THE ODDS are against us, as people are naturally resistant to suggestions. Others need not necessarily believe in a position or idea that we do. Trying to change others' mind forcibly is like hitting against a brick wall. Even a clear and obviously winning idea often falls on deaf ears. The resultant aggravation makes one badger on with long-winded reasoning. But, the command-and-control technique is patronising and attacks the recipient's ego. More often than not, it has the totally opposite effect and people strongly resist the suggestion.
Persuasion is as old as human interactions. It assumes great significance in business as positional power, force or manipulation does not work. Persuasion is of great importance whether you want people to accept your advice, act on your ideas, accept your proposal, buy your product or hire you.
The art of positive persuasion starts, continues and ends with people. Professional persuaders coax sceptical people to their way of thinking without forcing them. They make things happen by swaying decisions in meetings, negotiations, presentations, sales and/or office politics.
We can get our way without resorting to pressure, aggression or threat of punishment. All that is needed is a change of technique.
Here are a few tips on proactive persuasion:
Make connections: Persuasion is all about convincing people to accept our ideas. Therefore, the persuader should focus on creating two-way connections between himself and the audience. He should be ethical, honest and credible to garner acceptance. As motivational speaker Zig Ziglar says, `The most important persuasion tool you have in your entire arsenal is integrity'.
Respecting the opinions and judgment of others is necessary, because only when people sense respect will they be more open to suggestions. Adopt a collaborative approach and reciprocate by being amenable to their suggestions. It will create rapport and interpersonal empathy, which will inspire them to act in support of your ideas.
It's all about timing: To be able to sell your idea to someone, the timing should be right. Look for the right opportunity to air the issue when you think people will reciprocate. How you present your plan matters the most. And this calls for careful preparation. Construct the proposal well with logical reasoning and an explicit objective.
You should sound consistent and confident with solid evidence to back you up. State the issue in multiple ways to promote better understanding.
One need not be an excellent orator, however good communication skills are necessary. The tonality, pitch and terminology used should coerce their curiosity and peak their interest. In the words of American advertising expert David Ogilvy, "If you are trying to persuade people to do something, or buy something, it seems to me you should use their language".
Cultivate commitment: Getting people to `buy in' and take part in your vision calls for garnering commitment. The best way to get people to commit is not by hard-selling things. They will merely stop listening when faced with incessant rhetoric; instead, listen to them too. The emotional appeal will inspire motivation and commitment.
Also, as leadership expert Jay Conger outlines, people always want to know "what's in it for me?" The answer to that question is, in itself, a powerful persuader.
Rev up: Trainer Bob Burg says, "Sometimes the most effective way to persuade someone is not `persuade' at all!" Instead of actively pushing people to change their way of thinking, you should hold back with positive detachment.
A subtle push with oblique hints will allow them to arrive at the `right' conclusions on their own steam. As they exercise their own judgment, it will show that you treat others as responsible, self-directing individuals with an ability to make the best decision.
The techniques of persuasion are numerous; you can invent some of your own too. What is important is to tactfully mould people to your way of thinking and you will reach effective solutions expeditiously!
Persuasion is as old as human interactions. It assumes great significance in business as positional power, force or manipulation does not work. Persuasion is of great importance whether you want people to accept your advice, act on your ideas, accept your proposal, buy your product or hire you.
The art of positive persuasion starts, continues and ends with people. Professional persuaders coax sceptical people to their way of thinking without forcing them. They make things happen by swaying decisions in meetings, negotiations, presentations, sales and/or office politics.
We can get our way without resorting to pressure, aggression or threat of punishment. All that is needed is a change of technique.
Here are a few tips on proactive persuasion:
Make connections: Persuasion is all about convincing people to accept our ideas. Therefore, the persuader should focus on creating two-way connections between himself and the audience. He should be ethical, honest and credible to garner acceptance. As motivational speaker Zig Ziglar says, `The most important persuasion tool you have in your entire arsenal is integrity'.
Respecting the opinions and judgment of others is necessary, because only when people sense respect will they be more open to suggestions. Adopt a collaborative approach and reciprocate by being amenable to their suggestions. It will create rapport and interpersonal empathy, which will inspire them to act in support of your ideas.
It's all about timing: To be able to sell your idea to someone, the timing should be right. Look for the right opportunity to air the issue when you think people will reciprocate. How you present your plan matters the most. And this calls for careful preparation. Construct the proposal well with logical reasoning and an explicit objective.
You should sound consistent and confident with solid evidence to back you up. State the issue in multiple ways to promote better understanding.
One need not be an excellent orator, however good communication skills are necessary. The tonality, pitch and terminology used should coerce their curiosity and peak their interest. In the words of American advertising expert David Ogilvy, "If you are trying to persuade people to do something, or buy something, it seems to me you should use their language".
Cultivate commitment: Getting people to `buy in' and take part in your vision calls for garnering commitment. The best way to get people to commit is not by hard-selling things. They will merely stop listening when faced with incessant rhetoric; instead, listen to them too. The emotional appeal will inspire motivation and commitment.
Also, as leadership expert Jay Conger outlines, people always want to know "what's in it for me?" The answer to that question is, in itself, a powerful persuader.
Rev up: Trainer Bob Burg says, "Sometimes the most effective way to persuade someone is not `persuade' at all!" Instead of actively pushing people to change their way of thinking, you should hold back with positive detachment.
A subtle push with oblique hints will allow them to arrive at the `right' conclusions on their own steam. As they exercise their own judgment, it will show that you treat others as responsible, self-directing individuals with an ability to make the best decision.
The techniques of persuasion are numerous; you can invent some of your own too. What is important is to tactfully mould people to your way of thinking and you will reach effective solutions expeditiously!
PAYAL AGARWAL
No comments:
Post a Comment