How to be an expert persuader: September 2010

Saturday, September 11, 2010

How To Persuade People In Work

Let me introduce you to John. He's just walking out of his boss's office having tried to persuade him that Kate should be new project manager. His boss Bob disagreed, he wants to recruit from outside the organisation. The conversation nearly turned into an argument and John feels frustrated. He's sure that Kate is right for the role, but he didn't seem to be able to get that across. Sound familiar? There are so many times when we want or have to influence others at work. But even when our ideas are good, if we don't put them across correctly, it can be difficult to persuade people. So how can we increase the chances of a yes? Using some powerful persuasion techniques, let's see if we can help John persuade Bob about Kate.

Step 1 - Understand your Audience's Point of View

John finds Kate easy to work with and so having her as the project manager will make his life easier, but Bob doesn't care about that. The new project manager will be overseeing a major part of Bob's budget, so he wants to make sure that it's managed well. John identifies three reasons that might sway Bob into wanting Kate for the role:

- Kate managed the office move project last year that came in 20% under budget.

- Kate has just done some management training where she learnt techniques that will increase the likelihood of this project's success.

- By recruiting from within, the rest of the team will see that if they work hard there's the potential for promotion.

Step 2 - Put Together a Pitch

John puts together a brief presentation. He starts with a sentence to grab Bob's attention: "I'm going to outline to you in the next few minutes how we can ensure that the next project runs to budget and how we can increases the productivity of the team at the same time." The main part of the pitch will outline the details of the proposal and the benefits to the audience. John comes up with the following: "Last year we ran a major office move project. The project manager was Kate Smith. It came in 20% under budget. Therefore Kate has experience in running major projects and delivering to beat expectations." He then comes up with similar paragraphs for the other two points from Step 1.

Step 3 - Set up a Time and a Place to do the Presentation.

When John had talked to his boss about this before, it was in Bob's office and Bob had been in the middle of writing an important report. So now he calls Bob to set up a time to discuss the proposal. He doesn't give him the details of his pitch yet; just the outline reason Bob should hear it. "Could we meet up tomorrow morning? I want to discuss with you an idea I've had which will ensure the new project runs to budget and which will increase the morale of our staff at the same time." Bob might say, "Mmh sounds interesting, what's this all about?" John should hold back the details at this point. "Well it's a bit complicated to go over now, if I could just have ten minutes with you tomorrow I'll take you through it" Arranging the talk at someone's desk will usually mean you get interrupted or that you won't have someone's undivided attention. This time John books a meeting room for the talk.

Step 4 - Do the Pitch

The next day they meet. John makes his pitch and ends with the line, "So what do you think?" If he's lucky Bob might say "Yes sounds good, let's go with Kate."

Step 5 - Deal with Objections

However Bob might come back to him with some objections. For example, "I'm sorry John, but I think Kate is just too young for this sort of role." If that happens, don't give up yet, use KLARDOC.

K - Keep calm. Bob hasn't said no, he just wants to discuss the implications of Kate's age.

L - Listen carefully so you really understand their point.

A - Acknowledge what they've said.

D - Define. Make sure that this is the only objection. "Just so I'm clear, if Kate were older there would be no problem?" This question might uncover another doubt. Bob might say, "Well it's not just that, I heard that Kate is going back to New Zealand soon." Once you think you've got all the negatives, list them and say, "If we could deal with all of these could we go ahead?"

O- Overturn. You need to come up with good counter-responses. If you can't, best to admit it. Otherwise you could use the "feel, felt, found" method. "I understand how you feel, I felt the same way about Kate being too young and her moving abroad, but what I found was that she's just got her British Citizenship, so she's staying here now. Regarding her age, you know Ken is younger than her and he's running the whole of the Support Department!"

C- Close. See if they agree. "So given that, can we recruit Kate to the new project manager role?"

Bob smiles and says, "Yes." I can't guarantee it, but using this method will increase your chances of a yes. And if not, at least you'll look the sort of person who is trying to be helpful. Be flexible with the techniques, otherwise they'll look too forced; using "feel, felt, found" to everything will make you look a little strange! This sort of approach will make your points far more coherent to your audience and as a result, they'll be more likely to agree with your better ideas. Good luck.

