prospective client isn't interested in, you then offer an
alternative program idea and get a similar "no" response. Since
you've prepared ahead, you can now shift your attention to
another project and possibly revisit the first idea at a later
date.
Follow these winning strategies in persuading others and you'll
notice the results will be more frequent, more rewarding and
repeatable.