Persuasion skillsGroup Members:-Ranjan Goswami - 11Dinesh Sharma - 34Immaculate Figueiredo - 60Somesh Prasad - 72Mohita - 75
ContentsWhat is persuasion?Why persuasion is important?How to persuade?Successful & Barriers to persuasionTechniques & Laws of persuasionConclusion
What is Persuasion?Influence or change a person's beliefs or opinionsThe key elements of this definition of persuasion are that:Is symbolic, utilizing words, images, sounds, etcIs achieved through written or spoken communication It involves a deliberate attempt to influence othersSelf-persuasion is key. Methods of transmitting persuasive messages can occur in a variety of ways
Trigger the Yes Response
Persuasion can be defined as a type of communication in which someone attempts to influence or change a person's beliefs or opinions about something, often by making a convincing argument.
The key elements of this definition of persuasion are that:Persuasion is symbolic, utilizing words, images, sounds, etcPersuasion is achieved through written or spoken communication that conveys information, thoughts, emotions, logic, and argumentsIt involves a deliberate attempt to influence othersSelf-persuasion is key. People are not coerced; they are instead free to chooseMethods of transmitting persuasive messages can occur in a variety of ways, including verbally and nonverbally via television, radio, Internet or face-to-face communication
Influence : Explained
Definition Changing the Attitudes and Behaviours of other people Without Using Any Force or show of power Active Listening Skills Shaping ReflectionForms 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.
FrameworkComfortable contextSimilar examplesNo force approach
InformationRelevant, factual information, i.e. Graphs, Published literature, etc.Do not, however, rely on this alone!
Technical ExpertiseAssure your understanding towards the problemExhibit experience and trained qualities
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 objectionsorask questions?
Each of these situations calls for you to persuade your audience. In order to persuade you would have to:Awaken a belief on the part of your listeners that what you are proposing is a good idea.Show the client that you have a well thought-out plan of action available.Be able to convince your client that your plan of action is realistic and the right thing to do.Be able to push the right buttons, or know your client
Analyse your ClientA. Supportive client: you start with their supportB. Uncommitted client: neutralC. Indifferent client: have to get them to pay attentionD. Opposed client: against you before you star
People with Advance CommunicationSkills knows the art of influence andpersuasion. It requires practice, finesseand a skill set that goes beyond thosethat the average person possesses.
Persuasive communication achieves five things:
StimulationConvincingCall to actionIncrease considerationTolerance of alternate perspectives
StimulationPersuasive communication reinforces, intensifies, and prioritizes existing beliefs. The purpose may be to spur action, build group cohesion, or develop commitment to a shared set of goals. This approach may begin by acknowledging areas of common ground and then introducing new information that helps the audience value this commonality even more.ConvincingSometimes a message is meant to convince an audience of the rightness of a certain choice or course of action. This often involves getting people to change their minds. The use of evidence and logical reasoning are effective techniques for accomplishing this type of persuasion.Call to ActionPersuasive argument is often a call to action. This type of speech is not purely about stimulating interest to reinforce and accentuate beliefs, or convincing an audience of a viewpoint. Its intention is to get people to do something (often to change their behavior). Calls to action are commonly part of implementing decisions.
Increase ConsiderationPersuasive communicators also work to increase audience awareness and willingness to consider their position. Effective persuasion requires a target that is open to persuasion, and often this depends on how a message is framed and delivered. For example, an audience that is unmoved by appeals to emotion may be more willing to listen to rational arguments and facts.
Tolerance for Alternative PerspectivesThe final key to creating a persuasive argument is helping the audience develop a tolerance for alternative perspectives. Perhaps the audience is interested in purchasing a certain type of car; as the lead salesperson on that model, the speaker has to listen and perform informal audience analysis to learn that horsepower and speed are important values to this customer.
Why persuasion is IMPORTANT?Creates importance for your workCreates importance for your productYou can sell only if you can persuadeUnderstand 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
Ethos is an appeal to ethics, and it is a means of convincing someone of the character or credibility of the persuader.Pathos is an appeal to emotion, and is a way of convincing an audience of an argument by creating an emotional response.Logos is an appeal to logic, and is a way of persuading an audience by reason.Examples of Ethos"As a doctor, I am qualified to tell you that this course of treatment will likely generate the best results."Examples of Pathos"If we dont move soon, were all going to die! Cant you see how dangerous it would be to stay?"What Amir Khan stated on Intolerance No one was convinced because it was against others emotions.Examples of Logos"The data is perfectly clear: this investment has consistently turned a profit year-over-year, even in spite of market declines in other areas."
3 Ways to Communicate to Get What You WantTechnique # 1: Build RapportTechnique # 2: Be On Their SideTechnique # 3: Less Is More.
Technique #1One of the best ways to achieve successful persuasion is by building rapport. Now rapport could mean different things to different people.For some, it could mean chatting with them everyday after lunch or over a cigarette smoke. For others, it could mean agreeing with them during a general meeting.One powerful way to establish rapport is by mirroring. When you mirror someone, you copy his style of speaking or moving. For example, if he talks in a fast-paced voice, you do the same. If he puts his hand in his pocket, you do it too. This unconsciously conveys to the other person that you're just like them. But do it in a subtle, non-obvious manner or people might think you're mocking them.
Technique #2How do you show you're on their side? Simple. Tell that person what he can get in return. These days, people are more wary about who they choose to support or what they decide to buy.
By stating the number of benefits they can get, thus showing them that you are on their side, you'll be able to persuade them more effectively.
Technique#3People are fed up of salespeople with motor mouths. The more you talk, the less likely they'll believe in you.Sometimes, the most effective persuasion technique involves less words and more action. The reason for this is that you don't really need to say too much about your product or your cause, because it speaks for itself. In a way, this approach is more modern and will most likely appeal to the younger generation.
Laws Of Persuasion
LanguageIts 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
The level of formality should be determined by the expectations of your audience and your purposeFormal (To an unknown audience)Semi-formal (To a well-known individual or audience)Informal (Incorrect)Distinguish between formal and semi formal depending on purpose
Group Jorgan - Your objection is overruled. (legal jargon)Jargon-Any in-group or specialized language used by small groups of like-minded individuals. Not using the jargon when it is expected by your audience can Signal to the audience that you are not a member of that group Mean you have not mastered the group's terminology.Can damage your credibilityInterfere with your purpose in presentation.
Barriers to Successful PersuasionBeing a Know-It-AllBeing Too PushyTalking