How To Persuade People To Eat Healthy: Save Money

It's tough to know how to persuade people to eat healthy when it's so easy not to. That's a plain and simple fact. It's more difficult to watch the people you love surely kill themselves, despite all the signs, advice and warnings telling your family or friends to alter their lifestyle, switch their habits or slow down.
Too bad, it's not just as easy to reverse disorders, heart problems, colon cancer, or a whole truckload of diseases, ailments, sicknesses, pains and terminal results thanks to undisciplined, slack, unhealthy routines that come from stuffing a person's arteries, veins, muscles, cells and tissues with toxins and food that is harmful.
A lot of people assume everyone "knows that" it is much expensive to eat healthy diets rather than just junk foods. A wallet conscious nearly guarantees to decrease those ideal eating routines in many ways. Unhealthy food, usually are cheap at the grocery store than the more healthy choices, making it a bit too convenient for most people to eat "bad" food rather than the healthier option. Even when you're dining out, it's More "affordable" in the sense of money alone to run into a fast food restaurant than to eat out at a restaurant that can have fresher, more healthy choices.
Your budget crunch doesn't have to be as tight as you perceive for healthy eating goals. You'll just need to follow these creative solutions and improve your health with healthy eating, by choice.
Budget Sensitive Suggestions for Healthy Eating
Tip #1 - Go To The Farmer's Market
You can usually find a local farmer's market in the summer time and, if you live in a larger city, you can find the typical farmer's market operating all year. Finding envious bargains is not as rare as you might think and you'll often come upon extraordinarily fresh items at prices that are easy on your budget.
If you're not sure where to look for a farmer's market, ask people you believe to be healthy, including those you don't know.
Tip #2 - Grocery Store Savings
You can find deals on fresh produce when you're willing to go to a store other than your favorite for sales. You can rely on some grocery stores to deliver better prices on a certain types of food, but you must be watchful of the too good to pass up sales, so shop around.
Tip #3 - Buy Vegetables and Fruit
Don't be fooled by convenience. 'Baby carrots' aren't as good for you, and force you into having your selection chosen for you, rather than finding the best one for your money. You'll get more body benefiting health components you're looking for, simply by selecting, preparing and washing your own produce.
Tip #4 - Welcome Homemade Cooking Into Your Home
Homemade soup is healthier than canned soup, no fooling, has much more nutritional benefit. Prepared food is made to last for sometimes years on end, thus it should be anything, but rocket science, that such 'food' is loaded with salt, sugar, extra calories, and don't get me started about the hidden possibility of worms, bugs, hair, moths and the occasional human finger as history has proven! A cookbook bought to have on hand for years may have a learning curve, but the money you'll save in the first month will banish any doubts you may have now. Quick mention: the newest edition of, 'The Joy of Cooking' I promise is a wise way to ultimately save you a boat load of money, and doesn't break the bank.
Healthy eating is a realistic goal for you and your family and the icing on the cake is you can do it while saving time, money and possibly yourself, health-wise. How to persuade someone to eat healthy of course isn't a money-thing, but a vital health issue. It is really as simple as if healthy eating is your priority resolution, eating healthier is all that is needed.

Persuade With Logic, Evidence Or Authority?

There's more than one way to persuade a person (or your spouse).

I was reminded of this again today as I was hiking with my wife, Saroj, in Zion National Park. And not just any old hike, but up the Narrows, which is a hike literally up in the river that winds it's way through the canyon.

You get wet but that is more than compensated by the amazing scenery. On either side of us were magnificent, 1,500-foot red sandstone cliffs rising straight out of the water.

In one section that actually overhangs the river, the rock is black, not red. I explained to Saroj that this was probably due to the fact that the dampness of the rock and lack of sun supports the growth of mildew and bacteria that ultimately stains the red rock black. Makes sense, right?

Well, she wasn't too sure. She thought it was a different kind of rock. So I pointed out that the black blended right into the red. You could see that it was clearly the same rock.

If at that moment, a geologist had waded up the river beside us and confirmed my assertion, I'm quite sure she would have finally believed me (or not, depending on what he said).

You see, I was using logic and evidence to make my case. But Saroj much prefers authority to determine if a thing is true on not. (I know you're brilliant at marketing, but what do you really know about rocks, Sweetie?)

This, of course, is the source of many an argument. But that's another story...

The fact is, different people are persuaded by different things. I am easily persuaded by logic and observable evidence, while others much prefer to get confirmation from someone who is certified to be an expert.

This is something very useful to consider when you're trying to persuade someone of something, such as trying to get a prospect to see the value of your services.

