How to Coach Yourself and Others Essential Knowledge For Coaching | Page 579

Persuading
One scenario where persuading
skills can be important is the job
interview, but the following tips
are valuable in many other
settings.
 Focus on the needs of the
other party. Take time to listen
to them carefully and find out
about their interests and
expectations. This shows that you
are really interested in them and
they are then more likely to trust and respect you. It will also make it
easier for you to outline the benefits of your proposal in terms they
understand.
 Argue your case with logic. Do careful research on your ideas and
those of your competitors (if there are any) and make sure that any
claims you make can be verified.
 The more hesitant language you use such as "isn't it", "you know",
"um mm" and "I mean" the less people are likely to believe your
argument. (Journal of Applied Psychology)
 Use positive rather than negative language: instead of saying
"You're wrong about this", say "That's true but ....", "That's an
excellent idea, but if we look more deeply ....." or "I agree with what
you say but have you considered ....".
 Subtly compliment the other party. For example: "I see that you've
done some really excellent research into this". Even though they may
realise this is being done, evidence shows that they will still warm to
you and be more open to your proposals.
 Mirroring the other person's mannerisms (e.g. hand and body
movements). A study at INSEAD Business School found that 67% of
sellers who used mirroring achieved a sale compared to 12% who did

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