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result-oriented
communication
Earning the Support of
Others
Your persuasion power will
earn you the support of others.
It can help you get more of the things you want faster
than anything else you do. It can mean the difference between
success
and
failure. |
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Most people
are not aware that every human
interaction involves a complex
process of persuasion and
influence. And being unaware,
they are usually the ones being
persuaded to help others rather
than the ones who are doing the
persuading.
"Would you persuade, speak of
interest, not of reason."
~
Benjamin Franklin
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The Key To
Persuasion
The key to
persuasion is
motivation. Every human action is motivated
by something. Your job is to find out what motivates other people and then to
provide that motivation. People have two major motivations: the desire for gain
and the fear of loss. The desire for gain motivates people to want more of the
things they value in life. They want more money, more success, more health, more
influence, more respect, more
love and more
happiness.
Human wants are limited only by individual
imagination. No
matter how much a person has, he or she still wants more and more. When you can
show a person how he or she can get more of the things he or she wants by
helping you achieve your goals, you can motivate them to act in your behalf.
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7 Tips for Persuading Others |
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A Presidential
Insight
President
Eisenhower once said that, “Persuasion is the art of getting people to do what
you want them to do, and to like it.” You need always to be thinking about how
you can get people to want to do the things that you need them to do to
attain
your objectives.
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The Fear of
Loss
People are also
motivated to act by the
fear of loss. This fear, in all its various forms, is
often stronger than the desire for gain. People fear financial loss, loss of
health, anger or disapproval of others, loss of the love of someone and the loss
of anything they have worked hard to accomplish. They fear change, risk and
uncertainty because these threaten them with potential losses.
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Use Dual
Motivation
Whenever you can
show a person that, by doing what you want them to do, they can avoid a loss of
some kind, you can
influence them to take
a particular action. The very best appeals are those where you offer an
opportunity to gain and an opportunity to avoid loss at the same time.
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Action Steps
Here are two
things you can do immediately to put these ideas into action.
First, before
trying to convince someone of something, take a little time to think and ask
questions to find out what it is he really wants. Then, motivate him to act by
showing him how you can help him get it.
Second, think
about how you can save a person from some loss or guarantee them a particular
outcome if they accept your ideas.
Remember, people
are
motivated
for their reasons, not yours.
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