|
|
|
Excellent Edge Newsletter>
Persuasion the Secret to Consistent Winning
July 2, 2008
When was the last time you tried to persuade someone about
an issue or persuade them to do something for you? Nobody’s
listening, so take your time and be totally honest. What
was your thought process before the persuasion, during the
persuasion and after the persuasion? Were you thinking of
what you would gain if they agreed or were you thinking of
what they would gain? Remember we agreed on 100 honesty ok!
Those of you who answered truthfully probably said your
focus was on the benefit you would gain, and that’s ok
because honesty is the best policy. To the rest of you, I
need to sign up to your school of persuasion because you
have it made! LOL!
The dictionary defines “persuade” as to cause somebody to
adopt a certain position, belief, or course of action.
That’s powerful! To get people to buy your GPSI (Goods,
Products, Services or Ideas) will involve you getting them
to change their belief or position. And normally it’s a
position in their mind, commonly known as a paradigm. If
you can get them to shift their paradigm, the deal is
closed, you have won!
Persuasion is a skill. I call it a skill because it can be
learned. When you are persuading someone, you are selling
them the value of your GPSI. It is getting them to exchange
what they believe about their problem or situation for the
hope that your GPSI offers. It’s an exchange where BOTH
parties should benefit. If you look at winning from this
perspective, your winning rate will increase tremendously.
Jesus Christ was a great persuader and He used questions
and parables to persuade people. Study the letters in red
in your bible and see for yourself. The good news is that
you can apply His style today and still win. To be an
effective persuader you will need to be clear on at least 3
facts:
1. What problem do you solve? This will form the basis of
your parable or should I say story since we are not living
in bible days. Form a parable based on the reality of your
audience. Drive the point home by using language and
symbols they can relate to. Focus more on your audience
than on getting your way, and you will still get you way!
Sounds like a parable doesn’t it?
2. Believe in your GPSI and the value it adds to your
audience. Most of my coaching clients are entrepreneurs
seeking to go to the next level. During our sessions one of
their assignments is to describe the value they offer. More
often than not, they look at their GPSI as something that
comes easily to them and they tend to unconsciously devalue
it. So my job then becomes to help them realize that what
may come easily to them, doesn’t come as easily to their
clients and that is why their client is hiring them! You
will be amazed at the revolution this simple discovery
brings to our sessions! Devaluing your GPSI consciously or
unconsciously will weaken your persuasion and when your
persuasion is weak you are likely going to lose the deal.
See the spiral effect? This misconception tends to be one
of the major self sabotaging behaviors that hinder people
from breaking through to the next level. Do you believe in
the value of your GPSI? Think of all the things that you do
easily and often for free and you could be on the path to
discovering your GPSI.
3. Ask “Aha” questions. An “Aha” question is a question
that leaves your audience going, “I see”. Your GPSI solves
a problem or meets a need and your “aha” question unveils
that need to your audience. Effective persuaders do not
pre-judge or assume, they ask questions. Jesus was good at
asking “aha” questions. Remember when He met the lame man
at the pool of Bethesda? The Bible says,
When Jesus saw him and knew he had been ill for a long
time, He asked
“Would you like to get well?”
“I can’t, sir,” the sick man said, “for I have no one to
put me into the pool when the water bubbles up. Someone
else always gets there ahead of me.”
Jesus told him, “Stand up, pick up your mat,
and walk!”
Instantly, the man was healed! He rolled up his sleeping
mat and began walking!”
That was an “aha” question which normally requires a “yes”
or “no” answer. However, the man started stories like some
people you know do and almost missed his moment. Has it
ever occurred to you that the man was made whole without
even stepping into the pool after 38 years! Jesus must have
been trying to get him to see, that his problem was not
getting into the pool, but getting up and walking. Just
have faith!
Asking your audience questions will help you identify their
unique needs so that you can position them to buy your
GPSI. It will also help them make the appropriate shift in
order to buy without the feeling of manipulation.
For free “aha” questions, send an email to
subscriptions@excellentimage.org briefly stating your GPSI
and I will send them out to you.
Please join me for a “cup of coffee” and share your
thoughts or questions at my blog, Café Excellence. Next
week we will look at Issue # 1 and what it means to the
faith community. Till then remember your GPSI is valuable
and the world is waiting for you to deliver it!
Blessings!
|
|