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Persuasion skills
Group Members:-Ranjan Goswami - 11Dinesh Sharma - 34Immaculate Figueiredo - 60Somesh Prasad - 72Mohita - 75
Contents What is persuasion? Why persuasion is important? How to persuade? Successful & Barriers to persuasion Techniques & Laws of persuasion Conclusion
What is Persuasion?
Influence or change a person's beliefs or opinions
The key elements of this definition of persuasion are that:
★ Is symbolic, utilizing words, images, sounds, etc
★ Is achieved through written or spoken communication
★ It involves a deliberate attempt to influence others
★ Self-persuasion is key.
★ Methods of transmitting persuasive messages can occur in a variety of ways
Trigger the “Yes” Response
Influence : Explained
Definition Changing the Attitudes and Behaviours of other people Without Using Any Force or show of power – Active Listening Skills – Shaping – Reflection
Forms Influence attempts can be either open or covertly manipulative. – In open influence, the attempt is readily apparent to the target. – In manipulative influence, the attempt is hidden from the target.
Influence: Components
Framework• Comfortable context• Similar examples• “No force” approach
Information• Relevant, factual
information, i.e. Graphs, Published literature, etc.
• Do not, however, rely on this alone!
Technical Expertise• Assure your
understanding towards the problem
• Exhibit experience and trained qualities
Influence
Influence & 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 one must bring about a change in attitude, which is basically an emotion-based change.
Where does Persuasion takes 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
How do you feel when clients raise
objectionsor
ask questions?
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
Analyse your ClientA. Supportive client:
– you start with their support
B. Uncommitted client:
– neutral
C. Indifferent client:
– have to get them to pay attention
D. Opposed client:
– against you before you star
“People with Advance CommunicationSkills knows the art of influence and
persuasion. It requires practice, finesseand a skill set that goes beyond thosethat the average person possesses.”
-Anonymous
Persuasive communication achieves five things:
★ Stimulation★ Convincing★ Call to action★ Increase consideration★ Tolerance of alternate perspectives
Why persuasion is IMPORTANT?Creates importance for your workCreates importance for your productYou can sell only if you can persuade
Understand your viewpoint andagree with you, whether you are selling a product or service.
Successful persuasionSupports the persuade to complete tasksEmpathy, Good Listening Skills helpHelps to be able to build rapportHelps to build trust
How to persuadeUnderstand -
Why to persuade?Who to persuade?Mode of persuasion
3 Ways to Communicate to Get What You Want
Technique # 1: Build Rapport
Technique # 2: Be On Their Side
Technique # 3: Less Is More.
Laws Of Persuasion
LanguageIt’s very important to use language that fits the audience you are writing for and the purpose you want to achieve.Inappropriate language uses can damage your credibility, undermine your argument, or alienate your audienceThe following sums up the aspects of language:1.Levels of Formality2.In-Group Jargon3.Slang and idiomatic expressions4.Deceitful language and Euphemisms5.Biased language
Barriers to Successful PersuasionBeing a Know-It-AllBeing Too PushyTalking too muchProviding too much informationGetting desperateBeing ImpatientBeing ForgetfulInterrupting
"There is a very faint line between where persuasion ends and irritation begins"
Lets look at some expert persuaders and why they are…!
BELIEF ENTHUSIASM KNOWLEDGE
EMPATHY PERSISTENCE ENERGY CONSISTENCY
Powerful Qualities of Persuaders
Q & A
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