Whether you’ve just started in your first job, or you’re the CEO of a large multi-national conglomerate, there’s an essential skill you need if you want to succeed, and that’s the ability to persuade.
Some people seem to be naturally influential and persuasive, and it’s tempting to think that it’s something you’re either born with, or not. However, nothing could be further from the truth. Knowing how to persuade people is a skill which can be learned. In fact, it can be pretty straight-forward. So, imagine your next meeting. How will you persuade and influence others?
Firstly, like so many things, you need to be prepared. Establish clearly, in your own mind, what it is you want to influence someone to do, or think, and why. Focus on the people who you want to influence and try and see the world from their perspective.
You will, of course, need to be highly alert when you meet with colleagues. However, if you’re a bag of nerves you won’t get anywhere. Breathe deeply and slowly. Smile. Visualise achieving exactly the outcome you want and need. Then, be relaxed and calm throughout the session.
Ask lots of open questions about your colleagues’ views or positions on the subject. Don’t comment or disagree with anything, just listen closely and try to understand what they think and, more importantly, why they think and feel that way.
Once you have a clear sense of your colleagues’ views, describe your position. Be clear and succinct, but give enough information to bring your views or position to life.
Now you need to align your position with your colleagues’. You need to demonstrate how it’s actually in their interest to agree with your views. Describe how your position provides more benefits for your colleague than their position. If you can’t genuinely establish this, then you won’ be able to persuade them.
If on this occasion you can’t, in good faith, see how it’s in your colleagues’ interest to see things from your point of view, then be honest and stop trying. Be gracious and open about it. By doing this you are creating the groundwork for an open, genuine, and trusting relationship that will serve you both well next time you need to try and persuade your colleagues of anything.
Whatever the outcome, thank your colleagues for listening and being professional. Remember, persuasion is rarely a one-off activity, it’s an on-going part of your job, so it pays to show gratitude.
Being able to persuade people is an essential skill for anyone in business. And, while you may think it’s all about what you say, there’s a lot to be said for the importance of listening, too. As recognised by David Rusk, former U S Secretary of State, “one of the best ways to persuade others is with your ears – by listening to them”. That’s certainly persuaded me.