persuasion & convincing skills

Persuasion & Convincing Skills

Trigger the “Yes” Response

May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services

Persuasion is

1. bring your audience to believe as you do

and/or

2. influence your audience to take action.


Influence: Explained

Definition

• Changing the Attitudes and Behaviors of other people Without Using Any Force or show of power

– Active Listening Skills

– Shaping

– Reflection

Forms

• Influence attempts can be either open or covertly manipulative.

– In open influence, the attempt is readily apparent to the target.

– In manipulative influence, the attempt is hidden from the target.


Influence: Components

Influence

Framework

• Comfortable context

• Similar examples

• “No force” approach

Information

• Relevant, factual information, i.e. Graphs, Published literature, etc.

• Do not, however, rely on this alone!

Technical Expertise

• Assure your understanding towards the problem

• Exhibit experience and trained qualities


Influence and Persuasion

• The refined form of Influence is often termed as Persuasion.

• Persuasion attempts to win "the heart and mind" of your client.

• Thus, in order to persuade you must bring about a change in attitude, which is basically an emotion-based change.


Where does persuasion take place?

• You wish to convince your client that you have the solution to his problem.

• You want to convince your client that more time is needed to complete his request.

• You wish to show your supervisor that working overtime do not add up to an effective way to get things done.

• You want to show your client that your proposed idea is without any demerits.


How do you feel when clients

raise objections

or

ask questions?


Each of these situations calls for you to persuade your audience. In order

to persuade you would have to: 1. Awaken a belief on the part of your listeners

that what you are proposing is a good idea. 2. Show the client that you have a well-

thought-out plan of action available. 3. Be able to convince your client that your

plan of action is realistic and the right thing to do.

4. Be able to “push the right buttons,” or know your client.


Analyze your client A. Supportive client:

– you start with their support

B. Uncommitted client: – neutral

C. Indifferent client: – have to get them to pay attention

D. Opposed client: – against you before you start


Persuasion: Components

Persuasion

Having Credibility

Making a Solid Case

Effective Communication

Understanding your Audience


Components: Defined

Having Credibility

• Gaining experience in various leadership positions

Understanding Your Audience

Before

• How Do The Professionals Make Decisions?

• “The Best Predictor Of Future Behavior Is Past Behavior”

During

• Watch closely for reactions

• Be prepared to pause for questions/clarifications

• Hostile Supportive

Trust Experience Credibility


Components: Defined

Making a Solid Case

• Begin with a compelling story

• Paint a picture of what you want to happen

• Present factual evidence • Anticipate/answer

objections that might come up

• End with a clear statement of what you want the committee to do

Effectively Communicating

• Appealing to emotional sides

• Word choice – add color and excitement!

• You have to be able to tell a good story!


“People with Advance Communication Skills knows the art of influence and

persuasion. It requires practice, finesse and a skill set that goes beyond those that the average person possesses.”

-Anonymous


looked like

said

Clients will remember what you

more than what you


Persuasion: In a nutshell!

• Related to Perceptions of Credibility

– Trustworthy

– Qualified

– Personal dynamism

• How could being more “Persuasive” assist you in dealing with others?

• Caution: Persuasive not Aggressive

May 29, 2012 Presented by: Ahsan Bham, Team Member

- Employee Services

Persuasion vs. Coercion

Coerc ion Persuas ion

I am going to pick him/her up and

throw him/her off the roof.

I am going to convince him/her that he/she want to jump off the

roof.


Be more Persuasive without being Aggressive –Try to convince them

• Find Common Ground

• Be Honest about your intentions

• Be personally Credible, Admit when you don’t know something

• Be Patient – i.e., reinforce your messages over time

• Soften your appeals • Save your most important point for last. • Give least number of options

May 29, 2012 Presented by: Ahsan Bham, Team Member

- Employee Services

How to Trigger the "Yes" Response

• The movie: Adjustment Bureau

• It's a well-known principle that people like to have a reason. A reason helps people make a decision and justify their action.

• "Because" is usually followed by information and has become, for most people, a "trigger."


Validation of Triggers

we humans can't possibly think through every situation from scratch, so we have "triggers" that set off automatic, unthinking action. Our brain is built to help us simplify life by identifying patterns moment-by-moment, and automatically setting in motion set sequences of standard, well-rehearsed behavior.


Triggers: To convince

• Reciprocation

• Commitment and Consistency

• Social proof

• Liking

• Authority

• Scarcity


7 Golden Principles of Persuasion

• Always focus on the end result

• Relate to your audience (whether it be one or many)

• Sweet talking (weave your intention)

• Use technical words where necessary

• Try to elaborate on what you said earlier

• Remain relaxed at all times

• Take advantage of influence


Things to remember!

• Empathy is the key to all types of persuasion

• Don't elaborate too much

• Avoid using excessive statistics

• Don’t show that it’s your opinion, convince them to believe it as a Universal truth.

• Make it OBVIOUS.

• Do not respond to any verbal attacks, keep calm and your position light-hearted.


persuasion & convincing skills

Documents

ahsan bham

team member employee

knowyour client

uncommitted client

supportive client

indifferent client

opposed client

open influence