The Art of Persuasion

In Dr. Seuss’s famed childhood book, Green Eggs and Ham, Sam-I-Am persistently insisted that the Cat-in-the-Hat try just one mere morsel of an objectionably looking delicacy. Let’s look at Sam’s art of persuasion.

Speak from experience. It is hard to convince someone of that which you are not fully persuaded. Try it. Test it. Be comfortable in the performance, concept or principle before passing it on to others.

Make the presentation interesting. Give concerted thought to the words to use rather than rambling. Use examples, props, visual aids or other venues to illustrate your message. Present in different formats, keeping in mind the vast array of learning styles.

Do not give up easily. Keep on keeping on. A “No” is not necessarily final. Be willing to do more research and contact at a later date. Although there may come a point of needing to let go, through developing a relationship, the issue is always available to be revisited.

Be more concerned with client’s need than with your sale. Whether an item or an idea, when you have the other’s best interest at heart, your doggedness has more substance. There is a difference in motivation and manipulation. Manipulation is external and for personal gain, whereas motivation is internal and for the benefit of all involved.

Remain pleasant in the face of opposition. Always remember the other’s humanity and do not be offended by objections or misunderstandings. Guard your facial expressions and monitor your tone of voice. Show respect by acknowledging that everyone is right from their own perspective. Make relationship more important than being right.

Do not gloat over having persuaded another. We are each self determining and make our own decisions, whether persuaded in one direction or not. You did not make someone come to your conclusion. If you think you did, it was manipulation and not persuasion. A person convinced against his will is of the same opinion still. If your influence made a difference in the outcome, recognize it for what it is – encouragement and not determinism, effect and not cause.

Try it, you’ll like it. Give yourself room to grow by being open to new experiences.

CAUTION: Whether being the persuader or the persuadee, check with your conscious that what you are trying will not lead to addictive or destructive behavior.