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(…continued from last week)

The Nine Persuaders

There are nine basic ways that people become persuaded to take action or believe in something. These are core strategies for growing a conviction that something is valid. No one can convince another of anything. Each person convinces themselves of that is true or false to them. Yet, using these skillsets effectively prods others to be convinced of the validity of something, and be persuaded to take action.

Persuader #1—Authority

The first is what’s called the authority persuader. It stimulates other people to believe you because of your expertise or your status. Others are influenced by those they consider an authority. It’s all in a person’s perspective of that person they are interacting with whether they see the person’s authority or not.

Authority persuasive power results from skills a person has, the knowledge they can use, years of experience, or even a title they’ve earned or that has been bestowed on them.

When you go to a cardiologist who has been recommended to you by 23 people you know and trust, by three doctors that you believe in, who has degrees and certificates from eight of the best universities and hospitals in the country, and when you enter their office you hear every one of their patients raving about them, their power of authority is absolutely through the roof. When they speak, you listen. They are the authority, you believe in them because they have all this proof behind them.

Persuader #2—Friendship

The second persuader is friendship. We like people who are like us.

People who we can relate to makes an emotional connection. People who are similar to us we feel a bond with, we trust those people. Most of the people who are like us, and the more ways they are like us, the deeper connection we feel with them.

Have you met someone you instantly liked? Or, perhaps you met someone that you felt like you’ve known forever. Why? Because there is that friendship connection. It’s because of the similarities that make that instant rapport happen. It’s the similarities matching that give you that instant connection, that instant rapport. It triggers the friendship match.

Persuader #3—The “Reason Why”

Number three is the reason why persuader. Emotional “reasons why” help people make decisions. This is about passion.

The reason why is a gut response to persuasion. The stronger the reason why the more likely the action is going to take place. If it grows strong enough it can even become a compulsion.

The reason why is the component that makes goals work. You can set all the goals you want, but if you don’t feel strongly about them and have passion behind it, if you don’t have that gut level “reason why” connection to the goals, there is very little likelihood that you will have much follow through.

Persuader #4—Consistency

Number four is the consistency persuader. What’s been done in the past can stimulate consistency in the present and coming up in the future. There is a saleswoman I know who uses consistency often in negotiating sales.

She said one CEO she sells to prides himself on being a fast decision maker. She had a product that was a good fit for them, she knew it, he knew it.

To move Mr. CEO forward into the sale, she presented something that he was interested in and he saw value in it. She then said, “I know you to be a fast decision maker, and this is something that would make a major positive difference for your organization. So, shall we move forward now?”

What do you think he said? He said, “Yes.” of course. Why? Because he’s consistent, he’s been a fast decision maker in the past, she just said he was. She acknowledged him for it in a positive way, and he did it again. Fast decision maker consistency.

Persuader #5—Urgency

The next is the urgency persuader – what they will lose out on if they don’t take action fast. This is urgency. When they know they need to take action now or they’re going to lose, they will act faster. The majority of people are easily persuaded into action by urgency.

The Nordstrom twice yearly sale for women and children is a great example. It’s something of short duration, it happens rarely so you better take action now or you lose out. Do you think that those sales work? Without a doubt. Nordstrom’s sales go through the roof. Even in tough times, during those twice yearly urgent sales, you’ve got to act now or you are going to lose out on the opportunity.

(to be continued…)

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Achieve Your
Goals Now
This Is The Key To Your Success! Have you ever set goals, but they just never worked out? That’s true for most people who set goals. There’s a right way and wrong way to go about the goal process—and most people do it the wrong way. Learn how to make your goals go from wishful thinking into a reality. It’s very frustrating to work hard for something you want and it just never materializes. Why doesn’t it? There’s a right way and wrong way to set goals—and most people do it the wrong way. When you apply even a portion of the strategies in this program, you will begin seeing your goals become your reality.