What should you use? Logic, evidence or authority?

Simple, use all three in as many ways as you possibly can. Let's take the example of a firm, Turnaround Wizards, who is working at persuading a client that they can get the job done.

1. Use logic to build a sound, credible argument:

Explain the difference that your service makes by comparing it to other things they are familiar with. Build your argument one step at a time so that it holds together and makes logical sense.

"Turnaround Wizards offers a one-year program instead of a weekend workshop because the learning really sticks when you apply our models, evaluate the results and then fine tune performance. It's like learning anything, a musical instrument, a language or a professional skill. None of those come instantly and neither does the ability to consistently meet or exceed your business targets."

2. Use evidence to show how your service actually works:

One of the best ways to do this is to cite before and after examples. The use of case studies, especially with similar companies, is very persuasive because it clearly demonstrates that your program works, through actual, observable results.

"A large manufacturing division was losing over $10OK per month. The workers were on the verge of revolt when our performance system was introduced. But once they started to apply the Turnaround Wizard program, things turned around quickly. They are now the top performing division in their company."

3. Use authority to add weight and credibility:

For some people, logic and evidence only gets you so far. After all, you're the one presenting that logic and evidence and you have a built-in bias. But a testimonial or endorsement from a credible source is very persuasive, simply because it's from a third party who is more objective.

"We did a test program with Turnaround Wizards and, although somewhat skeptical at first, were very impressed with the final results. The profit gains were significant. The whole attitude of the division also turned around. We were so happy with their performance that we are bringing them into all our divisions."

By using all three means of persuasion, don't you think the prospect will be much closer to signing your contract?

Whether you're trying to persuade your wife why red rocks turn black in the Narrows of Zion National Park or attempting to persuade a potential client to do business with you, I recommend you use all three - logic, evidence and performance - every chance you get.

I'm still looking for that geologist!

How To Emotionally Persuade Your Ex To Like You Again! Here Are The Tips Which Always Work

Emotion is a beautiful and powerful thing. Without it, life would definitely lose its sense and worth. So as how you live your life, you survive relationships by preserving the emotions you feel towards your partner. So when you want to get an old flame back, you may also want to revive that emotional connection you once had. Here are some of the basic tips to make your ex want you emotionally again:

1. Learn to forgive and ask for forgiveness. As any relationship goes, it is important for the persons involved to be able to admit mistakes. If there was anything from the past that you haven't been able make peace with, better start now. In a way, it can help you live a healthier life.

Don't let your pride get in the way of a possible reconciliation. Acknowledge the mistakes you made while you were still together and ask for his forgiveness. It takes a lot of courage to do that. Your ex will definitely recognize how sincere you are in wanting to bring the relationship back.

2. Change the old habits your ex use to hate. Try to improve yourself to make you more appealing to your ex. Since he/she already knows the real you, better work on something your ex haven't seen yet. It might be on the way you dress, or the way you approach him/her. Whatever it is, make sure to get him/her impressed.

3. Be a part in the important events of your ex's life. The more you see each other, the more it is likely to let your ex think about you. You may see each other in places you used to hang out together, this will make him reminisce of the happy moments you had with him/her.

4. Aside from the important events of your ex's life, stay close to the friends and relatives of your ex as well. Being close to them, they would probably want you to be the person whom your ex is going to end up with eventually or marries, they will definitely support and help you win back your ex.

5. Be honest and straightforward. Tell your ex what your real feelings are for him/her and that you want to get hi/her back. Don't play any more games or tricks. Bear in mind, a strong emotional bond requires the people involved to keep an honest and open relationship.

How To Persuade People: Persuasion Lesson From A Historical Piece Of Paper

Techniques on how to persuade people have been around for many years now. Sometimes, we’re aware of what exactly it is we’re doing. Other times, we apply these methods of persuasion subconsciously.

Let me tell you a story on how to persuade people using one of the techniques called the law of scarcity.

A few years ago, a case involving the theft of one very important piece of American history surfaced in North Carolina. It concerned one of the 14 hand-drafted Bill of Rights commissioned by President George Washington back in 1789.

The president had kept one copy for his own and distributed the rest of the copies to the 13 states. The copy in question was that of North Carolina’s, which had been stolen some time in 1865. While this whole set-up sounds just like the plot of National Treasure, it did, in fact, happen in real life.

