The Art of Influence and Persuasion

Posted on 07. Nov, 2009 by Mary Lutz in WAHM Biz Tips

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The ability to influence and persuade others is a highly coveted skill. When you can accomplish it, you’re able to build your business quickly, you’re able to work better with others and you’re able to attain your goals with less struggle. The good news is that influencing and persuading others is actually less complicated than you may think. Let’s take a look at how to do it.

#1 – Empathize

The only way, and this is important, to be able to persuade others is to first understand where they’re coming from. For example, let’s say you sell cars and someone comes to your lot looking for a car. They’re looking at the minivans and you assume it’s because they have children and start to talk about all the benefits of minivans for families.

If they’re looking at minivans because they like car camping, well then you’ve completely missed the mark and all your persuasive talk is going to fall flat. So the very first thing to do is to understand your audience but more importantly, to be able to put yourself in their shoes. What do they want, need and hope for? What are their struggles and how can you solve them?

#2 – Learn to listen

Listening is more than half of the persuasion equation. Everyone wants to be heard and understood, and that begins by simply asking a few questions and actually listening to the answers. In fact, give it a try. The next time you are introduced to someone new, ask them a question or two and then sit back and listen. People love to talk so you’ll learn a ton about them. And they’ll be so darned pleased that you cared enough to engage them in conversation and actually listen to them that they’ll be happy to listen to you when you have something to say or something to ask for.

#3 – Know what you’re talking about

People have a tremendous respect for experts, people skilled and knowledgeable in their industry or niche topic. When you know what you’re talking about and can communicate that effectively, people will be open to listening to how you can solve their problems.

#4 – Reciprocity

Reciprocity is a buying trigger. It says that when we get something from someone, we’re more inclined to give them something. For example, when you get a free ebook from someone, you’re more inclined to give them your email address. Reciprocity also helps you persuade and influence others.

#5 – Timing

Finally, sometimes you have to wait for the right moment. They say timing is everything and it’s why internet entrepreneurs spend so much time building a list and contacting customers regularly – eventually hoping that the timing will be right. This again goes back to knowing your audience and understanding or empathizing with them. When you know your audience, you can better predict the right time to sell to them.

Persuasion and influence, like many other skills, are improved by practice. Practice empathizing, listening and the other tips we’ve offered and notice what works for you and what areas you could use some work on. It’s worth the effort! Imagine what being better able to persuade and influence others could do to your business and your family life!

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