Persuasion strategies


business with the strategies and technologies which they can use to measurably improve their persuasiveness. This is based on our research (www.infl uencingstrategies. com) and practical solutions which enable people from any business background, and in any context, to learn the structure, the key processes, and core language skills of advanced persuasiveness, negotiation and infl uence.


The fi ve stage persuasion process


Stage 1: Preparation This requires doing a


signifi cant amount of research into the world of those


with whom we will work. It requires seeing things from the perspective of others, valuing this perspective,


exploring potential objections to you proposals, defi ning and exploring real benefi ts that your client will accrue and generally rehearsing your approach and practising until you have the confi dence and belief to make your approach. (For in-depth information please see previous articles in the IMS Journal that deal with these issues)


Starting with a positive


attitude for all parties is the foundation for effective persuasion, infl uence and selling ideas and products. I believe that, fundamental to the persuasion and infl uence process, is the ability to discuss options and alternatives and to listen intently. Great persuaders are great listeners who listen for opportunities before speaking.


Fundamental to the persuasion and infl uence process, is the ability to discuss options and alternatives and to listen intently.”


Stage 2: Building a relationship and rapport building


This process is secured completely on building and maintaining rapport throughout the relationship. It is a process that generates win-win solutions and


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lifetime value for the client. Any worthwhile agreement having high value for the client, associate or colleague, is secured on partnering together to add value. Those occupying positions where they are in persuasive or selling roles, really need to consider the best approach for mastering some of the skills and strategies that support ‘establishing rapport’.


People like people like themselves


Be at one with your client – people like people like themselves. This is particularly true in relationships that require some form of barter, give or take or commercial gain. For this reason, the ‘persuader’ or ‘facilitator’ needs to understand the personality dynamics behind potential prospects, clients or associates. Many infl uencers, facilitators and sales people spend a lot of time ‘objection handling’ with technical issues related to their product or service – thoroughly neglecting the personality of their prospect. I suggest that this is a critical fl aw needing to be addressed.


This means getting to grips with the personality dynamics of the prospect or purchaser, client or colleague. Having worked with psychometrics, we have developed our own models based on Jungian Psychology which we can use conversationally with clients and associates. This enables us to understand the key elements of the model of the world which our client inhabits.


Rapport building


At this stage, we focus on words – predicates, keywords and phrases, common experiences and associations, beliefs and values. A person’s value system will tell you what they value and you can assess


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