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Why are so many new ideas a tough sell? Isn't it
true, as the old saying goes, that if you invent a better mousetrap, the
world will beat a path to your door? No, that's baloney! In fact, it's never
been less true. For a variety of reasons.
For starters, people everywhere have become savvier, sceptical, and even
cynical. We've all become more jaded about advertising, more suspicious of
political claims, and less trusting of those who bring us a message, any
message-even one that may be in our best interest.
Second, and most important, many people just aren't skilled at the art of
persuading. No matter how brilliant your idea, no matter how technically
advanced or economically sound it may be, it'll go nowhere unless you get
others to go along with it. And the only way you do that is by persuading
them, by communicating clearly why they really should want to do what you
really need done.
Learning to improve our persuasiveness is both easier and harder than it
used to be. Easier because we've now got E-mail and voice mail, CD-ROMS and
cellular phones, satellites and skywriting, and a vast array of other tools
for communicating. But it's also more difficult in that the deluge of
messages and ill-equipped messengers cheapens them all. So nowadays, it's
more crucial than ever to hone the skills that heighten our power of
persuasion.
Here are three ideas for making yourself more persuasive:
1. Shift your focus to others. There's an old story of a young lady who was
taken to dinner one evening by William Gladstone and then the following
evening by Benjamin Disraeli, both eminent British statesmen in the late
nineteenth century. "When I left the dining room after sitting next to Mr.
Gladstone, I thought he was the cleverest man in England," she said. "But
after sitting next to Mr. Disraeli, I thought I was the cleverest woman in
England."
If you practice attentiveness to others, you'll find it does wonders for
both of you. They'll enjoy it; so will you. And together you'll accomplish
much more.
2. Empower others. Skilful persuaders send out the message, spoken or
unspoken, that they appreciate others' abilities. For example, Minnesota
Mining & Manufacturing (3M), the $15-billion-a-year firm famed for its
innovation, leaders still utter-and follow-the maxims of William McKnight,
its legendary leader for half a century: "Listen to anybody with an
idea."..."Encourage experimental doodling."...and "If you put fences around
people, you get sheep; give people the room they need."
3. Hone your sense of humour. While being wheeled into the operating room
after being shot by a would-be assassin, the ever-persuasive President
Ronald Reagan got a chuckle when he wisecracked, "I hope the doctor is a
Republican." We may not all be so cool in a crisis, but we can all profit by
not taking ourselves too seriously.
Copyright © 2004 by Dr. Tony Alessandra,
used with permission. For feedback or information regarding Tony's products
or services, please contact us at
info@alessandra.com,
http://www.alessandra.com, +001-(760) 603 8110 or FAX +001 (760) 603 8010.
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Guest
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January
2004
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