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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.
May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
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.
May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
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
May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
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.
May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
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.
May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
How do you feel when clients
raise objections
or
ask questions?
May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
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.
May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
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
May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
Persuasion: Components
Persuasion
Having Credibility
Making a Solid Case
Effective Communication
Understanding your Audience
May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
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
May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
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!
May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
“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
May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
looked like
said
Clients will remember what you
more than what you
May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
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.
May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
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."
May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
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.
May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
Triggers: To convince
• Reciprocation
• Commitment and Consistency
• Social proof
• Liking
• Authority
• Scarcity
May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
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
May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
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.
May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services