When was the last time you tried to persuade someone about an issue or persuade them to do something for you? Nobody’s listening, so take your time and be totally honest. What was your thought process before the persuasion, during the persuasion and after the persuasion? Were you thinking of what you would gain if they agreed or were you thinking of what they would gain? Remember we agreed on 100 honesty ok! Those of you who answered truthfully probably said your focus was on the benefit you would gain, and that’s ok because honesty is the best policy. To the rest of you, I need to sign up to your school of persuasion because you have it made! LOL!
The dictionary defines “persuade” as to cause somebody to adopt a certain position belief or course of action. That’s powerful! To get people to buy your GPSI (Goods, Products, Services or Ideas) will involve you getting them to change their belief or position. And normally it’s a position in their mind, commonly known as a paradigm. If you can get them to shift their paradigm, the deal is closed, you have won!
Persuasion is a skill. I call it a skill because it can be learned. When you are persuading someone, you are selling them the value of your GPSI. It is getting them to exchange what they believe about their problem or situation for the hope that your GPSI offers. It’s an exchange where BOTH parties should benefit. If you look at winning from this perspective, your winning rate will increase tremendously. Jesus Christ was a great persuader and He used questions and parables to persuade people. Study the letters in red in your bible and see for yourself. The good news is that you can apply His style today and still win. To be an effective persuader you will need to be clear on at least 3 facts:
1. What problem do you solve? This will form the basis of your parable or should I say story since we are not living in bible days. Form a parable based on the reality of your audience. Drive the point home by using language and symbols they can relate to. Focus more on your audience than on getting your way, and you will still get you way! Sounds like a parable doesn’t it?
2. Believe in your GPSI and the value it adds to your audience. Most of my coaching clients are entrepreneurs seeking to go to the next level. During our sessions one of their assignments is to describe the value they offer. More often than not, they look at their GPSI as something that comes easily to them and they tend to unconsciously devalue it. So my job then becomes to help them realize that what may come easily to them, doesn’t come as easily to their clients and that is why their client is hiring them! You will be amazed at the revolution this simple discovery brings to our sessions! Devaluing your GPSI consciously or unconsciously will weaken your persuasion and when your persuasion is weak you are likely going to lose the deal. See the spiral effect? This misconception tends to be one of the major self sabotaging behaviors that hinder people from breaking through to the next level. Do you believe in the value of your GPSI? Think of all the things that you do easily and often for free and you could be on the path to discovering your GPSI.
3. Ask “Aha” questions. An “Aha” question is a question that leaves your audience going, “I see”. Your GPSI solves a problem or meets a need and your “aha” question unveils that need to your audience. Effective persuaders do not pre-judge or assume, they ask questions. Jesus was good at asking “aha” questions. Remember when He met the lame man at the pool of Bethesda? The Bible says,
“When Jesus saw him and knew he had been ill for a long time, He asked him,
“Would you like to get well?”
“I can’t, sir,” the sick man said, “for I have no one to put me into the pool when the water bubbles up. Someone else always gets there ahead of me.”
Jesus told him, “Stand up, pick up your mat, and walk!”
Instantly, the man was healed! He rolled up his sleeping mat and began walking!”
That was an “aha” question which normally requires a “yes” or “no” answer. However, the man started stories like some people you know do and almost missed his moment. Has it ever occurred to you that the man was made without even stepping into the pool where he had sat after 38 years! Jesus must have been trying to get him to see, your problem is not getting into the pool, it’s getting up and walking. Just have faith!
Asking your audience questions will help you identify their unique needs so that you can position them to buy your GPSI. It will also help your audience make the appropriate shift in order to buy without the feeling of manipulation.
For free “aha” questions, send an email to subscriptions@excellentimage.org briefly stating your GPSI and I will send them out to you.
You can read previous series at www.excellentimage.org in the Excellent Edge page.
Next week we will look at Issue # 1 and what it means to the faith community. Feel free to post your questions. Till then remember your GPSI is valuable and the world is waiting for you to deliver it!
Blessings!
