Think about the most persuasive person you know (or know of). I think you’ll agree that he or she likely has some common traits. Perhaps it’s Bill Clinton, the Dali Lama or maybe a respected mentor. Yes, it’s true we’re born with some of these, but the rest just take a little practice. Here are my top 5-where do you fall in the lineup?
Naturally charismatic: When we think of Bill Clinton, the word “charismatic” often comes to mind. Whether or not you agree with his philosophies, you’ll likely concur that he has “people power”. Naturally charismatic people have the ability to draw us in, and to make us feel like we are the most important person in the world. Try it the next time you want to be persuasive.
Knowledge and reputation: There’s no way around it, you’ve got to have this one. Recently I was chatting with a client who wants to expand into a related area of business. What will be the first question his prospective customers ask? Does he have not only the imagination, but the chops, to get the job done.
Garners trust: Face it, almost nobody is going to go along with you if they don’t trust you. The ability to earn trust and respect is crucial characteristic of top managers and the key to creating both a winning team and a winning company. If you’d like to find out more about my popular workshop “Earning Trust & Respect”, click here: http://alterconsultinggroup.com/workshops/.
Creates rapport: Don’t overlook this one. In today’s world of instant everything, I think we tend to believe we “know” people better than we do—just look at how many connections you have on LinkedIn, or how many Facebook friends are on your list and you’ll see what I mean. Taking the time to actually create rapport first definitely pays off in the end.
Listens: A colleague of mine once told me that if his salespeople could both listen and hear at the same time, he’d be wealthier than Warren Buffett. I don’t know if that’s true, but truly concentrating on what your prospective clients say vs. what you plan to say next can definitely make you irresistible.
What do you think makes us persuasive with our clients and customers?
© 2013 -2014 Shannon Alter