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Persuasion & Convincing Skills
Persuasion & Convincing Skills
Persuasion & Convincing Skills
Persuasion & Convincing Skills
Persuasion & Convincing Skills
Persuasion & Convincing Skills
Persuasion & Convincing Skills
Persuasion & Convincing Skills
Persuasion & Convincing Skills
Persuasion & Convincing Skills
Persuasion & Convincing Skills
Persuasion & Convincing Skills
Persuasion & Convincing Skills
Persuasion & Convincing Skills
Persuasion & Convincing Skills
Persuasion & Convincing Skills
Persuasion & Convincing Skills
Persuasion & Convincing Skills
Persuasion & Convincing Skills
Persuasion & Convincing Skills
Persuasion & Convincing Skills
Persuasion & Convincing Skills
Persuasion & Convincing Skills
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Persuasion & Convincing Skills

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  • 1. Persuasion & Convincing Skills Trigger the “Yes” ResponseMay 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
  • 2. Persuasion is1. bring your audience to believe as you do and/or2. influence your audience to take action.May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
  • 3. May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
  • 4. Influence: ExplainedDefinition Forms• Changing the Attitudes • Influence attempts can and Behaviors of other be either open or covertly people Without Using Any manipulative. Force or show of power – In open influence, the – Active Listening Skills attempt is readily apparent – Shaping to the target. – Reflection – In manipulative influence, the attempt is hidden from the target.May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
  • 5. Influence: Components Information • Relevant, factual information, i.e. Graphs, Published literature, etc. • Do not, however, rely on this alone! Framework Technical Expertise • Comfortable context • Assure your • Similar examples understanding towards • “No force” approach the problem • Exhibit experience and trained qualities InfluenceMay 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
  • 6. Influence and Persuasion• The refined form of Influence is often termed as Persuasion.• Persuasion attempts to win "the heart and mind" of your client.• Thus, in order to persuade you must bring about a change in attitude, which is basically an emotion-based change.May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
  • 7. Where does persuasion take place?• You wish to convince your client that you have the solution to his problem.• You want to convince your client that more time is needed to complete his request.• You wish to show your supervisor that working overtime do not add up to an effective way to get things done.• You want to show your client that your proposed idea is without any demerits.May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
  • 8. How do you feel when clients raise objections or ask questions?May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
  • 9. Each of these situations calls for you to persuade your audience. In order to persuade you would have to:1. Awaken a belief on the part of your listeners that what you are proposing is a good idea.2. Show the client that you have a well- thought-out plan of action available.3. Be able to convince your client that your plan of action is realistic and the right thing to do.4. Be able to “push the right buttons,” or know your client.May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
  • 10. Analyze your clientA. Supportive client: – you start with their supportB. Uncommitted client: – neutralC. Indifferent client: – have to get them to pay attentionD. Opposed client: – against you before you startMay 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
  • 11. Persuasion: Components Having Credibility Making a Solid Understanding your Audience Persuasion Case Effective CommunicationMay 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
  • 12. Components: Defined Understanding YourHaving Credibility Audience• Gaining experience in Before various leadership • How Do The Professionals positions Make Decisions? • “The Best Predictor Of Future Behavior Is Past Behavior”Trust Experience Credibility During • Watch closely for reactions • Be prepared to pause for questions/clarifications • Hostile  SupportiveMay 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
  • 13. Components: DefinedMaking a Solid Case Effectively Communicating• Begin with a compelling • Appealing to emotional story sides• Paint a picture of what you want to happen • Word choice – add color• Present factual evidence and excitement!• Anticipate/answer • You have to be able to objections that might tell a good story! come up• End with a clear statement of what you want the committee to doMay 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
  • 14. “People with Advance Communication Skills knows the art of influence and persuasion. It requires practice, finesse and a skill set that goes beyond those that the average person possesses.” -AnonymousMay 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
  • 15. Clients will remember what you looked like more than what you saidMay 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
  • 16. Persuasion: In a nutshell! • Related to Perceptions of Credibility – Trustworthy – Qualified – Personal dynamism • How could being more “Persuasive” assist you in dealing with others? • Caution: Persuasive not AggressiveMay 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
  • 17. Persuasion vs. Coercion I am going to convince I am going to pick him/her that he/she him/her up and want to jump off the throw him/her off roof. the roof. Pe rs u a s i o n C o e rc i o nMay 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
  • 18. Be more Persuasive without being Aggressive –Try to convince them• Find Common Ground• Be Honest about your intentions• Be personally Credible, Admit when you don’t know something• Be Patient – i.e., reinforce your messages over time• Soften your appeals• Save your most important point for last.• Give least number of optionsMay 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
  • 19. How to Trigger the "Yes" Response• The movie: Adjustment Bureau• Its a well-known principle that people like to have a reason. A reason helps people make a decision and justify their action.• "Because" is usually followed by information and has become, for most people, a "trigger."May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
  • 20. Validation of Triggers we humans cant possibly think through every situation from scratch, so we have "triggers" that set off automatic, unthinking action. Our brain is built to help us simplify life by identifying patterns moment-by-moment, and automatically setting in motion set sequences of standard, well-rehearsed behavior.May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
  • 21. Triggers: To convince• Reciprocation• Commitment and Consistency• Social proof• Liking• Authority• ScarcityMay 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
  • 22. 7 Golden Principles of Persuasion• Always focus on the end result• Relate to your audience (whether it be one or many)• Sweet talking (weave your intention)• Use technical words where necessary• Try to elaborate on what you said earlier• Remain relaxed at all times• Take advantage of influenceMay 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services
  • 23. Things to remember!• Empathy is the key to all types of persuasion• Dont elaborate too much• Avoid using excessive statistics• Don’t show that it’s your opinion, convince them to believe it as a Universal truth.• Make it OBVIOUS.• Do not respond to any verbal attacks, keep calm and your position light-hearted.May 29, 2012 Presented by: Ahsan Bham, Team Member - Employee Services

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