April 3, 2019
Selling is all about persuasion; persuasion involves using your words, tone and body language to influence a person’s decision to move from his current state of mind to a new state of mind.
Persuasion is a skill and can be learned. We are all being persuaded every day by adverts, friends and family.
Here are a few things to learn from persuasion and how you can improve your persuasive ability;
- You need to have the other person’s attention. Any distraction on you e.g. Poor clothing, excessive make up or jewelry or even the environment can drastically impact on your effectiveness in persuading another person.
- You need to understand where the other person is in terms of their state of mind. In other words where are they now so you can then take them from there. You can’t pick someone to a new destination if you don’t know where they currently are, this is the importance of listening.
- You need to make the other person know they’ve been understood. This is a key to trust and being likable.
- Lead by asking the questions. Whoever asks questions is in charge and is LEADING the conversation to a destination. However, if all you’re doing is FOLLOWING by answering questions then it is unlikely you will be able to persuade the other party.
- Then give your strong reasons, be insistent and polite. If the person doesn’t still budge give more reasons. Every reason you give strengthens your persuasion. If you’re face to face with the person your body language is key to getting this right (here it is 55% body language, 38% tone of voice, 7% words used), if you’re on the phone your tone of voice is key (here it is 76% tone, 14% words used and 10% body language). Start to practice strengthening your persuasiveness in simple things like daily negotiations in your dealings with people.