The process of persuasion what to do and what not to do

The process of persuasion what to do and what not to do. The process of persuasion what to do and what not to do.

WHAT YOU CAN DOWHAT YOU CAN DO

There are specific things you can do that will set you on the path of effective leadership and mastery of the art of persuasion.

Connect emotionallyPersuasive conversationsFind the common groundEstablish your credibilityDevelop your communication skillsBecome an effective team builder

CONNECT EMOTIONALLYCONNECT EMOTIONALLY

Good persuaders have an accurate sense of their audience's emotional state.

AdjustAdjust the tone and approachapproach of their argument accordingly.

PERSUASIVE PERSUASIVE CONVERSATIONSCONVERSATIONS

Leadership itself is a series of conversations with colleagues, employees, stockholders, and the media, anyone who could influence the success or failure of a business.

Leaders should make sure that every conversation they have results in three three outcomesoutcomes:

advancement of an agenda shared learning a stronger relationship

FIND THE COMMON GROUNDFIND THE COMMON GROUND

Frame your position so it appealsappeals strongly to the people you want to persuade.

You can do this by knowing what they are thinkingthinking and what their concernsconcerns are

DEVELOP YOUR DEVELOP YOUR COMMUNICATION SKILLSCOMMUNICATION SKILLS

Use vivid languagevivid language and compelling compelling evidenceevidence to reinforce your position.

Research shows that listener absorb information in proportion to its vividness.

Learn to give better presentations by taking taking acting lessons and presentation acting lessons and presentation workshopsworkshops.

Think of every conversation as a dramatic dramatic presentation. presentation.

You don't excite people by giving them factual answersfactual answers.

ESTABLISH YOUR ESTABLISH YOUR CREDIBILITYCREDIBILITY

The cornerstones of credibility are expertiseexpertise and relationships built on relationships built on trust. trust.

BECOME AN EFFECTIVE TEAM BECOME AN EFFECTIVE TEAM BUILDERBUILDER

Every time you're in a group setting, part of your job is to make sure people are inspired, involved, committed to inspired, involved, committed to something importantsomething important.

Individual AssignmentIndividual Assignment

Research from internet :types of

THE SEVEN TRIGGERS OF PERSUASIONTHE SEVEN TRIGGERS OF PERSUASION

By understanding the seven triggersleaders can align their efforts at persuasion with the way the mind works

1. Contrast2. Reciprocation3. Commitment and consistency4. Authority5. Scarcity6. Conformity7. Liking

ContrastContrast

Judgement is always relative, use contrast to make your argument appealing

Establish a benchmark, one that lets your proposal show up in favorable light

“Recent survey shows that …”

ReciprocationReciprocation Most people feel that if they have been given something, they

should give something in return So, wise leaders are first givers, than takers Always be ready with first concession in a negotiation Cooperate in little things, so that you can win the big reciprocity

“Oh, Ibu suka belanja ke Harrod’s.Pakai member card saya aja, dapat diskon..Kapan-kapan mau ke sana ...…Sesuai quotation, saya mau ambil bulk.Kalau 15% off price, bisa kan Bu?”

Get small initial commitment, and you will bind your team in a web of commitment that will ultimately extend to the larger issue.

People like to believe that they are behaving consistently, so establish a consistent pattern of commitment is essential.

Smart facilitators know this and get negotiating parties to agree on the ground rules first

“Selama pembicaraan ini, kita sepakati bahwa USD 1 sama dengan IDR 9600, okay?Tentu saja kalau nanti ada perubahan kita bisa amandir naskah agreement…”

Commitment and Commitment and consistencyconsistency

AuthorityAuthority

Leaders are naturally given the authority that comes with the position.

It is yours to keep or loose. Dress and act the part

“.. By the authority of which the city of Smallville given to me, I pronounce you husband and wife..”

ScarcityScarcity We naturally want thing that we percieve to

be scarce and priceless Cultivate this sense of scarcity in your

employee by creating vision of the company as unique, something rare, and difficult to achieve

“Karena record Bapak selama 12 bulan terakhir baik sekali,kami menawarkan Loan-on-phoneRp. 25 jutaKesempatan terbatas inihanya kami berikan kepada 100 customer terbaik…”

ConformityConformity

People like to conform with the mainstream

Application: Ads Model, Politic,

Celebrity Lady Di, Demi Moore

Liking : “The Outsiders”Liking : “The Outsiders”

We naturally want to associate with people that we like

Stress the similarities you have with your teamand look for ways to build bridges to them through social occasion that play up those similarities

Tom Cruise, Emilio Estevez,Ralph Macchio, Patrick Swayze,Matt Dillon, C. Thomas Howell, Rob Lowe

Tom Cruise, Emilio Estevez,Ralph Macchio, Patrick Swayze,Matt Dillon, C. Thomas Howell, Rob Lowe

What not to doWhat not to do

1. Avoid the hard sell

2. Compromise

3. Don't confuse argument with persuasion

4. Persuasion is not a one-shot effort