Trevor writing for the Servant-Leadership blog points out that the the explanation of persuasion vs. manipulation in an earlier post may have left something out in terms of explaining why persuasion works.
He is sort of right, I didn't go into as deep an explanation as I might have in the post and chose to focus only on the idea that persuasion is moving someone to their own best conclusion. This is based on the fact that they've already raised their hand and indicated some interest.
From that perspective, my post was exactly correct. But, to Trevor's point, there is a lot more to persuasion when it relates to people who are no committed or who don't yet know that they have a desire for your product or service.
The first step in persuading someone who doesn't know about you, your product, your service or your opportunity is to become a part of their consciousness and then to persuade them that they need to listen to your message in the first place.
The process for doing that is to, tell a compelling story, initiate curiosity, create exclusivity, all done from the position of being an expert. And, all are done for the purpose of moving those people to come to their own very best conclusion about what they are hearing.
That is persuasion and how it works in Trevor's scenario.
Thanks Trevor!
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Posted by: Danial | October 29, 2005 at 01:58 PM
Isn't the first step to find out who the person is and what their situation is? It's entirely possible that they don't need to listen to your message. Your product, service, or opportunity might not be what they need or want.
Posted by: Jason Yip | October 29, 2005 at 09:20 PM
Of course it goes without saying that you would not try and persuade someone who doesn't have a need for your product or service.
My point is though, that even before you begin to persuade them if it is appropriate, that your story must persuade them to listen further so that they can make their very first decision, to listen to you or not. . . or to your point, to decide that you are not a good fit and stop listening.
There is no use in trying to persuade someone of something not in their best interest, that is manipulative.
On the other hand, if it is in their best interest and if they've indicated interest, then it is your responsibility to help them break through ambivalence by persuading them.
Very good thought Jason, thanks for bringing it up!
Posted by: Dave Lakhani | October 29, 2005 at 09:58 PM
No one likes to be told what to do, and telling a story allows your persuasion to be less direct and be less manipulative.
Posted by: Brad | November 02, 2005 at 03:52 PM
I think persuasion is the best method!!
Posted by: Jessica | November 04, 2005 at 12:51 PM
Selling products based on the customer benefits is very important. What kind of person are they? What do they find important? Are the social people? If so the they will probably what the newest and greatest thing. Are the time oriented? Reliability is probably their drive. Asking the important questions about what a customer desires and wants will lead you to the product and present you with and opportunity to sell. If you do not listen the customer will shut up out.
Posted by: Teresa | January 04, 2006 at 08:39 PM