" The best way of imposing an idea in in, It is to
persuade them that it comes from them … "
That it is about your customers, about your
boss or about your employees(associates), colleagues, suppliers, friends, and
even (or especially) about your spouse and about your children of convincing
and of persuading your interlocutors, whatever they are, is a challenge to be
raised(found) every day.
How make your
messages pass? How to convince the others of the legitimacy of your proposals?
How to gain(win) in presence and to strengthen the impact of your
communication? And especially, ultimate purpose, how to take you there so that
your interlocutors made for what you ask them? Does the end justify the means?
The time(period) when it was necessary to pass in force, to roar and to
threaten to obtain what we wanted is past(over). To impose his(her,its) ideas,
so brilliant they are, it does not work any more.
In the
seminaries(seminars) which we liven up(lead), a majority of managers, project
managers and commercial consider that the art to convince and persuade amounts
to have good arguments rested(supported) by facts and figures. It would be a
question then of presenting them in a logical and coherent way, and of course,
of believing in it! But to convince and persuade, the only logic is not enough.
Let us revise our
classics. For Cicéron, the famous speaker of the Antiquity(Antique), it is
advisable " to prove the truth of the fact that we assert, win the
benevolence of the listeners(auditors), to awaken in them all the feelings
which are useful for the cause ". So, any attempt of persuasion would lean
on these three poles - logos, éthos and pathos:
· logos represent the
reasoning and the mode of construction of the argumentation. He(it) addresses
the rational spirit of the interlocutor, the logical and taken the heat out
sense(direction). It is of him that we think in the first one when we speak of
convincing; nevertheless, it is not the main engine. · The éthos represents the
style, the posture that speaker has to set to captivate the attention and
gain(win) the confidence(trust) of the public. It is the image which he(it)
gives of him with the public. · The pathos is all the feelings for which the
speaker tries to cause(provoke) at his interlocutor's: pity, anger, fear,
enjoyment, admiration … This aspect is the most important, yet(now) it is
regularly evaded
Let us make a jump in
the time(weather) and let us consult Blaise Pascal. According to him, "
the art to persuade consists so much of that to approve that in that to
convince, so much the men(people) control themselves more by whim than by
reason ". To convince would implement(operate) the reasoning reason, based
on the facts and the figures; to persuade would join a logic of the heart,
where we would try to move and to affect(touch) the other one deep down in
his/her heart.
That you are in the
telephone, face to face, in a meeting or making a presentation(display), the
art to convince and persuade recovers from an alchemy where put in
confidence(trust), respect, listening, knowledge of other one, valuation,
sense(direction) of the compromise live with logic, rigor, demonstration, facts
and figures to affect(touch) at the same time the heart and the reason of your
interlocutors.
Attention,
book(pound) not to be put between all the hands! The techniques of persuasion
are very powerful; we pass on(transmit) them to you partners in a strong
recommendation of ethics, so as to let in you to a gaining(winning) relation /
gaining(winning) - and not "to get round" your Interlocutors against their interest.
As proclaims him
Professor Cialdini, pope of the techniques of influence, " Good business,
good ethics "!
Then, adorned to
convince? With this book, our ambition is to present you a methodology to guide
the action(share), an approach step by step and a set of techniques.
As any interactive
situation, the order is never unchanging and certain stages can be inverted,
evaded(skipped) even, if you feel that it is necessary to make him(it). Indeed,
" a single word is enough for paralyzing a human relation ", reminds
us Georges Steiner. Every relation is also fragile as a startup(young
person,young shoot).
And do not forget
that he(it) always returns to the pilot(driver), to the one who guides the
relation - that is to you - to know where you are there, where you want to go,
and to plan the following step.
By reading this work,
you discovered how:
1. Analyze the
situation, encircle your interlocutor and sit(base) your credibility;
2. Make a success of
your entrance, these first three crucial minutes, to produce a maximum impact;
3. To put you quickly
in sync with your interlocutor and to create a reliable climate;
4. Listen to, repeat
and question your interlocutor to know his motivations and needs;
5. Develop the muscle
of your arguments and give them the required weight, so that they made fly
6. Put the effect
wanted to affect(touch) the other one in all its dimensions(size);
7. Take support on
the objections of your interlocutor to convince him(it) better and persuade;
8. Obtain without
imposing …
What strategy of
reading to adopt? You can read this book in one breath, by pieces, or still
look for in the plan the subject which interests you. For an optimal
use(custom), we recommend you to imagine yourself the main actor of this book,
and to keep always these questions in mind:
· whom do you address?
Who do you want to convince?
· Of what do you want
to convince and to persuade your interlocutors?
What message do you
want to make pass? What do you want to obtain on behalf of these persons? In
what result(profit) do you want to end?
We wish you a good
reading and a lot of success in the application!
" The paradox of
the human condition, It is because we can become oneself only under the
influence of others. "
