PERSUASION and INFLUENCE TECHNIQUES - often used by Sales People
Persuasion
is a form of influence. It is the process of guiding people toward the
adoption of one's views. It is a problem-solving strategy, and does
not rely on force or deceit.
Dissuasion is the process of convincing someone to not believe or act
on something.
The word "persuasion" is usually used in distinction to coercion,
which involves the use of violence or other kinds of force, or the
threat of such force in order to get someone to act against his will.
Persuasion is often confused with manipulation, which is the act of
guiding another towards something that is not in their best interest.
Persuasion is meant to benefit all parties in the end.
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COMMON PERSUASION TECHNIQUES
By appeal to reason:
By appeal to emotion:
Aids to persuasion:
Logical
argument
Logic
Scientific method
Proof
Advertising
Faith
Presentation and Imagination
Propaganda
Seduction
Tradition
Body language
Communication skill
Sales techniques
Persuasion is as old as humanity
itself, and records exist to show that the available technology of the
day has been used to assist with persuasion for many thousands of
years, and has evolved over the centuries to become more effective.
The earliest persuasive technologies were those that facilitated
verbal communication.
The first major advancement though was the
technology that facilitated books, flyers, pamphlets, billboards and
other forms of widely reproduced written and later visual
communication. Sometimes these have a profound effect on culture - for
example the Shanghai lady image in 1930s China. Today there are a
plethora of electronic technologies that can be used for persuasive
purposes.
The key difference between "persuasion technology" in the modern sense
and the persuasion techniques that might have been used by a Roman emperor or a
radical cleric supporting the reformation is the degree of reciprocal
technical equality. In ordinary conversation unaided by persuasive
technology, an individual may be more eloquent and persuasive than
another individual, depending on their relative talents and training.
But persuasive technology can give one interlocutor a technological
edge and this might be the decisive factor. Improving intrusive
technology e.g. RFID tags make this a rather more subversive process.
There are recorded incidences of carpenters or stonemasons defeating
highly respected scholars in classical rhetorical history. This would
be more difficult today. Carpenters and stonemasons generally do not
have the same access to persuasive technology as experts do.
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END OF PERSUASION TECHNIQUES | The Power Of
Persuasion
