Persuasive people have a knack of getting what they want. They are people very good at getting other people to do what they want, especially at work. History remembers these people, usually leaders of movements, companies, armies, and countries. Just how does someone rise from often humble beginnings to lead a nation or grand army?
Why was Hannibal able to get his armies to following him against great odds and succeed at warfare? Why would anyone put faith in an ungainly man like Abraham Lincoln who began getting notice in Illinois byways?
Is persuasion inbred or something we can learn?
Business success demands positive approaches and getting to ‘yes’. Getting to ‘yes’ means reaching agreement. Usually that agreement is for the exchange of thing of value.
My product for your money is the basis of all business. But that agreement is only possible after both parties are positioned for it.
The purpose of business is customer creation.
Persuasion is key to converting a prospect into a customer. One has to believe an exchange is fair and beneficial or it usually will not take place. In this context we don’t mean using persuasion to sell a flawed product or service.
Our customer concept is that the buyer returns again and again. Scamming someone results in a refund, bad reviews or worse.
On the positive side you may be surprised to know that you probably already have the qualities you need to be persuasive. It doesn’t mean you have to be a suck-up or manipulative. Genuine persuasiveness is an important part of being successful.
A while back Inc.com published the following list of attributes possessed by persuasive people.
Here are 12 secrets of the most successful persuasive people. Do you recognize any of these qualities within yourself? What areas do you need to cultivate?
- Persuasive people know how to connect with other people. A large part of whether or not persuasion is effective is based on the general rapport between you and your client/colleague/co-worker. If you don’t know the person well, it’s imperative to start building this rapport immediately–find common ground as soon as possible and work on connecting to cultivate a relationship.
- Persuasive people are curious about other people’s sweet spots. They make it a point to know the people they are speaking to. They learn who they are and study their preferences. They would never give a high-board vision to a person who likes details, and they wouldn’t speak in statements when the other person values collaboration. The more you pay attention to the sweet spots of others, the more you can tailor your message to their preferences.
- Persuasive people are cognizant of making a good impression. They know that making a good impression matters, because as we know people make a judgment about you within the first few seconds of meeting you. Persuasive people are aware that they must bring their best to every encounter.
- Persuasive people are really good at defining a need. They know there has to be a need for what you are trying to sell or buy or get others to do. If there’s no need, it just won’t happen. You need to be able to find an area that is missing something, then sell the needed improvement.
- Persuasive people are emotionally intelligent. They know how to manage their emotions. They stay calm in conflict, and they don’t get wrapped in drama when things don’t go their way. They stay steady and calm, and this leads people to trust them.
- Persuasive people know how to dance. They know that if they want to influence anything, pushing hard rarely works as well as dancing. One step back, two steps forward, one step to the side, one step forward–it’s a constant graceful dance. Pushing forward just causes people to become defensive.
- Persuasive people are curious and inquisitive. They don’t come with all the answers, but they do come ready with questions and curiosity. The gift of being curious is that you can always learn more than you already know; the present of being inquisitive that you learn as much from the questions as the answers.
- Persuasive people are confident and competent. Confidence is always compelling and extremely impactful in a way no other quality can match. The more you really believe in what you do, the more positively others respond. Most people seek in others the same confidence they desire in themselves.
- Persuasive people know how to inspire. People are motivated to follow the behaviors of others, and it’s human nature to want to fit in. When you empathize and connect on common ground, it reassures them that what you’re suggesting is right without too much thought and that they won’t be left behind.
- Persuasive people are great storytellers. They know how to tell a story that is compelling and captivating. People will more likely buy into an idea when they can have a vision of what they are being sold.
- Persuasive people get personal. That means learning people’s names and using them in a conversation. It means showing not only respect but also validation for who they are. It means getting personal.
- Persuasive people are authentic and genuine. Last but maybe most important, they know the importance of being genuine and authentic in building trust. When people believe in who you are, they know that you’re not being manipulative or playing games, and they trust you all the more.
Print this post and refer to it regularly to remind yourself of skills making success more attainable. These attributes of persuasive people are soft skills many of us fail to master. However, with practice you too can be more persuasive and successful building your online or brick and mortar business.
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