In this 3rd and final issue of this 3-part series we will continue to explore the paths to perfect persuasion so you can both evaluate and apply new methods to perform your service for your clients.
15. Make Them Right – The message we send when trying to have people look at our way can be set against two different backgrounds. You can essentially argue that your audience is “wrong” for not wanting to do things your way OR you can argue that they are “right” and that is exactly why your way is best. For instance telling someone, Choosing the cheaper solution is dumb because it you are throwing good money after bad. Is a make wrong statement. Whereas, I’m asking you to invest more because I think this will help your daughter Katie be more healthy and I know you cherish that is a great example of a “Make-right” statement.
16. Shifting Focus – Messages are more persuasive if they do not to overtly attempt to send the message that you are trying to change their mind. For instance, when faced with a stall or “think-it-over” you could ask, “Let me ask you something, how do you normally purchase? More high end, mid-range or economical?” This question doesn’t challenge their idea of having to take more time. It “shifts the focus” on to their normal buying habits, which in turn helps them “think-it-over” in real time.
17. Custom Fit – Along with attempting to maintain attention, you be more likely to do so by referencing things that are meaningful to the person you’re persuading. For instance if the person is work or career centered you would be best creating a solution for them that would allow them to perform and concentrate on their work. If the person is more family centered, you would be best to tailor it around how it would allow them to spend more quality time with their family. Customize your message and you will always have their attention.
18. Creating Agreement – When people think you are working towards the same goal that they are trying to achieve, they are easier to persuade. So when hearing something that you disagree with, you would be best to first tell that they made a great point or that you understand how they would feel that way. Instead of using the word but at that point you should further illustrate how your argument does achieves exactly what they are hoping to as well, just taking the solution a different, better and easier way.
19. Confidence – People are easier to persuade if they believe they are being persuaded by someone who really believes in what they are saying. Therefore, the first person who must be sold on your message is YOU. People can hear the signs like weak language in using words like probably, maybe, should or could. One clue is that someone who is confident is also having fun with the message they are sending because they enjoy it sending it. So if your audience is laughing with you, there is a good bet they also feel confident in you as well.
20. Using The “Why” – The most powerful thing you can do is to share with your audience “why” you want them to purchase or do things your way. It is also equally important to make sure that the “why” is based on a reason that benefits them and not you. As a matter of fact, you would be wise to share how the solution that is best for them is NOT as good for you but because you care so much, you would be willing to do it. Which leads us to the final “why” and that is why you care so much. Display openly your client-focused motives as to why you want them to do things your way and you’ll have a winner.
21. Create Contrast – When trying to change someone’s mind about something, it is wise to ask for something more at first that is totally unreasonable and then later, settling for an apparent compromise. Go into every negotiation “shooting for the stars” and then settling for the moon and you are sure to persuade reasonable people to agree to a compromise. A compromise that results in getting exactly what you want.
The Essence Of Changing Minds
No matter how good you become at persuading people to do things the way you’d like them to, remember that your motives to your attempts to persuade are key. There are two motives:
- Greedy Motive – Only good for you. Basically taking advantage of others for your own good.
- Pure Motive – Focused on an outcome that is good for both them and you.
Remember that persuasion is neutral and that is harbors no bad or good intentions. It is how YOU use the laws of persuasion to work for the common good of those you serve or to manipulate them that will be the key to your ability to sustain them. Also remember that everyone in the universe has to persuade someone every single day. Use these paths to persuade wisely and you will leave a legacy of service and success.