Introducing Persuasion

change will occur over an extended period of time with numerous interactions in order to achieve the desired outcome.

By undertaking this process you identify, confirm and use Ishmael’s intrinsic motivators to overcome his singular negative focus on the leader. You change the way he thinks about the new role by drawing his attention to the opportunity, the meeting of his goals and criteria, the professional development involved and the scarcity of it coming up again.

Persuasion, therefore, is the process whereby one person communicates a message to another in an attempt to change the way that person feels, thinks or acts in relation to something or someone.

Rewards, bribes, threats, coercion, obligation, promises, inducements, rapport building, active listening, role modelling, mentoring, etc.

Science can tell us what we know about people and decision-making processes, but it is your flair, innovation and ability to present the options, ideas and proposals that will add to your success.

Science can tell us what we know about people and decision-making processes, but it is your flair, innovation and ability to

While not revolutionary, this enabled us to spend more time up front to confirm our research and identify what their problems actually were. We were then able to draw the Implications for them based on what they had told us and to follow the path they required, which inevitably led to persuading them to use our services because they could see how we were able to deliver their best interests.
We weren’t pitching for new business, we were providing them with the opportunity to buy from us.
Implications for you
Understanding why you are doing something is critical to how you communicate your request. To ascertain this, use the Five Whys technique.

Start with the Implications. Tell the leader that: ‘You will stand out from others because your success in reducing mistakes, driving productivity and having everyone on the same page will be visible.’

Most people in sales have been taught over the years not to focus as much on the features of the product they are selling as on the benefits it provides. In

people will do what you ask, and feel good about it, as long as they believe they are acting in their own best interests.