How to convince and persuade your interlocutor?
14 April 2008
Read by 1808 persons
It's manipulation. But no, not at all! The principle simply lies in understanding the psychology of behavior to help get your ideas across. It's no more manipulation than understanding a person's state of mind by decoding their gestures! Remember that at any time, in any relationship, you're asking someone to do something. Whether you want it or not, in any relationship, there is interaction... and a process of exchange. Whether this exchange is successful ultimately depends on you. And the other person's "yes" depends on very little. This is what we will discuss today, in 7 points and in less than 7 minutes as it should be.
1. Empathy: people like those who like them or who have things in common with them.
Look for these common points, do things together, don't hesitate to appreciate the qualities of your interlocutor. If you ask for something, say "why", it's an open sesame word.
2. Reciprocity: start by giving what you want to receive. A gift automatically leads to a "counter-gift". An example:
• The distribution of samples, especially those you eat (in stores). Even better: have the customers serve themselves...
3. Social imitation: people follow the advice or actions of social groups that resemble them: if several people agree, then so do I.
4. Consistency: people remain faithful to a decision they have already made or to the values they have chosen. Consistency turns into commitment. Examples:
• Ask for agreement on a small commitment, and then you can ask (and get more).
• Have the customer write a purchase order themselves.
5. Expertise: people trust those who are experts. And very often, experts don't clearly say they are!
6. Scarcity: people always want more of what they have difficulty obtaining. And the rarer it is, the more they want it!
• Number the products, it gives a feeling of happy few. Good old technique of the limited series used on wine bottles, bookplates... • Use scarcity sales techniques. Like this Carrefour campaign in 1998: there will only be 15,000 products at that price, it's now and tomorrow there may not be any more.
7. Conclusion:
• You must work on these 6 points separately but apply them jointly so that you can convince;
• These 6 points are not traps; they must be applied honestly, without harassment or ulterior motives. Otherwise, short-term small victories will very certainly very quickly turn into major defeats;
• All these principles are accompanied by discussions, meetings, formal and informal meetings. The trick is done together, otherwise it doesn't work in the long run.
Posted on June 4, 2009
blogspot.com
1. Empathy: people like those who like them or who have things in common with them.
Look for these common points, do things together, don't hesitate to appreciate the qualities of your interlocutor. If you ask for something, say "why", it's an open sesame word.
2. Reciprocity: start by giving what you want to receive. A gift automatically leads to a "counter-gift". An example:
• The distribution of samples, especially those you eat (in stores). Even better: have the customers serve themselves...
3. Social imitation: people follow the advice or actions of social groups that resemble them: if several people agree, then so do I.
4. Consistency: people remain faithful to a decision they have already made or to the values they have chosen. Consistency turns into commitment. Examples:
• Ask for agreement on a small commitment, and then you can ask (and get more).
• Have the customer write a purchase order themselves.
5. Expertise: people trust those who are experts. And very often, experts don't clearly say they are!
6. Scarcity: people always want more of what they have difficulty obtaining. And the rarer it is, the more they want it!
• Number the products, it gives a feeling of happy few. Good old technique of the limited series used on wine bottles, bookplates... • Use scarcity sales techniques. Like this Carrefour campaign in 1998: there will only be 15,000 products at that price, it's now and tomorrow there may not be any more.
7. Conclusion:
• You must work on these 6 points separately but apply them jointly so that you can convince;
• These 6 points are not traps; they must be applied honestly, without harassment or ulterior motives. Otherwise, short-term small victories will very certainly very quickly turn into major defeats;
• All these principles are accompanied by discussions, meetings, formal and informal meetings. The trick is done together, otherwise it doesn't work in the long run.
Posted on June 4, 2009
blogspot.com
