How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 18

1.

Be the first to give
Reciprocity is a powerful force in our society and one that
can be used to sway others. Doing a favor for someone
you want to persuade can help to put them in your debt,
and may make them more willing to help you out in the
future. One study found that waiters who gave diners
mints before they placed the bill on the table got
consistently more tips than those who didn’t.

2.

Admit your weaknesses
When others see you as being more trustworthy, they’ll be
much more likely to go along with what you’re trying to
persuade them to do, whether it’s hire you or buy what
you’re selling. It may sound counterintuitive, but studies
have confirmed the validity of admitting weakness. One
such study sent out identical resumes with different cover
letters, with one of the letters admitting a weakness. The
honest cover letter-resume combo received many more
call backs than the other which focused only on the
positives.

3.

Highlight not only what others have to gain, but also
what they have to lose
Most people who are looking for a job highlight only what
employers have to gain by hiring them, but research
supports the importance of also pointing out what others
stand to lose in a deal. Potential losses actually create a
bigger impact than potential gains in the decision-making
process, so no matter what you’re trying to convince
others to do, show both sides of the coin.

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