Wielding effective tactics for persuasion
People with this competence:
Are skilled at winning people over;
Fine-tune presentations to appeal to the listener;
Use complex strategies like indirect influence to build consensus and support;
Are masterful storytellers, grabbing the attention of others and imparting information that grabs attention and makes people want to hear more;
Orchestrate dramatic events to effectively make a point; and
Are able to persuade, convince or impact others to get them to support their agenda.
People lacking this competency:
Work independently and at times, against the group or other individuals;
Do not leave a positive or memorable impression;
Are ineffective in persuading or convincing others of a common vision and direction;
Do not respond to their audience, even tend to alienate;
Are unable to successfully defend their ideas if challenged;
Fail to inspire confidence or earn respect; and
Come across as opinionated and dull.
Development tips:
Identify influence opportunities; discuss influencing strategies with others (especially those who are skilled at influence); listen and be open to learning new approaches to communicating with others about these opportunities;
Learn how to develop a rapport with others so they will be more open to your communications;
Know when to be assertive, when to make suggestions and when to ask questions;
Identify what motivates others, and craft a message that appeals to those motivations;
Be clear about what exactly you want to influence, and plan your messages ahead of time;
Develop ways of expressing what you want to say at key points in an influencing conversation;
Frame your messages to appeal to and make sense to the other person;
Consider in advance what some objections might be, and how you might overcome them;
Use data, statistics, and endorsements from credible, respected authorities to help make your case; and
Make your thinking transparent – there are undoubtedly good reasons for your proposal.
“There is only one way to get anybody to do anything. And that is by making the other person want to do it.” - Brian Tracy
Great Resources:
Influence: The Psychology of Persuasion and Influence: Science and Practice, both by Robert B. Cialdini
Yes: 50 Scientifically Proven Ways to Be Persuasive, by Noah J. Goldstein, Steve J. Martin, and Robert B. Cialdini
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