How to Persuade
Following the communication trend, this week’s post will focus on persuasion. It’s an important skill to use at work — and not just for those that work in sales. A common misconception, however, is that persuasion is just another word for manipulation. Jason Nazar, an entrepreneur and frequent contributor to Forbes, dispels this notion by explaining that persuasion is really just “the art of getting people to do things that are in their own best interest that also benefits you.”
Within that definition are two key points: persuasion isn’t shady or underhanded and using it can be of benefit to you. While the scope of this article is the workplace, knowing how to present and structure communications in such a way so that you’ll increase the probability of receiving a favorable response is helpful in all walks of life. That said, assuming that I’ve convinced you of this skill’s efficacy, let’s discuss how to master it.
First, the old adage still holds: “don’t talk to strangers.” The first step to mastering the art of persuasion is to form genuine relationships with the individuals around you. This is why salespeople will often play golf, attend sporting events, and go out to lunch with prospective and current clients. While part of the time is spent on business, an equally important share is being spent getting to know each other better, thus building trust in the relationship.
Second, even if you don’t feel that way, act confidently. Pay careful attention to what you say and your body language. If possible, use open body language that’s welcoming to the individual you’re talking to and that mirrors them. Further, speak in a steady tone and try not to use filler words — “ah,” “um,” etc. These reduce your credibility. Instead, be thoroughly researched on the topic at hand and calmly speak at length about it.
Third, all of the confidence in the world won’t get you far if there’s no incentive for the other person to help you. Of course, there is an incentive to help other people, but a financial incentive will usually be more persuasive. Try to structure the conversation so that your idea is helping advance their goals/career in some way. If you present an idea that will help them, they likely won’t mind if it will also helps you along the way.
Last, and an essential item to remember at the workplace, is to mind the hierarchy. If you’re a manager trying to persuade a staff member to produce higher quality work, offer them a project by first saying that you chose them because you knew they could do it. On the other hand, if you’re trying to influence your superior, never let them forget that they’re in charge. They hold final say, you’re just trying to make their life easier by presenting alternatives.
