GETTING YOUR POINT ACROSS
What is the difference between manipulation and persuasion? Both try to get the listener to do or think as the speaker wants. Manipulation uses emotional tactics, half-truths and the manipulator is in control. That “control” only lasts as long as the manipulative tactics remain undiscovered.
When you persuade someone, you “win” him or her over to your way of thinking. They make a logical decision based on the information provided. The listener is in control, and the change in behavior or thinking remains.
The following are some ways to get your point(s) across persuasively.
- BE POSITIVE. A positive approach can often influence the reaction and it can be persuasive in itself. Remember that you are trying to win people over to your way of thinking about the subject. Think ahead about specific positive aspects and how they will affect the listener. Make it personal.
A negative approach gets a negative
reaction. It is a form of manipulation,
since we create a fear of consequences.
- BE CONCISE. Simplicity promotes clarity and secures the desired action. If we go on and on, adding less valuable information, it may appear that we are trying to “snow” the listener. Or worse yet, they could stop paying attention to all the extra details while waiting for the point(s) to be made. Use the KISS method – Keep It Short and Simple.
- BE TACTFUL. It is the art of persuasive communication…saying the right thing, at the right time, to the right person in the right manner to produce the desired results. How do we make sure that happens? Consider planning ahead for this communication. Decide what will be the best method to get your point across and choose the best time for the listener to hear your message.
- BE RIGHT MOST OF THE TIME. We are all wrong some of the time, but if you are generally correct (i.e. know what you are talking about), your listeners will be much more receptive to your persuasive messages. On the other hand, if you are known for “blowing smoke” or shoveling baloney, people are more likely to think that they are being manipulated.
- DETERMINE THE DEFENSIVENESS. Anticipate the listener’s reaction before you communicate. As you are planning your persuasive message, think about the objections he or she may have to your message and include the answers to those objections. Identify the information and needed points to win this person over through reason and understanding.
- LISTEN WITH INTENT. A person can often be just as persuasive when he or she is listening, sometimes by listening “between the lines”. Your prepared persuasive message includes your consideration of the other person(s). That preparation will help you to listen with an open mind, rather than thinking about your next response. You can discover and understand the other person’s point of view. Being prepared and keeping an open mind, will help you listen instead of thinking about what you want to say.
O.P.E.N. COMMUNICATIONS
| O – Objective |
The specific action you want the other person to take. Spell it out in brief detail. |
| P – Plan |
The sequence of facts,
thoughts, ideas and proof
that you both will follow.
You will use this “road map”
to determine if it is logical to
arrive at the objective. |
| E – Expectations |
The mindset of the people
involved from their past
experiences with each other.
This can be a roadblock. |
| N – Need |
This determines the benefit
to the listener if s/he accepts
your suggested action. |
You will use O.P.E.N three times for each persuasive conversation:
First, when you are preparing your persuasive message.
Second, when you develop and present a “60 second opener” that includes your Objective, a short version of the Plan, an observation of the listener’s Expectations, and the benefit (Need) to the listener. It wards off premature conclusions by the listener and eliminates the roadblocks up front. It is not an attempt to get the individual to agree to take the action, but rather to agree to interact objectively to determine whether the idea can be a win-win situation.
Third, when you present the entire persuasive message.
EIGHT TESTS OF WORKABILITY
As you are preparing the persuasive message on your idea, include information on each of the following that apply:
- Cost – the initial investment of equipment, labor costs, overhead, consultants, etc.
- Quality – How will the end product be better? Will quality temporarily fall in the beginning? If so, how long before the desired quality will be achieved?
- Quantity
- Production time – money, quantity, quality, training?
- Morale – What will this change mean to the other people in the company? …on the line? …in the department? Will it make it easier for one department, but more difficult for another? Talk to those affected to see what they think about the proposed change. Be open-minded. Find ways to involve them and create “buy in.”
- Public relations – How will the idea affect internal, external customers and/or potential customers?
- Sales – packaging and/price changes?
- Profits – How will the idea make profits increase?
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