|
Training for Book Authors
|
|
|
Other Resources for Book Authors & Publishers
|
|
|
Please Support Our Advertisers
|
|
|
|
|
|
Persuasion—a Powerful Tool
Copyright (c) 2008-2022 Alvin Day
Without the ability to persuade people to agree with your ideas and propositions, your attempts to influence others will be ineffective and your success will be unpredictable. In order to get the end result you desire from a given situation, seek to further your knowledge of the art of persuasion. Whether you want to influence others in business or personal matters, the power to persuade is the most important tool you can add to your arsenal.
In my many years in the sales profession, I have observed human behavior, a subject that fascinates me greatly. I learned that a deep understanding of people’s motivations is the most powerful tool anyone can use to persuade others. My experiences so far have led me to record and document a process that has created repeatable and predictable success for people who desire to get YES.
Take the following example: I recently helped a colleague create some promotional material for a community organization that she runs. In need of funds, she had decided to approach local store owners for donations, so she showed me the first draft of her pamphlet.
She had created an impressive flyer that spoke about the organization, its purpose, its achievements, and its future plans. I could see that a great deal of work had gone into informing prospects of the organization’s background as well as other formal information. It was detailed and well organized, but it was completely ineffective in terms of persuasion power.
My colleague wrote the document from her point of view. She focused on issues that were important to her and paid little attention to the fact that the business owners she planned to approach may not share her interest. In the dangerous fashion of those who do not consider their customer, she had created something that many of them would never even read all the way through.
A mental shift was necessary in order to create a persuasive pamphlet that would inspire local business owners to answer her call to action. As one example, instead of beginning the pamphlet with a call for contribution, she would have been more effective by opening with a paragraph that included a benefit statement.
Evaluate these two opening statements:
1) “Contribute and Help Support the Arts in your Local Community.” 2) “ Become Known in your Community as a Generous Supporter of the Arts.”
The first statement is a plain request for contribution; the second clearly leads with a benefit to potential contributors...esteem, recognition and reputation. One is far more persuasive than the other.
When you consider the first statement, it may seem obvious that contributing to a local community organization will have all of the great effects promised in the second statement. Naturally, everyone knows that when a business sponsors a community organization it will automatically be given a prestigious standing as a local contributor, a good reputation for “giving back,” and a favorable opinion in the minds of local patrons. However, leaving this information to be intuitively figured out by the prospect is a big mistake.
What if your prospect does not figure it out? What if your prospect does not make the connection? Within your proposition, your prospect is looking for benefits; things he or she will get out of performing the action you are proposing.
When your prospect makes a final decision, it will be based mostly on his or her perception of these benefits. The only way you can be certain that all the benefits you feel your proposition offers are taken into consideration is if you clearly explain these benefits instead of hoping that the prospect will simply understand them.
Try this exercise to help you construct a more persuasive proposition.
Plan out what you will say as you present your product, service, idea, request etc.Visualize yourself having a conversation with the prospect about your proposition.Every time you make a point, picture your prospect asking the question, “Why would I want that?”
Doing this exercise, you should come up with answers that directly reflect what the prospect will gain from agreeing to your proposition.
Remember, in trying to persuade, your prospects are always wondering how your proposition will serve them. Approach your prospects by clearly communicating what is in it for them; this is more likely to heighten interest in your proposal and improve your chances of getting a “yes”.
|
After 27 years leading Fortune 500 companies to earn millions of dollars, Alvin Day now simplifies the success principles to help people achieve and prosper in business and job. Get his free eBook, Ask and You Shall Receive -- visit this website: http://alvinday4free.com/ebook5/
|
VOTE ON THIS ARTICLE
Needs Work >>
0 -
1 -
2 -
3 -
4 -
5
<< Excellent Article
Tell our authors what you think about their article.
|
Top-Level Category: Self Improvement Articles
10 Most Recent Articles Written by Alvin Day
Most Recent "Self Improvement" Articles
Why So Many People Have Tried Dating And Are Still Alone
Written by: Lance Metzger |
Distributed: 2013-11-06 |
Word Count: 692 |
Page Views: 8808
| Votes: 28 |
Rating: 2.29
Let's face it; we all want to find our special someone.
Unfortunately, too many people involved in the Dating Game are
hurting their chances of success, before they even go on that
first date.
