HOW DO YOU PERSUADE OTHERS? BY MICHELLE BOWDEN How persuasive are you? Do people listen when you speak? Do you often get your own way? We all know self awareness is the first step to behavioural excellence! And the good news is that persuasion skills can definitely be developed, regardless of your personality. I recently worked with the CEO of the Australian arm of an international company. This CEO had been lobbying unsuccessfully for 3 years to close one of the branch offices as a way of improving the financial performance of the company. After learning a number of new influencing skills relevant to the level of board presentation, he received the board approval that he needed on the spot. Yes, you read this correctly - on the spot! I have also worked with many technologyfocused clients pitching for multi-million dollar projects where those involved would certainly not describe themselves as ‘people people’. Yet once they learnt the simple steps to persuasion they too have won their bids. In order to improve your power to persuade you must appreciate that not everyone will be influenced by the same things and in the same way as you. It is critical then, to learn ways of flexing or adapting your persuasion style to suit the needs and decision-making behaviour of your stakeholder. As well, if you are serious about increasing your chances of hearing the word ‘yes’ then you must also develop specific persuasion skills so that you are expanding your persuasive communication toolkit. What descriptors come to mind when you hear the word ‘influence’? Arouse, charm, tempt, entice, cajole, shape, force, negotiate, brainwash, manipulate, impress, incite, inspire, sway, transform. These are all value-laden words www.michellebowden.com.au
that may affect your view of what is desirable influencing and what is overstepping the line into the realm of unethical manipulating or misuse of power. How many of these words do you see as positive or negative? And what impact does this value judgement that you make have on your ability to persuade the people around you? The real question is: How do YOU persuade others? Do you know about the world-first, brand NEW, persuasion reality check? Michelle Bowden Enterprises has launched an exciting new psychometric tool for identifying the strengths and weaknesses in your persuasive communication style. Complete the tool and you will see persuasion is made up of a set of competencies that can be acquired by modelling specific behaviours that are achievable for everyone. Use this link to complete my Persuasiveness Reality Check for FREE so that you can learn about your personal persuasion style.
How to Present Magazine
OCTOBER 2012
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