How to convince his circle of acquaintances?

" 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. "