Online Dating Is Easy, But Successful Relationships Require Hard Work
Written by: Denice Ritter |
Distributed: 2013-10-31 |
Word Count: 564 |
Page Views: 6846
| Votes: 18 |
Rating: 2.00
My nineteenth anniversary will be here in a week and a half.
So what's so exceptional about that in Mormon Utah? Just
this: I have a mail-order husband. He has a mail-order
bride. In those days, there was no Internet, and therefore,
there was no such thing as online dating. I had to do it the
hard way...
Wal-Mart Has Everything You Need Including Your Next Dating Prospect
Written by: Lance Metzger |
Distributed: 2013-10-31 |
Word Count: 674 |
Page Views: 7642
| Votes: 33 |
Rating: 2.27
My 20-year-old nephew came to live with me and my kids, until he
can get on his own two feet financially. His hometown - my
hometown is really small... providing little opportunity to
someone looking to get started in life on the right foot. I
showed him around town, set him on a path to find a job, and
pointed out where he could go to meet girls his own age... And in
the end, I learned an age-old lesson from my nephew...
Verify The Identity Of Your Online Dating Match
Written by: Lance Metzger |
Distributed: 2013-10-30 |
Word Count: 502 |
Page Views: 9216
| Votes: 21 |
Rating: 1.71
The biggest hurdle that most people face in online dating world
is the question and concern of whether the person at the other
end of the conversation is really who he or she says that they
are.
Tips To Help You Spot and Avoid Online Dating Scams
Written by: Lance Metzger |
Distributed: 2013-10-29 |
Word Count: 1082 |
Page Views: 7396
| Votes: 24 |
Rating: 2.21
When seeking romance on the Internet, you should be aware of the
many scammers that are seeking to victimize those looking for
love.
Top 3 Things You Must Do To Sell Yourself to Others In The Dating Game
Written by: Kandice Skaggs |
Distributed: 2013-10-29 |
Word Count: 836 |
Page Views: 4937
| Votes: 11 |
Rating: 1.36
Every day, we sell ourselves to others. We exert effort to
be accepted by the society, which is a form of selling
ourselves. In the office or any workplace, you sell yourself
to your boss, your workmates and clients, convincing them
that you are worthy of notice, time, and respect. Dating is
no different!
Tips For Building a Successful Long Distance Relationship
Written by: Lance Metzger |
Distributed: 2013-10-24 |
Word Count: 731 |
Page Views: 6949
| Votes: 26 |
Rating: 1.85
From time to time, life will hand you a twist, and you will be
required to move from one place to another - this can be the
result of a job transfer, leaving home to attend college, or any
of a number of other reasons. When you move from one town to
another, it is not always possible to bring your partner with
you, and this sometimes leads to the formation of a long distance
relationship (LDR).
Take The Dating Scene One Step At A Time, After Divorce
Written by: RoseMary Alberts |
Distributed: 2013-10-23 |
Word Count: 567 |
Page Views: 6991
| Votes: 30 |
Rating: 1.07
After divorce, the word "dating" scares a lot of people.
If you've been married a long time you probably have lost
track of all the unwritten rules or even how to go about
meeting new eligible people. Many people immediately take
off for the clubs thinking that that is the place they are
going to meet someone. You may meet someone there, but it
depends on what you are looking for. But, if you are looking
for more, this article will help you find your way...
Online Dating Tips: Can You Really Find Your Soul Mate Online?
Written by: Lance Metzger |
Distributed: 2013-10-22 |
Word Count: 855 |
Page Views: 4696
| Votes: 14 |
Rating: 1.36
Many people think that finding THE ONE is really easy and
will just come when the time is right. Yes, it happens to
many people. But there are also those who go through many
challenges before meeting the person with whom they will
spend their lifetimes. This is why Internet dating has
become so attractive and popular.
Online Dating: Not Your Ticket To Adam Levine
Written by: Kandice Skaggs |
Distributed: 2013-10-22 |
Word Count: 912 |
Page Views: 4711
| Votes: 13 |
Rating: 1.38
Okay. You think you're hot. Sexy, accomplished, young. But
you're single. Oops. There goes the relationship barometer
- down, way down the drain, and you suddenly turn to the
internet. Here are a few things to keep in mind.
