Persuasion can be a great ally and help you stand out and improve the performance of your industry or even your company.
First, let's understand better what persuasion is: it is a communication strategy very familiar to the already known "effective communication". The difference is that here, you are communicating to convince!
Contrary to what many people think, persuasion is not synonymous with manipulation, it is to adapt your message according to the audience and, according to Robert B. Cialdini (psychologist and author of the book "Influence: The Psychology of Persuasion"), it starts with the most human of skills - empathy.
And those who think that persuasion is a gift that is born with gifted human beings are wrong; it is a tool that can -and even should- be developed and improved in everyone.
Herd Mentality
Knowing the current moment of the company and other sectors is indispensable when making a business decision and this data can be provided through conversations, success stories, reports, etc.
Besides bringing a security, it can also guarantee that your suggestion will be better received and is already "halfway done". For example: you have evaluated the information and confirmed that this is the ideal moment to migrate to a new system.
In your presentation, you would show how this decision would affect the whole "herd", and also show success stories of other companies that have successfully made the same decision as you at this moment.
Commitment
Here the idea is to honor a commitment you have made, and this can be about buying new systems or a big business decision. Generally, people tend to become more reluctant and questioning when challenged.
So to improve your persuasion in a situation like this, it is important that you show commitment and even flexibility to a negotiation. The conversation could go something like this: "Do you agree that our system could be better? And do you agree that we need to give more feedback? Then do you also agree that to do that we need to make sure the whole team has the right system?"
These questions show your commitment and loyalty to the organization. To complete this negotiation, you can continue to cite disadvantages and finally ask for permission to research the best systems at the best prices, of course.
Reciprocity
Reciprocity is the idea of exchanging something for mutual benefit, such as bringing a dessert to a dinner party organized by a group of colleagues. In the corporate world, you use reciprocity to get a wider acceptance of the ideas you are presenting. It sounds complex, but an easy example of this strategy is to simply thank the people who took the time to discuss the new system you want to implement.
Authority
Getting the support of a person who is seen as trusted and even an authority in the organization can be a key turning point in your projects, especially if you spread this information among the teams and call this person as a supporter in the decisive meetings.
But it is also important that you convey confidence on your own and have a posture of authority on the subject you are presenting.
Scarcity
This is a well-known technique in persuasion: the idea that a product or service is scarce, or that an opportunity is fleeting, can induce people to act faster.
A good example of this in the business world might be the following situation: the price of the system you recommended is 60% off until the end of next week, that would be interesting for management, right?
Sympathy
This is the primary skill for having openness with other people. Being a reliable and likeable person can help you to be influential and liked wherever you go. According to Amy Cuddy, a Harvard social psychologist, sympathy is driven by:
Persuasion is a valuable skill that can help you reach higher and higher, both inside and outside your organization. It is important to point out that when done in the right way, persuasion becomes just one pillar within effective communication.