Leadership: The Science of Persuasion

The Six universal principals of Persuasion You know you cannot be a success unless you can persuade others. 1.Liking: People like those who like them. Uncover real similarities and offer genuine praise. examples; Tupperware/Bodyshop/AnnSummers home parties are all examples of Liking for the hostess. Increased liking occurs by similarity of issues like age, religious belief, politics, or even smoking habits (notice groups of smokers outside an organisation/pub?) Sincere Praise generates affection which both charms and disarms 2.Reciprocity: People repay in kind. Give what you want to receive. Smile at someone and they are likely to smile back Charities rely on reciprocity by providing pens/personal address labels in their request for money (response doubles) In business, lending a member of staff to another department significantly increases the possibility of a return favour 3. Social proof: People follow the lead of similar others. Use peer power whenever its available Persuasion be very powerful when it comes from peers and colleagues Just think how curious we are when we see lots of people we know purchasing the same item, and example is teenagers all wanting the same trainers/item of clothing/CD 4. Consistency: People align with their clear commitments. Make their commitments active, public and voluntary . Get the commitment – small at first, in writing, e.g. completing a report on time – get them to agree to it and send it to you in writing. Get them to make (small) agreements in public – say at a team meeting People wish to be consistent with their original choices 5. Authority: People defer to experts. Expose your expertise; don’t assume it’s self-evident. People tend to believe an expert. Ensure people know and understand your areas of expertise Better still if you can get others to explain your areas of expertise Ensure that it is used in areas of conflict or negotiation 6. Scarcity: People want more of what they can have less of. Highlight unique benefits and exclusive information. We have been asked, can we tailor these workshops in house….yes we can – and you will save money. The Science of Persuasion. www.learn4s.com If you valued this post, please do share it and follow me. Thank you.