To Persuade & Influence #2
from Big Little Man.com Blog 8/13 enhanced by Peter/CXO Wiz4biz 7/14
Timing. People are more likely to be agreeable & submissive when they’re mentally fatigued. When they’ve just done something mentally taxing, try waiting until a more opportune time, before you ask them for something they might not be quick to agree to. (ie, this could be at the end of the work day when you catch a co-worker on their way out the door. Whatever you ask, a likely response is, “I’ll take care of it tomorrow.” Before Lunch is bad too.
Congruence. We all try, sub-consciously, to be consistent with previous actions. One great example is a technique used by salespeople. A salesperson will shake your hand as he is negotiating with you. In most peoples minds, a handshake equates to a closed deal, and so by doing this before the deal is reached, the salesperson is much more likely to negotiate you in to a closed deal. Beware !!!
How to Use. A good way to use this yourself is to get people acting, before they make up their minds. If, for example, you were with an associate or subordinate and you wanted you wanted them to do something (but they were undecided), you could start to do the task (so they would understand it better), then explain the benefits of doing it – while they finally make up their mind.
Fluid Speech. When we talk, we often use little interjections and hesitant phrases such as “ummm” or “You know” and of course there is the ubiquitous “like”. These little conversation quirks have the unintended effect of making us seem less confident and sure of ourselves, and therefore less persuasive. If you’re confident in your speech, others will be more easily persuaded by what you have to say. If you have a challenge with this, take a Speaking class or join Toastmasters – to practice
Herd Behavior. We are all born followers. From our early years, we constantly looked to those around us to determine our actions, because we have the need for acceptance. A simple, effective way to use this to your advantage is to be a Leader – who sets the objectives – and let the herd follow you.
Friends & Authorities. We are far more likely to follow or be persuaded by someone we like or by someone who is in an authority position. Not only is this a good trait to be aware of to combat persuasive techniques being used on you, it’s also a good one to use on others. You would be surprised how easy it is to get people to like you and establish authority within groups to do what you want.
Comments. Give some of these ideas a shot and let us know if you are getting more done, having extra things done for you, and becoming a master of delegation & persuasion. Is there any other Techniques that would be useful?