Alan’s Ten Step Program to More Powerful Persuasion

  • Build your vocabulary daily
    • Write down and look up words you don’t know
    • Strive for “mid-high” level speech
  • Create and practice metaphors, analogies, and examples
    • Use repeatedly until natural
    • Keep examples contemporary through reading
  • Understand the other person’s behavioral comfort zone
    • Flexibly change your own behavioral set
    • Use emotion, not logic, to spur to action
  • Listen 80% of the time
    • Employ effective listening techniques
    • Allow silences and don’t seek to fill them
  • Visualize and anticipate
    • Consider the conversational options in advance
    • Create an articulate response to every likely objection
  • Focus on output, not input
    • Transfer your mental set to result and outcome
    • Distinguish between them with the other party
  • Avoid defensiveness
    • Use judo and momentum to reverse direction
    • Ask “why”
  • Provide options, not a fait accompli
    • Move the discussion from “if” to “how”
    • Engage the other in the diagnosis
  • Move through a series of small “yeses”
    • Know your business model
    • Gain conceptual agreement methodically
  • Always concentrate on value, never price, cost, or fee
    • Never voluntarily discuss fees
    • Defray questions about fee in the other’s best interests