Persuasion

Persuasion: An art form that has been developed across time by many great sales people. I like a simple definition for persuasion "getting your way".

You can read all types of books on persuasion written by psychologists, business coaches, and sales professionals. They will give you lists and scripts. They will give you qualities and a skill set. They will write from 100 pages to 500 pages on persuasion. They will give you so much information you will have to first persuade yourself to read another book.

Let's simplify all these books and look at the main ingredient in persuasion. The skill set you will need to develop is storytelling. I know you cannot believe it, but buried in all those pages that you have read is storytelling. It may be disguised as vision. An authors word for storytelling. It may be disguised as engagement. A psychologist word for storytelling. It may be disguised as manipulation. A slanted salesman's word for storytelling. Whatever they want to call storytelling it is still storytelling.

Storytelling is painting a picture so clearly and vividly that your client can see the wind blow and feels the sunshine on their face. Most people do not remember facts or numbers, but a good story will be retold to everyone.

The object of your story is for people to agree with you. If they agree with you then they can learn from you. If they can learn from you then they can be persuaded by you. Then you get your way all the way to the bank.

Storytelling is not presenting. Presenting is making something evident. Presenting is not the right approach for persuading. Storytelling can help you uncover needs while you are trying to build value. Storytelling will help you gain trust by being believable, likeable, and confident. Present to your accountant. Tell stories to your customers.

Your "get my way" strategy or objective should be to engage people by storytelling. Remember, everybody likes a good story!