The Best Persuasion Techniques
Many of the best ways to persuade have been developed from
NLP (neuro-linguistic programming) methods. If, for example,
you hear a person saying, "I see," a few times, they
are probably processing information visually, according to NLP.
To influence them then, you would use phrases like, "You
can see how..." or you would actually show them things.
A more auditory person would be influenced by, "I hear what
you're saying," and "Listen."
Try to notice if they use visual, aural, or kinesthetic words.
If you want to convince your spouse to go to the Bahamas, it
makes a difference which words you use. "We'll be feeling
that sun on our backs," is not the same as "We'll see
sunny beaches," or We'll listen to the waves at night."
You may use all of these, but one of the three types of words
will be more influential for most people.
Other Persuasion Techniques
Use a person's name. You have undoubtedly heard salesmen
use and abuse this technique. Maybe a statement like "Look
Steve, you can see the benefits of this..." just turns you
off. Using a person's name IS a powerful persuasion technique,
but there is more subtlety and art to persuasion than just following
simple rules.
People do love to hear their own name, but you have to be
careful how you use it. First of all, use it how they want to
hear it. Ask how they prefer to be addressed. A Mike may not
like "Michael," and a Joseph may be irritated by you
calling him "Joe."
Second, use it at the right time. Unless you are great at
reading people and know it is okay, don't say "Hi Betty!"
the moment she walks into your office. Wait until there is a
bit of rapport, and sometimes even ask permission ("Is it
okay if I call you Betty?").
Use motivating words. Say "think about,"
they'll do that. It is not a call to action. Use words like "today,"
and "now," and "do this." Many subliminal
experts will tell you that even using "by now," repetitively,
as in "By now you can see that this car is luxurious,"
is subconsciously taken as "buy now."
Use their words. If they use the word "efficient"
often, then it's an important word to them. Start using it: "You
can see how efficient this RV is in it's use of space."
Pay attention and pick out any words they use often. Persuasion
is easier when you speak the same "language."
Be a chameleon. Change your language to more closely
match theirs. Slow or accelerate your speech to match theirs.
Sit in the same position that they sit in. Use the same facial
expressions. Laugh when they laugh.
The above technique is called "mirroring and matching,"
and, when done well, you can establish rapport quickly and easily
with most people. Most people will never notice you're doing
this, but don't be too obvious. The person will just feel like
you're like they are, that you can "relate" to them.
A bond will begin to develop between you, and you can test this
bond by "leading."
How do you lead? Once you have established the bond, you can
change your body posture, to see if they unconsciously do the
same. If so, they are ready to follow. You continue to mirror
and match, but you also start to lead them right to the bottom
line on the contract, or to whatever action you want them to
take. This is one of the more powerful ways to persuade someone.
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