Most Viewed "Self Improvement" Articles
Fill-In-The-Blank Bio Templates to Write Your Personal or Professional Bio
Written by: Barbra Sundquist |
Distributed: 2008-04-17 |
Word Count: 654 |
Page Views: 152791
| Votes: 241 |
Rating: 2.44
It's not hard to write a personal or professional bio when you
use the fill-in-the-blank bio templates provided in this article.
All you have to do is choose one or two sentences from each of
the four categories and add your details. The result will be a
first-rate personal or professional bio.
Making Women Lust For You
Written by: Kathy Stafford |
Distributed: 2007-10-29 |
Word Count: 566 |
Page Views: 29776
| Votes: 92 |
Rating: 1.71
Ways to be the man women will lust for. Offers suggestions on how
to improve your physical image as well as your personality to
make yourself more attractive to the opposite sex.
Why Is Failure The Steppingstone To Success?
Written by: Kent Jacobson a.k.a. Mr. Success |
Distributed: 2007-06-07 |
Word Count: 156 |
Page Views: 18503
| Votes: 143 |
Rating: 1.82
The pervasive misperception is that failure is somehow bad for
you. I think failure is just the opposite and have identified 8
reasons why failure is your steppingstone to success.
Do You Take Things Personally? Learn How Not To
Written by: Carol Chanel |
Distributed: 2006-11-02 |
Word Count: 1891 |
Page Views: 16995
| Votes: 50 |
Rating: 4.02
Do you take things personally and wish you didn't? Do you want
to know how not to take things personally? Every time I say I
help people learn how not to take things personally I always get
the same response – oh, I need help with that.
How To Avoid The Pitfalls, Wrong Turns, Broken Hearts Of Online Dating
Written by: Lance Metzger |
Distributed: 2013-10-16 |
Word Count: 657 |
Page Views: 12573
| Votes: 30 |
Rating: 1.87
As an experienced online dater, I feel qualified to help you avoid
pitfalls, wrong turns, broken hearts, and the general
catastrophes associated with internet wooing. Read on as I
examine many of the pitfalls of online dating and how to avoid
them...
She Won't Call Me Back
Written by: Kathy Stafford |
Distributed: 2007-11-07 |
Word Count: 503 |
Page Views: 12327
| Votes: 31 |
Rating: 2.87
How to proceed when the woman you connected with won't return
your phone calls or emails. Tips for determining whether you
should continue to try to contact her or forget her and move on
to someone new.
How To Be Happy -- With Whatever Life Gives You!
Written by: Bruce Elkin |
Distributed: 2008-01-28 |
Word Count: 1087 |
Page Views: 11740
| Votes: 19 |
Rating: 2.05
The way we make ourselves happy is unique to each of us. But the ways we make ourselves unhappy are remarkably common to all of us. So, perhaps, by not doing the things that makes us unhappy, we can create more space for deep and lasting happiness we long for.
Talking About Past Relationships
Written by: Kathy Stafford |
Distributed: 2007-11-13 |
Word Count: 685 |
Page Views: 10647
| Votes: 17 |
Rating: 2.35
How much information do you give your girlfriend about your past
relationships? Offers tips for how to answer the question from
your girlfriend about your past relationship – what to tell, and
what not to tell.
Getting Your Boyfriend's Forgiveness
Written by: Kathy Stafford |
Distributed: 2007-10-10 |
Word Count: 499 |
Page Views: 10437
| Votes: 29 |
Rating: 1.48
Advice on asking for forgiveness after you've made a mistake in
your relationship. How to repair your relationship and reduce the
anger.
Verify The Identity Of Your Online Dating Match
Written by: Lance Metzger |
Distributed: 2013-10-30 |
Word Count: 502 |
Page Views: 9216
| Votes: 21 |
Rating: 1.71
The biggest hurdle that most people face in online dating world
is the question and concern of whether the person at the other
end of the conversation is really who he or she says that they
are.
Highest Ranked "Self Improvement" Articles
Do You Take Things Personally? Learn How Not To
Written by: Carol Chanel |
Distributed: 2006-11-02 |
Word Count: 1891 |
Page Views: 16995
| Votes: 50 |
Rating: 4.02
Do you take things personally and wish you didn't? Do you want
to know how not to take things personally? Every time I say I
help people learn how not to take things personally I always get
the same response – oh, I need help with that.
