Persuasion & Convincing Skills

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  • 1. Persuasion & Convincing Skills Trigger the Yes ResponseMay 29, 2012Presented by: Ahsan Bham, Team Member - Employee Services

2. Persuasion is1. bring your audience to believe as you doand/or2. influence your audience to take action.May 29, 2012Presented by: Ahsan Bham, Team Member - Employee Services 3. May 29, 2012 Presented by: Ahsan Bham, Team Member- Employee Services 4. Influence: ExplainedDefinitionForms Changing the Attitudes Influence attempts canand Behaviors of otherbe either open or covertlypeople Without Using Anymanipulative.Force or show of power In open influence, the Active Listening Skillsattempt is readily apparent Shapingto the target. Reflection In manipulative influence, the attempt is hidden from the target.May 29, 2012Presented by: Ahsan Bham, Team Member - Employee Services 5. Influence: ComponentsInformation Relevant, factualinformation, i.e. Graphs,Published literature, etc. Do not, however, rely onthis alone! Framework Technical Expertise Comfortable context Assure your Similar examplesunderstanding towards No force approach the problem Exhibit experience and trained qualitiesInfluenceMay 29, 2012 Presented by: Ahsan Bham, Team Member- Employee Services 6. Influence and Persuasion The refined form of Influence is oftentermed as Persuasion. Persuasion attempts to win "the heartand mind" of your client. Thus, in order to persuade you must bringabout a change in attitude, which isbasically an emotion-based change.May 29, 2012Presented by: Ahsan Bham, Team Member - Employee Services 7. Where does persuasion take place? You wish to convince your client that you havethe solution to his problem. You want to convince your client that more timeis needed to complete his request. You wish to show your supervisor that workingovertime do not add up to an effective way to getthings done. You want to show your client that your proposedidea is without any demerits.May 29, 2012 Presented by: Ahsan Bham, Team Member- Employee Services 8. How do you feel when clientsraise objections or ask questions?May 29, 2012 Presented by: Ahsan Bham, Team Member- Employee Services 9. Each of these situations calls for youto 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 yourplan of action is realistic and the right thingto do.4. Be able to push the right buttons, or knowyour client.May 29, 2012Presented by: Ahsan Bham, Team Member - Employee Services 10. Analyze your clientA. Supportive client:you start with their supportB. Uncommitted client:neutralC. Indifferent client:have to get them to pay attentionD. Opposed client:against you before you startMay 29, 2012 Presented by: Ahsan Bham, Team Member- Employee Services 11. Persuasion: ComponentsHaving CredibilityMaking a Solid Understanding your AudiencePersuasion CaseEffective CommunicationMay 29, 2012Presented by: Ahsan Bham, Team Member - Employee Services 12. Components: Defined Understanding YourHaving Credibility Audience Gaining experience inBeforevarious leadership How Do The ProfessionalspositionsMake Decisions? The Best Predictor Of Future Behavior Is Past BehaviorTrust Experience Credibility During Watch closely for reactions Be prepared to pause for questions/clarifications Hostile SupportiveMay 29, 2012 Presented by: Ahsan Bham, Team Member- Employee Services 13. Components: DefinedMaking a Solid CaseEffectively Communicating Begin with a compelling Appealing to emotionalstorysides Paint a picture of whatyou want to happen Word choice add color Present factual evidence and excitement! Anticipate/answer You have to be able toobjections that mighttell a good story!come up End with a clearstatement of what youwant the committee todoMay 29, 2012 Presented by: Ahsan Bham, Team Member- Employee Services 14. People with Advance CommunicationSkills knows the art of influence andpersuasion. It requires practice, finesse and a skill set that goes beyond thosethat the average person possesses.-AnonymousMay 29, 2012Presented by: Ahsan Bham, Team Member - Employee Services 15. Clients will remember what you looked likemore than what you saidMay 29, 2012 Presented by: Ahsan Bham, Team Member- Employee Services 16. 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 AggressiveMay 29, 2012Presented by: Ahsan Bham, Team Member - Employee Services 17. Persuasion vs. CoercionI am going to convinceI am going to pickhim/her that he/she him/her up andwant to jump off thethrow him/her offroof. the roof. Pe rs u a s i o nC o e rc i o nMay 29, 2012Presented by: Ahsan Bham, Team Member - Employee Services 18. Be more Persuasive without being Aggressive Try to convince them Find Common Ground Be Honest about your intentions Be personally Credible, Admit when youdont know something Be Patient i.e., reinforce your messagesover time Soften your appeals Save your most important point for last. Give least number of optionsMay 29, 2012 Presented by: Ahsan Bham, Team Member- Employee Services 19. How to Trigger the "Yes" Response The movie: Adjustment Bureau Its a well-known principle that people liketo have a reason. A reason helps peoplemake a decision and justify their action. "Because" is usually followed byinformation and has become, for mostpeople, a "trigger."May 29, 2012 Presented by: Ahsan Bham, Team Member- Employee Services 20. Validation of Triggerswe humans cant possibly think throughevery situation from scratch, so we have"triggers" that set off automatic,unthinking action. Our brain is built tohelp us simplify life by identifying patternsmoment-by-moment, and automaticallysetting in motion set sequences ofstandard, well-rehearsed behavior.May 29, 2012Presented by: Ahsan Bham, Team Member - Employee Services 21. Triggers: To convince Reciprocation Commitment and Consistency Social proof Liking Authority ScarcityMay 29, 2012Presented by: Ahsan Bham, Team Member - Employee Services 22. 7 Golden Principles of Persuasion Always focus on the end result Relate to your audience (whether it beone 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 influenceMay 29, 2012 Presented by: Ahsan Bham, Team Member- Employee Services 23. Things to remember! Empathy is the key to all types of persuasion Dont elaborate too much Avoid using excessive statistics Dont show that its your opinion, convincethem to believe it as a Universal truth. Make it OBVIOUS. Do not respond to any verbal attacks, keepcalm and your position light-hearted.May 29, 2012 Presented by: Ahsan Bham, Team Member- Employee Services