Why is establishing credibility important to the art of persuasion? Simply put, people are more likely to be persuaded by someone they trust. Credibility is made up of two factors: your level of expertise and your relationships.
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Taking the time to implement pilot projects gave my colleague more experience in the realm of employee assessment, which translated to more expertise; during the meeting, the leadership team was much more receptive to his ideas because he took the time to establish his expertise.
A key to effective persuasion, then, is to highlight the advantages that the people you are trying to persuade would experience.
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In order to do that, you must thoroughly understand the challenges that your audience faces, and what they most care about. Take, for example, this case study from Dr. In his presentation, the manager was going to highlight the new efficiencies that the improved engineering would bring about. Because research shows that decision-making is an emotional process. The final step in the art of persuasion? Connecting on an emotional level with your audience.
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Will your audience respond best to scare tactics or a more uplifting message? Framing your ideas instead as techniques to help support their recent success would be better received. Being a leader involves coming up with ideas to move the company forward.
Need some help in crafting an argument your audience will truly respond to? Notify me of follow-up comments by email. Notify me of new posts by email. Filed Under: AVW Blog , Communication , Leaders , Persuasion , Sales Tagged With: art of persuasion , Coaching , Communication , how to persuade effectively , leadership , persuasion , persuasion steps , persuasion techniques , stages of persuasion , steps of persuasion. Carl is English and was originally a chemist and has spent all of his working life in big business, working in the pharmaceutical industry predominantly at the interface with other companies managing relationships on projects from the very technical to the financially huge.
For last 10 years he has lived and worked outside the UK and over the past 20 years has written and delivered training courses across the globe, from Cape Town to Brussels, from Manila and Hong Kong to Philadelphia and Rio de Janerio, focussing on conflict management, relationships and the need for cultural insights.
She trained and mentored young lawyers helping them develop their capabilities and build their businesses.
This work later became her inspiration towards Human Development, which eventually brought her to the amazing world of coaching and Solution Focused Development, transforming her world and empowering her clients. Drawing on her background and line of work in training, mentoring, and entrepreneurship, she became an advocate for the development of creativity and innovation in Business and Talent. Silvia is bilingual Portuguese and English working in both languages as a trainer, coach, and mentor.
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For 18 years Jan has been working on various management positions and his main area of interest was always potential of people development. For 2 years he worked in Czech Television and after that he entered into industry of mobile technologies where he worked until As a leader he used coaching methods as a tool for sales performance increase. His passions are sport and initiating change in people.
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Jan highly values continues development in area of self-awareness. He thinks that we, as humans, have great potential and our main purpose is to discover it and develop it.. Dragana is HR consultant with extensive experience in the field of employee development and training. During her career she participated in the creation and implementation of a variety of development projects, workshops and training programs for more than 20 companies.
The Art of Persuasion: Four Steps to Persuade Effectively
She has over 7 years of HR experience and her areas of expertise are improving employee relations, communication skills, employee motivation and cooperation. She is certified consultant for the SHL assessment tools, and for Hogan assessment tools. Dragana has an educational background in Psychology. Prior to joining Atria Group team, Dragana also worked as a psychoterapist and psychological counselor and has completed education in O. She is also certified for use of biofeedback and neurofidbek methodology by Biofeedback Association of Serbia.
Over the course of last 14 years he has been engaged in development of human resources, primarly in corporate environment, and later on in consultancy projects. Predrag is a senior partner at Atria Group.