The dealers offered the Bill of Rights to the National Constitution Center in Philadelphia for a whopping $ 4 million and warned the organization not to alert the law. In fact, the dealers even threatened to destroy the Bill of Rights if the police ever got involved.

If the artifact in question was just a common piece of art or something that every museum had, the National Constitution Center wouldn’t have given the offer much attention. However, the dealers knew how to persuade people to do something about the situation using the law of scarcity.

Why The Persuasion Law of Scarcity Works

Destroying the piece would mean destroying a very important part of history forever. There may be 14 Bill of Rights in all, but only one copy intended for North Carolina. The law of scarcity states that something perceived to be of limited supply is perceived to have greater value.

The organization wasn’t the only one clamoring for the ancient documents. Other buyers all over the world wanted that one-of-a-kind North Carolina parchment.

It was a unique item you certainly don’t see everyday. The National Constitution Center couldn’t just let it go in the hands of private collectors.

How To Persuade People Using The Law Of Scarcity

While I do not urge you to use this persuasion technique in a negative way, the example above does explain how the law of scarcity works. You can use it to influence people to think or act a certain way if you know which buttons to push.

For example, you want to boost your t-shirt store’s popularity. Instead of dropping your prices to the point of going bankrupt, why don’t you start selling limited edition products? By using the law of scarcity, you are persuading people to pay more attention to your store.

Remember: The more scarce a resource is perceived to be, the higher its perceived value.

Customers will flock to your store wanting what only a select people can have. They want to have exclusivity and will do almost anything if you dangle your bait well enough. If they’re rich enough, they’ll even pay double the product’s worth.

If you want to learn how to persuade people using the law of scarcity, you have to be mindful of how you build up a certain product or idea. You have to make sure that the others understand how rare your product is and how it is selling like hotcakes.

If you’re curious about the art dealers who held the Bill of Rights hostage, they were eventually arrested by the Federal Bureau of Investigation. While the law of scarcity might have been a great way to persuade the National Constitution Center to sit up and take notice, it wasn’t enough to keep the culprits out of jail.

Mind Control Tricks: 3 Simple Mind Control Tricks To Persuade Anyone

What exactly are mind control tricks? Well, these are ways you can help persuade, convince and get people to think a certain way by using subtle movements or saying certain words.

Don’t be misguided though. Mind control tricks don’t have anything to do with magic although they produce astonishing results. These can be used to further advance your interests in business or in your personal life. If you want to know some of these techniques, read on!

Mind Control Tricks # 1: Reverse Psychology

Reverse psychology is one of the oldest mind control techniques in the book. You can use it practically in any situation.

Reverse psychology means saying or doing something contrary to what you really want to happen, and then waiting for the other person to take the bait and oppose you, thus making them say or do exactly what you want to.

Mind Control Tricks # 2: Call A Friend

If you want to persuade someone to do something or agree to your idea, you can always call a friend or someone who’s more credible to support you.

People are programmed to think that popular opinion is more or less the right opinion. So if you want your friend to join you on an activity and they’re a little hesitant, you can get other friends to back you up.

Mind Control Tricks # 3: Always Be Positive

People tend to react negatively when you use negative words like “cannot” or “do not.” In order to subtly persuade people to see things your way, focus on the more positive points of your case and use more words like “can.” In this day and age, people want to hear more positive things.

Mind control tricks are not at all unethical and people who use them aren’t immoral. They just know the way the mind works and use this knowledge to the best of their advantage.

Persuasion Tip - How to Persuade Your Prospect to Make a Commitment

Deep inside, surely you'd want to lash out at him for pulling your leg in the first place. But, hey, that's just part of the challenges of being in the sales industry.

How do you persuade a person, who thinks he doesn't need your product, to actually believe on his own that what you're selling is indispensable and something he shouldn't be leaving home without?

This sounds like an impossible feat, doesn't it? But it's actually very possible. You just have to know what buttons to push to get a 'yes'.

And that button, much to the surprise of many, is pain. Yes, you read that right. Hit your prospect where it hurts without him knowing that he has been subliminally injured. It is in his pain where he is unguarded and very likely to succumb to whatever you say.
expert persuader

"Discover the Most Powerful Insider Secrets to Easily Persuade Anyone.. Guaranteed!"

How is this done? Think of it this way. All of the things in this world, no matter how seemingly far-fetched, has a potential value for your prospective buyer. Every person needs something, almost often not knowing that he needs it. Your job is to persuade that person that there is something lacking in his life that your product would fill perfectly. This is how you get commitments.