Learn The Secret To Becoming An Expert At Anything
Written by: Jason OConnor |
Distributed: 2007-05-09 |
Word Count: 930 |
Page Views: 4462
| Votes: 6 |
Rating: 3.33
What happens when you step off the edge of a thirty story
building's rooftop with nothing to keep you in the air? Gravity
drops you like a rock. It's an immutable law. This law will
never be broken. Here's another one. Energy can't be created or
destroyed; it may be transformed from one form to another, but
the total amount of energy can never change. You may be wondering
what this has to do with becoming an expert at something. Read
on, you'll begin to see what I'm getting at here.
Law of Success: Part I
Written by: Sharif Khan |
Distributed: 2007-07-17 |
Word Count: 1173 |
Page Views: 4177
| Votes: 19 |
Rating: 3.32
Learn the Success Secrets of over 500 of the world's greatest
achievers in this special three part educational series
commemorating the work of Napoleon Hill's classic bestseller,
'Law of Success.'
The Key to Success in Psychometric Tests – Personality and Aptitude
Written by: Ron Clover |
Distributed: 2008-02-13 |
Word Count: 793 |
Page Views: 4901
| Votes: 10 |
Rating: 3.20
In the current job market, being invited to a job interview
almost always entails taking psychometric tests. The two main
elements in psychometric testing consist of – personality tests
and aptitude (IQ) tests.
Law of Success: Part II
Written by: Sharif Khan |
Distributed: 2007-07-18 |
Word Count: 1856 |
Page Views: 4689
| Votes: 11 |
Rating: 3.18
Learn the Success Secrets of over 500 of the world's greatest
achievers in this special three part educational series
commemorating the work of Napoleon Hill's classic bestseller,
'Law of Success.'
Time Management For Busy Moms
Written by: Jance Hayes |
Distributed: 2006-07-12 |
Word Count: 348 |
Page Views: 4581
| Votes: 8 |
Rating: 3.13
How do you do it? You work 40 hours a week, commute eight, cook,
clean, read bed time stories, help with homework, finagle home
finances and still have time for yourself and your spouse. Is
there an easier way? Before you peanut butter that gum out of
Sarah's hair or hunt down Cameron's pet rat, take a deep breath
and try these helpful time management tips:
Dream Big!
Written by: Kent Jacobson a.k.a. Mr. Success |
Distributed: 2006-09-22 |
Word Count: 456 |
Page Views: 5634
| Votes: 11 |
Rating: 3.00
Everybody, regardless of who you are, has a dream that they want
to accomplish in life. Remember, if this is your life long goal
you want it to be something huge.
Unlock the Treasure Within
Written by: Judith Waller |
Distributed: 2007-01-09 |
Word Count: 1091 |
Page Views: 5199
| Votes: 16 |
Rating: 3.00
Do you know why you're here and what you're meant to be doing with your life? Well, your soul has the answers! In this article, I reveal to you a way of tuning in to hear the messages from your soul, and offer some tips to help you uncover your own inner treasure.
Recipes For Relaxation And Getting A Good Night's Sleep
Written by: Aliza Saylor |
Distributed: 2007-06-08 |
Word Count: 883 |
Page Views: 3637
| Votes: 14 |
Rating: 2.93
Along with a whole host of things that makes staying in bed the
optimal decision every morning, the actual physical comfort of
the bed is the most significant. Whether you are snuggled under a
fluffy blanket or lounging around under a sheet, the way you
relax will drastically increase your quality of sleep.
Personal Decisions Of The Heart: The Inner Enemy!
Written by: Bronwyn NobleStar |
Distributed: 2007-12-13 |
Word Count: 913 |
Page Views: 4307
| Votes: 12 |
Rating: 2.92
Why not start your day by taking a moment to check your
e-motional barometer. Are you feeling Love or Hate? By answering
this question daily, you can improve the quality of your life!
|
|
|
|
|
|
|
Article Reprint Rights
|
This work is
licensed under a
Creative Commons
License
You are not required to show the creative commons license notice when you reprint this work.
|
|
Article Statistics
|
Word Count: 729
Total Views: 3412
Article Rating: 1.00 of 5
Votes Cast: 9
More Articles By Author:
Articles On This Website
Last Distribution Date:
2008-04-15 10:48:00
Internal ID: #5914
|
|
|
Home