The art of persuading others is important whether you are running a team, trying to push through a new project or closing a sale. Many great ideas fail simply because they are not presented properly. How can we gain the trust and support of people who have different priorities and often think differently than we do? This question has recently been asked on Inc.com. The website published a set of questions we should first ask ourselves in order to understand the people we want to influence.
1. Whom do you want to persuade?
Knowing a name and job title is not enough. You should try to find out as much as possible about people's interests, projects, motivation and even personal hobbies.
2. What is your relationship like?
Consider how a person's relationship with you could influence their decision. Try to find common interests and experiences to build on.
3. What is the person currently experiencing?
Focus on the person's current situation at work as well as their private life. What are they currently dealing with and how do they see the world?
4. What do they know about you?
Find out what the person already knows about you and your ideas so that you might supply them with information of which they are not yet aware.
5. What changes will your proposal bring?
Try to get the most accurate idea about how your proposal may influence the work of the person concerned. Understand the pros and cons.
6. What might lead to rejection?
Write down all the factors that may adversely affect the acceptance of your proposal. Systematically review these factors and prepare arguments.
7. How does the person make decisions?
Focus on the specific behaviour and attitude of the person to their work and decision-making. Then adjust your own behaviour accordingly.
8. How does your proposal fit into the broader context?
To persuade anyone, you have to see things from a broader perspective. The person you want to persuade must see that you understand what they are doing and why.
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