If your prospect is bent on finding a solution to his 'dilemma', then expect him to run to you for respite. After all, you're the one who introduced the concept of this pain in the first place, so you better be smart to know when to reap the fruits of your labor.

When the prospect comes to you, remind him of his quandary. Once it has sunk in on him, be firm and ask for a commitment. More often than not, you will get what you want. However, should it happen that the prospect will still not give his commitment, then perhaps it's best to move on to someone else. It's either he doesn't take you seriously or he really has no resources as of the moment.

In the end, the key to a closed deal is a commitment. If you don't have it, then it would take a lot of luck and persuasive effort from you or someone of influence, or a sudden event, to win one. Always remember the world of sales does not come out with victories at all times. There will be moment when you have to turn around and look the other way. After all, there are billions of people in the world; you will never run out of potential clients.

Use Body Language to Persuade

Body Language Tells the Truth

Ever listen to someone speaking and realize that something about that person just did not ring true? Something about the way he carried himself conflicted with his words. Maybe, it was his inability to look you in the eye. Perhaps, his hands distracted you. Or maybe it was the facial expressions that just did not quite match what he was saying? No, now you realize it was his stance; focused, truthful people just don't carry themselves that way. As you will see, the body tells its own story. Often you can read someone and reassure yourself whether that person is trustworthy or someone you are right to run away from right now. Let's look more closely at body language.

1. The eyes don't lie.

a. Have you ever conversed with someone who would not look at you directly? The person looked over your shoulder, above your head, at the floor, or even at someone else everywhere but at you. What did you think? The person probably made you uneasy. Most likely, you doubted that person's interest, honesty, and confidence. Or perhaps you felt ignored. Eye contact plays a major role in how people perceive one another, and, as a speaker, you should pay special attention to it. If you make eye contact with your listeners, they'll think you are sincere, credible, friendly, and honest. These feelings have a great impact on how listeners receive your message.

b. Eye contact has other benefits:

It allows you to establish a bond with listeners.
It holds their attention.
It demonstrates you are speaking honestly.
It conveys self-confidence.
It shows you are listening.
It acknowledges people.

c. When speaking in front of a group of people:

Look at your audience before you launch your speech.
Scan from one side to the other before you speak.
Contact and connect with one person at a time.
Hold your eye contact for 3 to 4 seconds for each person.
Use the 4 C's : contact, connect, communicate, and continue.

d. Eye contact to avoid includes:

Staring too long at one person
Looking above people¡¦s heads
Looking up at the ceiling, or out the window

2. Hand gestures show conviction and enthusiasm.

Hand gestures are the most expressive part of body language. To be most effective, make your hand gestures above your elbow and away from your body. They should be vigorous and definite to show conviction and enthusiasm. A sweeping wave of your arm to show distance will add more to your message than a half-hearted hand wave. Hand gestures also should be full and varied rather than partial and repetitious; making the same movement over and over is distracting. Make your hand gestures larger for large audiences to ensure that even people in the back of the room can see them.

a. Some basic hand gestures show:

Size, weight, shape, direction, and location
Importance or urgency
Comparison and contrast

b. Hand gestures to avoid include:

The parent pointing figure
The fist - anger and stress
The karate chop - looks violent

c. Sample hand placements include:

Hands cupped, one holding the other at the waist
Hand at side ready to make a gesture

d. Hand placements to avoid include:

Touching the face
Hands in the pocket
Fig leaf position
Prayer position
Arms crossed at the chest
Same placement for too long

3. Make sure your facial expression supports your words.

Your face unwittingly conveys cues about how your listeners are supposed to react or feel. If you are talking about a terrible automobile accident, yet you are smiling and nodding, your audience will be confused, not sad. Your facial expression must be consistent with the feelings or information you are communicating.

4. Assume the rooted position to convey confidence.

a. The stance you assume while standing still is important because it indicates your confidence and comfort level. If you slouch your shoulders and fix your eyes on the floor, your audience will think you are shy and weak. If you repeatedly shift your weight from one foot to another, you appear uncomfortable and nervous, and your movement may distract your audience. But when you stand straight, with your feet shoulder-length apart and your weight evenly distributed on each foot, and look directly at your listeners, you convey confidence and poise.

b. This is called the rooted position. Imagine your feet have roots buried deeply in the ground. It will be impossible for you to sway or get off balance. This is the position of power and strength.