Ezine
Persuasion Techniques
By _Steven Gillman_ (http://ezinearticles.com/?expert=Steven_Gillman)
Some of the best persuasion techniques have been developed from NLP
(neuro-linguistic programming) methods. For example, if you hear a person
saying,
"I see," a few times, they are probably processing information visually,
according to NLP. To influence them then, you would use phrases like, "You
can see how..." or you would actually show them things. A more auditory
person would be influenced by, "I hear what you're saying," and "Listen."
Notice if they use visual, aural, or kinesthetic words. If you want to
convince your spouse to go to the Bahamas, it makes a difference which words
you use. "We'll be feeling that sun on our backs," is not the same as "We'll
see sunny beaches," or We'll listen to the waves at night." You may use all
of these, but one of the three types of words will be more influential for
most people.
More Persuasion Techniques
1. Use a person's name. You have undoubtedly heard salesmen use and abuse
this technique. Maybe a statement like "Look Steve, you can see the
benefits of this..." just turns you off. Using a person's name IS a powerful
persuasion technique, but there is more subtlety and art to persuasion than
just
following simple rules.
People do love to hear their own name, but you have to be careful how you
use it. First of all, use it how they want to hear it. Ask how they prefer
to be addressed. A Mike may not like "Michael," and a Joseph may be
irritated by you calling him "Joe."
Second, use it at the right time. Unless you are great at reading people
and know it is okay, don't say "Hi Betty!" the moment she walks into your
office. Wait until there is a bit of rapport, and sometimes even ask
permission ("Is it okay if I call you Betty?").
2. Use motivating words. Say "think about," they'll do that. It is not a
call to action. Use words like "today," and "now," and "do this." Many
subliminal experts will tell you that even using "by now," repetitively, as in
"By now you can see that this car is luxurious," is subconsciously taken as
"buy now."
Remember to use THEIR words. If they use the word "efficient" often, then
it's an important word to them. Start using it: "You can see how efficient
this RV is in it's use of space." Pay attention and pick out any words they
use often. Persuasion is easier when you speak the same "language."
3. Be a chameleon. Change your language to more closely match theirs. Slow
or accelerate your speech to match theirs. Sit in the same position that
they sit in. Use the same facial expressions. Laugh when they laugh.
This technique is called "mirroring and matching," and, when done well, you
can establish rapport quickly and easily with most people. Most people
will never notice you're doing this, but don't be too obvious. The person will
just feel like you're like they are, that you can "relate" to them. A bond
will begin to develop between you, and you can test this bond by
"leading."
This means that once you have established the bond, you can change your
body posture, to see if they unconsciously do the same. If so, they are ready
to follow. You continue to mirror and match, but you also start to lead
them right to the bottom line on the contract, or to whatever action you want
them to take. This is one of the more powerful persuasion techniques.
_______________________________________________
Centroids mailing list: [email protected]
http://radicalcentrism.com/mailman/listinfo/centroids_radicalcentrism.com
Archives at http://radicalcentrism.org/pipermail/centroids_radicalcentrism.com/
