How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 324

new puppy — who will be in charge of it? Tell you what — just take the
puppy home for the weekend and if it doesn't work out, bring him back."
Of course, you know that the rest is history. Who can't fall in love with a
puppy after a weekend? The owner has successfully pulled a reluctant
customer to get involved.
One of the most influential salesmen for the U.S. Army was Major
General Walter S. Sweeney. In one city where he and his troops were
staying, there was a strong feeling of hostility toward the troops. The
general wisely invited one of the civic clubs to lunch. There, club
members were served by army members — while they listened to the
army band play — and heard different speeches. The meeting was
successful, and others followed. It was not long before the hostility was
forgotten. General Sweeney knew that the only way he would gain
support was if he could involve and get to know the civilians.[6]
Physical Movement
Making your audience physically move can also affect the way your
message is received. Involvement can be something as simple as getting
people to say "yes," to raise their hands, or even just to nod their heads
"yes." The more movement and involvement you can create, the greater
your ability to persuade. Great persuaders look for times when they can
get affi &