3 Keys to Persuasion – lifeissales.ca
3 Keys to Persuasion
People all too often complain that they can’t persuade others. They have tried to get their staff to embrace a change project but with no luck! They have tried to engage their clients to explore new product lines but with no luck! They have even tried to create a new behaviour for themselves but with NO LUCK! To change someone’s behaviour there are 3 keys that must be present; just like a fire needs oxygen, fuel, and heat for it burn, if you are to change the behaviour of others there are 3 Keys to Persuasion that must exist : a trigger, motivation and ability.
I guarantee that if you are failing to get to YES! One of these elements is missing!
To influence someone there needs to be a trigger, an opportunity either crafted or naturally occurring that must be seized. Without a trigger event influence will not and cannot occur.
By definition a trigger is an event that precipitates other events. So for behaviour to be changed, either yours or the behaviour of others, there must be an event that causes it to happen.
As Aristotle said, “Persuasion is the ability to get someone to do something they otherwise wouldn’t have done unless you asked”.
The trigger Aristotle was referring to was your request for them to do something. In other words if you don’t ask they can never say YES.
The Six Principles of Persuasion outlined in “Life is Sales” are themselves decision triggers to move someone in our direction.
For behavioural change to occur the second element of motivation must be present if change is to occur. This is where understanding whether the target of influence “wants to be” involved or whether it is “the right thing” to do is so critically importantly. Without the motivation to change things will remain the same. So whether it is to gain something new, avoid loss, feel part of a group, do it because I believe in it, or one of the many other social motivators that drive behavioural change;
Without Motivation Nothing Will Happen!
Finally the person being influenced has to have the ability to do the thing asked of them. Stamford University Professor BG Fogg states that ability is synonymous with simplicity. If it is simple then people usually have the ability and he lists 6 factors of simplicity:
- Time – if it takes too long – it is not simple
- Money – if it is too expensive – it is not simple
- Physical Effort – if I have to do too much – it is not simple
- Cognitive Effort – if I have to think too hard – it is not simple
- Social Deviance – if I have to deviate from the norm – it is not simple
- Non-Routine – if I have to deviate too far from my normal routine – it is not simple
Simplicity Changes Behaviour
So, here’s the Question!
If you are failing to persuade someone (yourself included) which of the above 3 Keys to Persuasion are missing?
If they are missing and you want people to say YES more often check out http://www.lifeissales.ca