Strategies Of Persuasion

October 15, 2012

Interview with Darlene Price, author of the book Well Said!: Presentations and Conversations That Get Results

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Mike Carruthers:
When you try to persuade someone to do something for you, you have your reasons but those reasons probably don’t mean much to the person you’re trying to persuade.

Darlene Price:
As Aristotle said, “A fool tries to persuade me with his reasons but a wise man persuades me with my own.”
 

Darlene Price, author of the book Well Said!, says to formulate your message that way takes mental preparation.

And often times we don’t do that mental preparation we just (and pardon the vulgarity of this phase) but we just show up and throw up. And what we really need to do is think about it from their perspective.

And to do that requires incorporating 1 or more of the 4 “P’s” of persuasion.

And the 1st “P” is profit. So you have to discuss the profit the bottom line dollars and cents of it. The 2nd “P” is pleasure. Does it make me feel better? Does it give me more time in my day is there less hassle?

The 3rd “P” is power.

People like to feel in control whether it’s in control of their time, controlling other people, in control of their resources. So, what is it about your proposal that empowers people? And the 4th is prestige so when you can appeal to the prestige factor and show that listener how they’re going to look good that’s also a win. If somewhere in your message you’ll speak to 1 or more of those 4 “P’s” you’ll usually get what you’re asking for.